Key Account Executive – Aerospace & Defense

Role Overview

• Own the full sales cycle for CoLab’s largest Aerospace & Defense accounts across North America.
• Close high-value enterprise deals ($200K–$2M+), navigating complex buying processes with multiple technical and executive stakeholders.
• Lead in-depth discovery conversations to understand engineering workflows, regulatory constraints, and program pressures.
• Partner with Sales Development, Marketing, and Customer Success to drive high-quality engagement and expansion across enterprise accounts.
• Build and maintain executive-level relationships with engineering, operations, and procurement leaders within target A&D organizations.
• Serve as a strategic advisor—articulating how CoLab can help reduce rework, accelerate time-to-market, and improve design quality across the product lifecycle.
• Develop strategic account and territory plans for large enterprise A&D organizations.
• Maintain a healthy pipeline and accurate forecasting using Salesforce.
• Collaborate on contract renewals and expansion motions to grow customer lifetime value (CLV) over time.

Requirements

• 5+ years of experience in enterprise SaaS sales with a proven track record of closing high-value contracts (ranging from $200K to $2M+).
• Experience selling into large organizations (10,000+ employees) and managing complex, multi-stakeholder sales cycles.
• Familiarity with selling into Aerospace & Defense, or similar sectors such as defense tech, aviation, industrial systems, or manufacturing.
• Strong consultative selling and solution-based approach, particularly in industries like industrial equipment, automotive, aerospace, or similar highly technical sectors.
• Ability to manage a growing pipeline of high-value enterprise opportunities, ensuring effective follow-up and timely progression of deals.
• Comfortable with ambiguity: Ability to navigate complex enterprise sales cycles and align internal resources to close deals.
• Strong communication and negotiation skills, with the ability to influence and persuade senior decision-makers in large organizations.
• Experience using Salesforce to manage pipeline and forecast deals with accuracy and attention to detail.
• Team player with the ability to collaborate across departments to ensure alignment on customer needs and business objectives.
• Self-motivated and driven to exceed sales targets and grow enterprise accounts.

Benefits

• Occasional travel for on-site team meetings in Newfoundland Canada, at least twice per year (primarily in December and June) in addition to occasional travel to customer sites