Account Executive, Defense

Account Executive, Defense Build the data infrastructure for robots operating in the real world. Robotics is moving from research labs into production across factories, warehouses, vehicles, and field deployments. When robots fail, behave unexpectedly, or need to be improved, engineers rely on data to understand what actually happened. At Foxglove, we build the observability, visualization, and data infrastructure that makes that possible. Our tools are used by robotics and autonomous systems teams to ingest, store, query, replay, and analyze massive volumes of multimodal sensor data from live systems and from production fleets. 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. 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 1-2× 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.