Enterprise Account Executive

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Nominal is building the software infrastructure powering the world’s most advanced hardware systems — from spacecraft and autonomous vehicles to next-generation industrial machines. Our platform ingests high-rate telemetry, validates complex autonomy software in real time, and enables engineers to iterate faster without sacrificing safety or precision. We’re a small, fast-moving team of engineers and operators who own problems end-to-end, work across disciplines, and thrive on challenges at the intersection of hardware and software.

As a dual-use platform, we serve top-tier commercial and defense customers, including the U.S. Navy, United States Air Force, Shield AI, and Anduril. We’re backed by Sequoia, General Catalyst, Founders Fund, Lux Capital, and Lightspeed Ventures. Our team draws experience from Space

X, Palantir, Anduril, Applied Intuition, and other leading companies — united by a common mission: enabling hardware engineers to push the boundaries of advanced technology with speed, safety, and precision.

In this pivotal role, you'll deliver Nominal’s vision of providing continuous testing to the industrial base, equipping engineers to deploy capability at scale, in the shortest time possible. You’ll maintain deal ownership of large enterprise and strategic accounts, selling a modern software platform to hardware organizations. It’ll be your role to communicate how our technology fits into their existing stack and helps them meet their critical testing outcomes.

You will also be counted on to shape the early sales team and its culture.

• Own the deal:
  Manage the full enterprise sales motion, including lead generation, opportunity/program qualification, negotiation, and closing, consistently moving deals through the pipeline and exceeding sales goals. Know and understand how to generate executive buy-in, end user excitement, financial buyer alignment, and IT & compliance/infosec sign-offs.
• Build the relationship:
  Cultivate industry relationships by meeting decision-makers where they’re at: attend the niche manufacturing conference, host the executive dinner, or sponsor the right event. Maintain a finger on the pulse of the customer company strategy and how Nominal may fit into their priorities.
• Craft the strategy:
  Build account plans to target innovative, first-mover programs and business units before expanding across the enterprise. Understand the organizational structure and priorities. Identify internal champions who will evangelize the product and our team.
• Sell to an outcome:
  Deeply understand your customers’ business and technical challenges, communicating Nominal’s value proposition to C-level executives, testing managers and chief engineers, discipline engineers, systems architects & IT professionals, and finance teams. Help people see exactly how our tech helps them meet their goals. Artfully manage the politics and budgetary pressures/timelines at play with skill.
• Partner effectively:
  Access the knowledge of the team around you, pulling in the right engineers to share targeted demos, perform discovery, identify capability gaps, understand integration and deployability options, share compliance and infosec guidance, and more. Work with business operations and marketing to develop the right sales collateral to nail the tailored messaging.
• Maintain the forecast:
  Track opportunities with long lead times against quotas and company goals, manage a robust book of business, and provide accurate quarterly forecasts.
• Build the team:
  Nominal is in the early days of building out a sales team. Play a critical senior role in building the scalable sales engine, defining the sales strategy, and contributing to the sales culture. Have an owner’s mindset across everything you do.

• Proven sales experience: 3+ years of experience in enterprise or strategic accounts closing seven-figure deals, ideally selling technical products to industrial companies.
• Solution seller:
  You thrive when it comes to complex solution selling and know how to pull…