Account Director-Aerospace & Defense

US-Remote (Atlanta, GA; Dallas, TX)

About the role

The Field Sales Representative – A&D and Auto will be responsible for value-selling Infor’s Aerospace & Defense-specific ERP and edge offerings to both existing accounts and net-new customers. This role requires a proven hunter mentality combined with the ability to expand strategic relationships with the defense industrial base. The Field Sales Representative will identify and qualify opportunities, develop pursuit strategies, and execute to drive revenue growth while ensuring alignment with industry regulations and mission-critical customer needs.

Responsibilities

• Articulate the value proposition of Infor’s ERP and edge solutions, emphasizing industry differentiation for Aerospace & Defense.
• Showcase how Infor supports compliance with ITAR, CMMC, DFARS, and other defense standards.
• Deliver compelling ROI-based business cases to senior executives and technical stakeholders.
• Partner with solution consultants, product management, and industry specialists to design winning deal strategies.
• Educate internal teams on Aerospace & Defense market trends, government contracting challenges, and compliance-driven requirements.
• Contribute to account and territory planning to align with revenue goals and industry growth drivers.
• Leverage sales tools such as Salesforce, Outreach, Consensus, and Clari (MAPs & Forecasting) for opportunity execution.

Requirements

• Enterprise software sales experience (ERP, SaaS, or edge solutions).
• Experience selling into Aerospace & Defense, Manufacturing, or Government contracting organizations.
• Experience working in a quota-driven role and with enterprise sales cycles.
• Experience developing executive-level customer relationships.
• Experience driving multiple deals concurrently through consultative sales cycles.
• Ability to travel up to 50%.
• Legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship.

Preferred Qualifications

• Experience selling ERP and/or compliance-focused cloud-based solutions into regulated industries.
• Experience with government contracting compliance frameworks (CMMC, ITAR, DFARS, etc.).
• Experience with MEDDPICC or other structured sales methodologies.
• Experience with Salesforce, Outreach, Consensus, and Clari (MAPs & Forecasting).

About Infor

Infor is where ambition meets impact. Join a global community of bold thinkers and innovators, where your expertise doesn't just solve problems—it shapes industries, unlocks opportunities, and creates real-world impact for billions of people. At Infor, you're not just building a career, you're helping to build what's next.

Infor is a global leader in business cloud software products for companies in industry-specific markets. Infor builds complete industry suites in the cloud and efficiently deploys technology that puts the user experience first, leverages data science, and integrates easily into existing systems. Over 60,000 organizations worldwide rely on Infor to help overcome market disruptions and achieve business-wide digital transformation.

Our Values

At Infor, we strive for an environment founded on a business philosophy called Principle Based Management™ (PBM™) and eight Guiding Principles: integrity, stewardship & compliance, transformation, principled entrepreneurship, knowledge, humility, respect, self-actualization. We have a relentless commitment to a culture based on PBM™. Informed by the principles that allow a free and open society to flourish, PBM™ prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.