Senior Account Executive Aerospace & Defense

This role is located in Somerville MA - We are a hybrid work environment and are in the office 3+ days/per week.

Tulip the leader in AI-native frontline operations is helping companies around the world equip their workforce with composable connected apps leading to higher quality work improved efficiency and end-to-end traceability across operations. Tulip’s cloud-native no-code platform powered by embedded AI is driving the digital transformation of industrial environments through composable human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category.

A spinoff out of MIT Tulip is headquartered in Somerville MA with offices in Germany Hungary Singapore and Israel. Tulip has been recognized as a World Economic Forum Global Innovator a 2024 Deloitte Technology Fast award winner one of Energage’s Top Workplaces USA and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work.”

You’re a tenured B2B SaaS seller who knows the aerospace and defense space inside and out including the buyers the compliance constraints the long sales cycles and what it actually takes to close. You thrive on owning a vertical end-to-end: building pipeline navigating complex multi-stakeholder deals and sharing what you’ve learned with the people around you. You’re energized by working at the intersection of cutting-edge technology and one of the most demanding manufacturing environments in the world.

• 8-10+ years of B2B SaaS sales experience with a track record of meeting or exceeding quota in complex multi-stakeholder deals
• Deep familiarity with the aerospace and defense industry including procurement processes compliance environments and operational workflows
• Experience managing a full sales cycle from prospecting through close including contract negotiation
• Strong discovery and consultative selling skills; able to map customer pain to measurable business outcomes
• Comfortable operating in a fast-moving early-stage environment where you help shape the playbook as much as you follow it
• US-based with ability to travel to customer sites as needed

• Own the full sales cycle for net-new and expansion opportunities within the US aerospace and defense vertical
• Build and maintain a healthy self-sourced pipeline through outbound prospecting industry events and partner referrals
• Lead complex multi-stakeholder deals from discovery through negotiation and close
• Develop deep knowledge of the A&D customer landscape. Think key accounts personas procurement dynamics and competitive positioning
• Partner with Pre-Sales Customer Success and Solutions Engineering to deliver compelling evaluations and ensure smooth handoffs
• Capture and share field intelligence with Product Marketing and Sales leadership to inform roadmap and go-to-market strategy
• Serve as a peer resource and sounding board for earlier-tenure AEs sharing deal strategy lessons learned and best practices
• Contribute to the development of vertical-specific sales collateral talk tracks and competitive guidance

• Pre Sales Engineering 
• Solutions Engineering
• Customer Success & Adoption
• Product Marketing
• GTM & Enablement

We’re building a strong diverse team that values hard work families and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health Dental Vision Short-term Disability Long-term Disability Life Insurance AD&D FSA Commuter Benefits Parental Leave and 401(K)
• Flexible work schedule and unlimited vacation policy
• Virtual company events and happy hours
• Fitness subsidies
• Dog-friendly office

We are an equal opportunity employer. At Tulip we celebrate all. Qualified applicants will receive consideration for employment without regard to race religion color national origin gender sexual orientation age marital status veteran status or disability status. Help us build an inclusive community that will transform frontline operations.

The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted actual compensation will be determined depending on multiple factors including job-related knowledge & skills experience business needs geographical location market compensation data and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $95000 - $143000 per year based on a L4 (minimum) to a L5 (maximum) and is eligible for on-target earnings (OTE). The final level will be determined during the interview process.

What We Do

Tulip the leader in frontline operations is helping companies around the world equip their workforce with connected apps leading to higher quality work improved efficiency and end-to-end traceability across operations. Companies of all sizes and across industries have implemented composable solutions with Tulip’s cloud-native no-code platform to solve some of the most pressing challenges in operations: error-proofing processes and boosting productivity capturing and analyzing real-time data and continuous improvement.

Why Work With Us

We’re building a strong diverse team that values hard work families and personal well-being. Help us build an inclusive community that will transform frontline operations.

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