Manage enterprise sales for Nominal's software solutions, building relationships, crafting strategies, and leading a sales team to exceed goals.
About Nominal
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 SpaceX, 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.
🚀 About the role
- 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.
🔍 We're looking for someone with
- Proven sales experience: 10+ 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 together the right team across product, engineering, customer success, and more to get the job done.
- Technical fluency: You can speak confidently about the technical challenges organizations encounter in their day-to-day workflows, whether to systems architects & technical integrators or mechanical engineers. You may have even been in their shoes before.
- Relational master: You not only can build trusted, enduring relationships with customers, but you also intuitively understand and observe organizational dynamics and incentive structures.
- Industry experience: You can fit right into manufacturing floors and have worked in some combination of aerospace & defense, energy, automotive, industrials, or manufacturing. You already have relationships in the space and understand how they operate.
- Dynamic leader & team player: You’re a natural at leading and lifting those around you with a mix of humility, eagerness to learn, and empathy. You’re excited to be an integral part of an early sales team. You have coached others in the enterprise sales motion.
- Ready to roll: Need to travel to close a deal? No problem. You’re ready to be where the action is, anywhere, anytime.
⚡ Skills that supercharge us
- Sales technology fluency: Experience with leading CRM systems (e.g., HubSpot, Salesforce), productivity or enrichment tools (e.g., LinkedIn Sales Navigator, ZoomInfo, Common Room, Slack, Notion), and utilizing AI to create high-quality account research.
- Product familiarity: Experience with data management and infra tools, such as AWS, Azure, Databricks, Datadog, Snowflake, MATLAB, and Grafana.
- Data engineering proficiency: Knowledge of SQL, Python, Pandas, Influx, Timescale. Familiarity with Spark, Arrow, Kafka, Beam, and Flink.
- Technical background or degree: Background in mechanical engineering or heavy industry
✨ Benefits/Perks
- 🏥 100% coverage of medical, dental, and vision insurance
- 🏖️ Unlimited PTO and sick leave
- 🍽️ Free lunch, snacks, and coffee
- 🚀 Professional development stipend
- ✈️ Annual company retreat
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.
ITAR Requirements
To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here.
Top Skills
Arrow
AWS
Azure
Beam
Crm Systems
Databricks
Datadog
Flink
Grafana
Hubspot
Influx
Kafka
Matlab
Pandas
Python
Salesforce
Snowflake
Spark
SQL
Timescale
Nominal Los Angeles, California, USA Office
Los Angeles, CA, United States
Similar Jobs
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
As a Senior Enterprise Account Executive, you'll drive SaaS sales revenue by building relationships with C-suite clients, strategizing account planning, and leading virtual teams to achieve targets.
Top Skills:
AI
Artificial Intelligence • Cloud • Information Technology • Machine Learning • Software • Big Data Analytics • Automation
The Enterprise Account Executive at PagerDuty is responsible for selling SaaS products to enterprise accounts, managing pipelines, and ensuring exceptional customer sales experiences while driving sales growth.
Top Skills:
SaaS
Information Technology • Internet of Things • Mobile • On-Demand • Software
The Enterprise Account Executive at Spectrum Business drives sales by managing client relationships, exceeding quotas, conducting presentations, and collaborating with internal teams to enhance client satisfaction and retention.
Top Skills:
LanMS OfficeSalesforceWan
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
