Enterprise AE — Account Executive, Enterprise
Own complex, high-value deployments from $150K–$500K+ TCV. Defense, aerospace, national logistics operators.
About the role
You're selling to national logistics operators, defense subcontractors, aerospace MRO operations, and government-adjacent buyers. These deals involve custom scoping, multi-site rollouts, procurement and legal review, and cycle lengths of 60–120 days.
Quota is measured on a rolling 90-day average — you are not penalized for deal timing. You are expected to work a long pipeline with discipline and close at the top end of the market.
You'll work closely with the Solutions Engineer and Primordia leadership on deal architecture and pricing. Every enterprise deal is custom-scoped. Your job is to lead the commercial process, build executive relationships, and close.
What you'll do
- Own the full enterprise sales cycle for $150K–$500K+ TCV deals
- Build and maintain relationships with C-suite and VP-level decision-makers at target accounts
- Navigate procurement, legal review, and security review processes
- Collaborate with the Solutions Engineer and leadership on deal architecture and custom pricing
- Develop account plans for strategic targets and work them systematically over 60–120 day cycles
- Represent Primordia at industry events and in strategic account conversations
- Rolling 90-day quota: $300,000 TCV closed
What we need
- 6+ years of enterprise B2B sales with a track record of closing six-figure+ deals
- Demonstrated experience with 60–120 day complex sales cycles
- Comfortable navigating procurement, security review, and legal red lines
- Strong executive presence — you can credibly engage C-suite without a support team
- Experience with custom-scoped or professional services deals, not just SaaS licenses
- Disciplined pipeline management across a long-cycle portfolio
Nice to have
- Background selling into defense subcontractors, aerospace MRO, or government-adjacent operators
- Experience selling AI infrastructure, platform software, or operational technology
- Prior work as an early enterprise AE at a Series A/B company
- Security clearance or familiarity with government procurement processes
Typical deal: custom Constellation + Zenith + Architect deployment + full Co-Pilot retainer. Deal range: $150,000–$500,000+ TCV. If you've closed deals at this level and you want to build a real enterprise motion from scratch, email Mike.