Account Executive, Defense
Role Overview
This is a senior Account Executive role focused on expanding Foxglove's presence in the defense technology sector by engaging with key organizations, navigating the full sales process, and positioning the platform as an essential tool. The hire will partner closely with the CEO and Sales Engineers to drive growth, respond to technical RFPs/RFIs, and ensure solutions meet defense-specific demands, making a significant impact in a fast-growing company. Day-to-day responsibilities include selling complex enterprise deals, traveling up to 50% of the time, and leveraging technical expertise to support autonomous systems and robotics innovation.
Perks & Benefits
The role is remote-friendly, requiring location in Southern California or Washington D.C. and working within 4 hours of U.S. Pacific Time for collaboration. Benefits include a $300 monthly budget for commuter or workspace needs, competitive equity, 100% medical/dental/vision insurance for employees, 401(k) matching up to 4%, 4 weeks vacation plus holidays, and all-expenses-paid company off-sites twice per year. The culture emphasizes high autonomy, working with world-class teams, and making a meaningful impact in robotics and AI, with opportunities for career growth in a Series B startup environment.
Full Job Description
Robotics will have a massive positive impact on the world economy and global human productivity over the coming decade. At Foxglove, we're excited for this future, and we're building powerful open source and commercial tools to accelerate it.
We're an experienced team of independent thinkers, with a passion for creating high quality products. We're looking for self-motivated and fast-learning individuals to join our mission.
About the role
At Foxglove, we’re on a mission to empower the next wave of robotics innovation by providing developers with cutting-edge tools to build, test, and deploy advanced robotic systems. The defense technology sector presents a critical opportunity for Foxglove to support organizations in scaling autonomous systems, optimizing mission-critical data workflows, and tackling complex technical challenges.
As one of the early members of our sales team, you’ll play a pivotal role in expanding Foxglove’s presence in the defense sector by engaging with key organizations, navigating the full sales process, and positioning our platform as an essential tool for their success. You’ll partner closely with our CEO and Sales Engineers to ensure our solutions meet the unique demands of defense-focused customers while driving meaningful growth for the company.
This is a unique chance to join Foxglove at an early stage and make a lasting impact in the defense technology space as robotics continue to shape the future.
Location
Foxglove is a remote-friendly company, with employees spread across many locations. We maintain Pacific Time hours and hire within ±4 hours of U.S. time zones to ensure effective collaboration.
For this position, we're looking for someone located in Southern California or Washington D.C.
What we’re looking for
3+ years experience in Account Executive or similar role in the Defense Technology industry
Track record of exceeding quota selling bespoke, complex enterprise deals
Technical background and/or experience selling highly technical products
Experience and credibility in the defense tech community
Experience responding to technical RFP/RFIs
Excellent written & verbal communication skills
Ability to thrive in a fast-paced startup environment
Available to travel up to 50% of the time
U.S. Citizen or Lawful Permanent Resident
Bonus Points - Experience with robotics and/or autonomous vehicles; CS or AI background/experience
What We Offer
$300 monthly budget towards commuter benefits or building your personal workspace (remote only)
Competitive equity grant in a Series B company
Medical, Dental, Vision, and Term Life insurance coverage at 100% for employees and 75% for dependents
401(k) matching up to 4%
4 weeks vacation, plus holidays and winter break
All expenses paid company off-sites 2× per year
Why Join Us
Impact: Own growth at a fast-growing, high-leverage moment for the company.
Mission: Accelerate the development of the next generation of robotics and embodied AI.
Team: Work with world-class engineers, designers, and researchers passionate about open-source and developer tools.
Ownership: Drive initiatives end-to-end, with high autonomy and visibility.
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