Strategic Account Manager - Aerospace & Defense (A&D)Location: Del Mar, CA (Hybrid) | Remote considered (US-based)
The RoleWe are seeking a Strategic Account Manager focused on Aerospace & Defense (A&D) prime contractors to drive revenue growth and long-term account expansion within a defined set of high-value customers.
This role is ideal for a technically fluent sales professional with 3-4 years of experience in Test & Measurement or instrumentation, who understands the buying dynamics, program structures, and qualification processes typical of large A&D organizations. You will manage complex sales cycles involving engineering, program management, procurement, and executive stakeholders, positioning Liquid Instruments as a strategic technology partner across development, test, and production environments.
This role reports to the Senior Director of Sales.
What You'll DoStrategic Account Ownership & Growth- 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
New Opportunity & Program Development- 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
Customer & Partner Relationships- 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
Cross-Functional Collaboration- 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
Sales Operations & Forecasting- 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
What We Offer- Competitive base salary + performance-based incentive
- Equity participation in a venture-backed company
- Comprehensive medical and dental insurance (100% employee premiums covered)
- 401(k) with company match
- Four weeks paid vacation, sick time, and holidays
- Opportunity to sell genuinely differentiated technology with strong technical credibility in A&D markets
- A collaborative, global team environment with significant room for growth
