Strategic Account Manager (Aerospace and Defense)

What You’ll Do

• Own and expand a portfolio of A&D prime accounts, driving revenue through new design wins, program expansions, and long-term platform adoption
• Develop and execute multi-year account strategies aligned with customer roadmaps, program lifecycles, and funding timelines
• Navigate complex, multi-stakeholder sales cycles involving engineering, systems, test, procurement, and leadership teams
• Identify and qualify opportunities across R&D, validation, qualification, and production test use cases
• Understand customer architectures, test challenges, and compliance requirements to position Liquid Instruments' platform effectively
• Drive early engagement to influence specifications and become embedded in customer test strategies
• Serve as the primary commercial point of contact for assigned accounts
• Build trusted relationships through regular engagement, technical alignment, QBRs, and on-site visits
• Coordinate with channel partners and distributors where applicable to ensure consistent execution and customer experience
• Partner closely with applications engineering, product management, and R&D to support evaluations, demos, and customer success
• Relay structured customer feedback on requirements, competitive positioning, and emerging A&D trends
• Support marketing initiatives including targeted campaigns, industry events, and A&D-focused trade shows
• Maintain accurate pipeline, forecasting, and account data within CRM tools
• Prioritize opportunities based on program timing, strategic value, and revenue potential
• Communicate clearly with internal stakeholders on deal progress, risks, and next steps

What We’re Looking For

• 3–4 years of experience in sales or account management within Test & Measurement, instrumentation, or electronic systems
• Proven experience selling to Aerospace & Defense customers, ideally A&D primes or major tier-1 suppliers
• Comfort engaging with engineers and technical decision-makers on complex test and measurement topics
• Understanding of A&D procurement processes, long sales cycles, and program-driven purchasing
• Strong account planning, relationship-building, and consultative selling skills
• Experience using CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting
• Willingness to travel for customer meetings, program reviews, and industry events
• Bachelor’s degree required; STEM background strongly preferred

Nice to Have

• Hands-on experience with oscilloscopes, signal analyzers, data acquisition, RF, or FPGA-based systems
• Familiarity with qualification, environmental, or production test environments
• Experience working across global teams and time zones
• Exposure to government-funded or compliance-driven programs