Account Executive - Defense & Government

ACCOUNT EXECUTIVE - DEFENSE & GOVERNMENT

Location: Remote (US) - preference for East Coast / Washington, D.C. area

Clearance Requirement: U.S. Citizen with ability to obtain a security clearance

ABOUT NODA

NODA is a veteran-owned, venture-backed technology company transforming how unmanned systems collaborate in complex, mission-critical environments. We develop next-generation software that enables autonomous orchestration of heterogeneous unmanned systems across air, sea, land, and space for defence, intelligence, and commercial customers. Joining NODA means working on high-impact systems that go from prototype to fielded capability.

The Role

We are seeking a quota-carrying Account Executive to drive new business and long-term account growth with US defence and federal customers. This role owns the full sales lifecycle for assigned accounts, from prospecting and capture through negotiation and contract award, and partners closely with engineering, proposals, legal, and delivery teams to win and deliver technically complex solutions (OTAs, IDIQs, FAR vehicles, and other acquisition paths).

This is not the right seat for someone looking for an established brand, a warm territory, and a steady flow of inbound leads. It is the right seat for someone who wants to be first into a new category and own the customer relationship outright!

Key Responsibilities

• End-to-end ownership of the sales cycle, including prospecting, qualification, value-aligned solution design, capture planning, negotiation, and close. This role decides where to spend time and defends those calls.

• Build and maintain trusted relationships with DoD program offices, Program Managers, primes, and systems integrators.

• Lead and coordinate capture efforts, including win themes, war-room coordination, proposal inputs, pricing, demos, and negotiated SOWs.

• Maintain account plans, a multi-quarter pipeline, and accurate CRM forecasting.

• Represent NODA at customer briefings, technical demos, industry events, and partner meetings.

• Provide market and competitive intelligence to product, engineering, and GTM teams.

• Mentor and coordinate with junior BD staff to scale capture execution.

Required Qualifications

• US Citizen (required), with the ability to obtain a security clearance.

• 8+ years winning new business with US defence customers, including time carrying a quota at a defence-tech company, prime, or integrator. Demonstrated success closing deals from the mid-six figures into the millions.

• A service or mission area owned end-to-end. This may be Navy, Army, Air and Space Forces, SOCOM, or a combatant command. Deep familiarity with how program offices, primes, and integrators operate in that lane, with the ability to open and hold senior conversations.

• Fluent in how the government actually buys, with pursuit experience across OTA, IDIQ, SBIR/STTR, and FAR vehicles. Able to write a white paper, brief a source-selection official, and negotiate a cooperative agreement without hand-holding.

• Strong briefer, able to translate technical capability into mission impact for both an O-6 and a CEO, in writing and in the room.

• Willingness to travel for customer engagements and demonstrations (up to 40-60%).

Preferred Qualifications

• Prior experience at a defence tech company, prime, or systems integrator.

• Domain knowledge in unmanned systems, ISR, C2, autonomy, or related mission software.

• Prior experience managing capture for OTA, IDIQ, and FAR proposals and teaming arrangements.

Skills and Attributes

• Strategic thinker with a hunter mentality and rigour for process.

• Strong collaborator, able to coordinate cross-functional teams in high-intensity capture cycles.

• Highly organised with excellent CRM and pipeline hygiene habits.

• Persuasive storyteller who translates technical capabilities into mission impact.

• Resilient, pragmatic, and customer-centric.

Compensation & Benefits

• Hybrid work environment

• Competitive pay

• Flexible time off

• Generous PTO policy

• Federal holidays

• Generous health, dental, and vision benefits insurance

• Free One Medical membership

• Travel support

Growth Path at NODA

Successful AEs can advance to Senior Account Executive, Strategic Accounts Lead, Head of Sales (defense vertical), or cross into GTM leadership and capture leadership roles.

We are an Equal Opportunity Employer and welcome applicants from all backgrounds. All qualified individuals will receive consideration for employment regardless of race, age, color, religion, sex, national origin, disability, or protected veteran status.