Account Executive

Company: AutoTime Software, Inc. — A Solen Portfolio Company Location: Remote Reports To: CEO About AutoTime AutoTime Software is a trusted leader in Aerospace & Defense workforce compliance solutions, delivering timekeeping, labor tracking, and payroll accuracy software trusted by top-tier A&D contractors for over 20 years. Now part of Solen’s growing software portfolio, AutoTime is in an exciting transformation phase — scaling its next-generation software platform and expanding partnerships across ERP, MES, and payroll ecosystems. This is a high-impact role for a true account executive — someone who can connect customer need with consultative selling to drive growth in a growing industry. Role Summary The Account Executive is responsible for driving new business and expanding relationships with customers in aerospace, defense, and advanced manufacturing. This role requires a consultative seller who can understand complex operational, compliance, financial, and workflow challenges and position AutoTime as a strategic partner. This position is ideal for someone who not only excels at closing business, but also wants to help shape go-to-market strategy, improve customer outcomes, and contribute to the long-term growth of the company. Responsibilities • Prospect, qualify, and close new business opportunities within target markets. • Build and manage a healthy pipeline through outbound outreach, networking, referrals, and marketing collaboration. • Lead discovery conversations to understand customer needs around labor tracking, compliance, costing, workflow automation, and operational performance. • Partner with the Product and Services team to deliver tailored product demonstrations and articulate AutoTime’s value proposition to executive, operational, finance, and technical stakeholders. • Navigate multi-stakeholder sales cycles involving operations, finance, IT, compliance, and program management teams. • Prepare and present proposals, pricing, and business cases. • Collaborate closely with marketing, product, services, and leadership teams to ensure strong customer outcomes. • Maintain accurate forecasting and pipeline management in the CRM. • Track market trends, competitive activity, and customer feedback, and translate insights into actionable recommendations. • Help refine messaging, sales process, pricing strategy, and account planning practices as the business scales. Qualifications • 5+ years of experience in B2B software, enterprise software, or complex solution sales. • Proven success in consultative sales and closing multi-step deals. • Experience selling into aerospace, defense, manufacturing, or other regulated industries preferred. • Strong ability to communicate value to both technical and business audiences. • Comfort selling into long sales cycles with multiple decision-makers. • Excellent presentation, negotiation, and relationship-building skills. • Strong commercial judgment and the ability to balance growth, customer needs, and operational realities. • Track record of working cross-functionally with marketing, product, operations, implementation, or customer success. • Ability to operate with high ownership, accountability, and resourcefulness in a scaling organization. Preferred Experience • Familiarity with timekeeping, labor tracking, compliance, ERP, or MES software. • Experience selling into government contractors or organizations with DCAA-related requirements. • Understanding of 9/80 schedules, shift-based labor, project costing, or audit-ready timekeeping workflows. • Experience contributing to sales process design, pricing discussions, territory planning, or revenue forecasting. • Exposure to account expansion, renewals, or customer retention strategy. • Interest in broader business leadership, including go-to-market execution, operational improvement, and strategic planning. Success Metrics • Qualified opportunities created. • Closed-won revenue. • Forecast accuracy. • Conversion rates across stages of the sales cycle. • Contribution to improved sales process, customer retention, and cross-functional execution. What We’re Not Looking For Let’s save everyone time — this is not the right fit if you: - Focus primarily on IT, system configuration, or implementation consulting. - Have limited engagement with Aerospace and Defense companies. - Default to buzzwords instead of clear sales outcomes. - Have experience that’s mostly internal or pre-sales - Lack experience in selling large enterprise contracts in a regulated space. Career Path & Growth This role is positioned for advancement into VP, COO, or General Manager roles within Solen’s expanding A&D software portfolio. Top performers will help lead AutoTime’s evolution from a legacy compliance platform into a next-generation software leader. Why Join AutoTime - Be part of a 20-year trusted brand entering its next growth chapter. - Small company culture with enterprise-level customers and impact. - Competitive compensation, bonus opportunity, 401(k) match, and health benefits. - Direct executive visibility and influence on product and company direction.