Star Lab - Strategic Account Manager - A&D

Star Lab Boston, United States San Diego, California Huntsville, Alabama Washington, DC


Position at Star Lab

Boston / Southern California / Huntsville, AL / Washington, DC


US Citizens Only


Star Lab is pioneering software to protect our nation’s most critical systems and devices from sophisticated cyber threats. Armed with a long, successful track record securing combat systems, our products are designed at the outset to handle worst-case threat scenarios. We prevent attackers from tampering with software systems to ensure that mission-critical systems remain resilient and operational, even during an attack.

We are looking for individuals to help our customers meet standards for safety, security, performance, and reliability. Success will be determined by our ability to innovate with velocity and sell sophisticated cyber solutions.

If you’re passionate about impacting our world in a customer-facing role for a caring, diverse, inclusive company with a respectful culture based on a growth mindset, join us and help lead the way into a more secure future!




This position will report directly to the Head of Star Lab Sales to further develop our pipeline related to North America customers. The ideal candidate will bring existing customer relationships, develop and maintain strong business relationships with key decision makers across industries and identify, qualify, pursue and close new business opportunities.

This individual will contribute to the Star Lab sales organization’s ability to capture new and/or emerging business opportunities within the Department of Defense, as well as generate qualified pipeline growth necessary to meet or exceed the 2022 bookings forecast and plan for Star Lab products and services. In addition, this person will provide input for industry focused product sales and marketing strategies that drive growth and achieve maximum customer and market penetration.

The Account Manager will work closely with the company’s Sales and Marketing teams to share and refresh market and competitive intelligence on a regular basis. Additionally, working collaboratively across Star Lab Product Management and Engineering, this Account Manager will also provide input on product priorities, product features, release dates and go-to-market strategy.

Star Lab is seeking a driven, self-motivated individual with a proven history of sales success to proactively create demand for Star Lab solutions.  This individual will be enabling continued customer success in an already established customer base of Key Accounts in the Aerospace & Defense marketplace.



Interface & Collaboration


  • Work as a member of a team consisting of: Sales Director, other Account Managers, Field Application Engineers, Product Specialists, Inside Sales Representatives and Solution Architects
  • Work with Field Engineers, vertical market representatives and various Star Lab resources to demonstrate how Star Lab solutions will address the needs of the customer
  • Engage with senior level decision makers and become a trusted advisor to accounts by establishing and developing business relationships based on a commitment to the quality of Star Lab solutions
  • Meet with and listen to the needs of prospective customers to understand their current and future technical requirement





  • Build, manage and execute on the sales strategy for key A&D accounts
  • Coordinate demonstrations, seminars, etc. to present the value proposition of using Star Lab solutions to the customer
  • Prepare written proposals articulating our solutions. Close business on a quarterly basis that reflects at least 100% of the assigned quarterly goal
  • Direct efforts of the Customer Support Organization to work with the customer after the sale to make sure they are using our products for maximum benefit
  • Provide accurate information regarding customer product feedback to Star Lab Marketing and Engineering
  • Understand the strengths and weaknesses of competitor products
  • Convey an image of Star Lab as a customer-centric, total solutions company




Core Competencies & Demonstrated Success


  • Demonstrated success using a consultative, solutions-oriented sales approach
  • Track record of success achieving or exceeding assigned quota
  • Demonstrated success establishing and cultivating business relationships with ‘C’ level executives and senior level decision makers in the A&D market




  • BSEE or BSCE preferred but not required, MBA
  • Training, education or hands-on experience with cybersecurity techniques and technologies required
  • Experience selling cybersecurity technologies required
  • Approximately 10 years of technology sales experience in the software arena, selling into the Aerospace & Defense marketplace including the US Navy, USAF, and/or US ARMY





Wind River is an Equal Opportunity Employer with a commitment to diversity. We prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.