Enterprise Account Executive – Autonomous Systems & Defense

About Edge Case:

At Edge Case, our mission is to enable the safe deployment of frontier technologies and sophisticated systems. We enable our customers to assure the safety of autonomous systems for real world deployment. We are developing products that define and measure the safety of autonomous systems. Our client base spans diverse markets such as automotive, mining, defense, insurance, and aerospace. Edge Case is founded by the recognized world leaders in autonomous system safety and autonomous vehicle safety. Our experts are writing the standards and developing the products that will bring innovation safely into society.
What You’ll Do:

As an Account Executive, you will be responsible to sell our products and services to our portfolio of Customers in the commercial and defense sectors. The Account Executive will serve as the primary point of contact for clients, aligning solutions with their business goals. This position will work closely with system safety engineers and product managers to consistently sell and deliver the products and services we value. The Account Executive will also work closely with the leadership team to ensure our clients’ needs are met, market trends are recognized and feedback is provided back to Edge Case to develop and update our growth and sales strategies. If you have experience in the autonomous vehicle market or functional safety engineering, we are interested in hearing from you!
Key Responsibilities:
Sales Growth

- Close new business and carry a quota; own annual bookings targets for Guardian software subscriptions and integrated assurance programs, from first meeting through signature.

- Sell into defense and commercial autonomy markets; Department of War and DoD program offices and prime contractors, plus commercial buyers in automotive OEM, robotaxi and autonomous delivery fleets, offshore energy robotics, and commercial space and satellite operations.

- Run the full sales cycle; prospecting, qualification, technical discovery, solution scoping, pricing, negotiation,and contract close across 6 to 18 month enterprise sales cycles.

- Expand existing accounts and represent Edge Case Research in the field; drive land-and-expand growth, multi-year renewals, and recurring revenue, with approximately 25% travel to customer sites, conferences,and trade shows.

Relationship and Account Management

- Manage pipeline in Salesforce; maintain deal hygiene, structured opportunity qualification, and accurate weekly and quarterly sales forecasts that leadership can rely on

- Strong conflict resolution and negotiation abilities.

- Prepare proposals and reports for clients; Presenting products or services to potential clients

- Translate technical capability into business value; build ROI cases and value propositions that connect autonomous system safety assurance to program risk, schedule, and cost for non-technical executive buyers.

- Managing multiple simultaneous accounts, sales cycles, and internal reporting tasks

- Serve as the primary liaison between the company and clients, ensuring smooth onboarding and high satisfaction

Preferred Qualifications:

- Military veteran with post-service commercial sales experience; prior service in the Army, Navy, Air Force,Marine Corps, or Space Force followed by a successful sales career in industry.

- Department of War and DoD procurement knowledge; familiarity with program offices, PEOs, contract vehicles, and the acquisition lifecycle.

- Background in the US defense industry and/or knowledge of DoD procurement processes.

- Existing network in AV Industry and / or aviation, missile, or maritime system developers or acquirers.

- Background in forming defined product requirements derived from customer discovery.

- Existing network among autonomous vehicle, aviation, missile, maritime, or space system developers and acquirers.

- Familiarity with safety and assurance standards such as UL 4600, ISO 26262, MIL-STD-882E, or DO-178C

- Exper