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.

Benefits & Perks

Our culture fosters collaboration, respect, and trust, empowering passionate people to do their best work. We offer a competitive salary, comprehensive benefits, and opportunities for career growth. In addition to an opportunity to take part in an innovative, collaborative and fast-growing business with a highly motivated and skilled team, we also take pride in taking care of our employees. Here are just a few ways that we show our appreciation:

• We offer comprehensive medical, dental, and visions plans

• 401(k) Retirement Savings Plan to invest in your long-term retirement goals + Company match

• Equity grants for new hires

• Unlimited PTO

• 11 Paid holidays

• Extremely generous company holiday calendar, including a holiday hiatus in November, & December.

• Generous Parental Leave

• Military Leave for annual training or service requirements

• FSA

• DCFSA

• HSA

• Professional Development Opportunities

• Access to One Medical

• Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well.

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.

Export Control Compliance

To conform to U.S. government export control regulations, including the International Traffic in Arms Regulations (ITAR) and Export Administration Regulations (EAR), you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or otherwise eligible to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce.

Equal Opportunity Statement

NODA AI is an Equal Opportunity Employer committed to fostering a diverse, inclusive, and respectful workplace and to maintaining equitable employment and hiring practices. We provide equal employment opportunities to all applicants and employees and make all employment decisions without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.

As a federal contractor, NODA AI complies with all applicable equal employment opportunity and affirmative action requirements, including Section 503 of the Rehabilitation Act of 1973, as amended, and the Vietnam Era Veterans' Readjustment Assistance Act of 1974 (VEVRAA), as amended. We are committed to providing reasonable accommodations to qualified applicants and employees with disabilities throughout the recruiting, hiring, and employment process.

Consistent with applicable federal, state, and local laws, qualified applicants with criminal histories will be considered for employment in a manner consistent with applicable fair chance and ban-the-box laws, including the Fair Chance Initiative for Hiring Ordinance where applicable. We actively encourage qualified individuals of all backgrounds, including women, minorities, protected veterans, and individuals with disabilities, to apply.

NODA AI is committed to fostering an inclusive, supportive, and accessible work environment for all applicants and employees. If you require accommodations or assistance during the application process, please don’t hesitate to reach out to us at careers@NodaIntelligence.ai or contact your recruiter so we can provide the support you need.