As an Account Executive at Cubic, your primary responsibility is to drive top-line revenue growth by securing new contracts and expanding existing programs within your assigned territory or domain. You will act as the entrepreneurial leader of your portfolio, coordinating internal resources to win complex business.

On a day-to-day basis, you will actively manage your sales pipeline, identifying emerging opportunities through federal databases, industry networking, and direct customer engagements. You will lead the qualification process, presenting business cases to Cubic's executive leadership to secure the bid-and-proposal (B&P) funding necessary to pursue major opportunities.

Once an opportunity is qualified, you will transition into the role of capture manager. In this capacity, you will write the capture plan, define the win strategy, select industry partners, and guide the proposal team to ensure that the final submission is compliant, compelling, and competitively priced. You will also maintain continuous contact with the customer, ensuring that Cubic's capabilities remain highly visible and aligned with their requirements throughout the acquisition lifecycle.

To be competitive for the Account Executive position at Cubic, you must possess a proven track record of success in the defense or aerospace contracting space. The hiring team looks for candidates who can immediately leverage their experience to impact the pipeline.

• Must-have skills – Proven experience in defense business development, capture management, or federal sales. Deep understanding of the federal acquisition process, FAR/DFARS, and government contracting vehicles. Strong written and verbal communication skills, with a demonstrated ability to write compelling executive summaries and proposal sections.
• Nice-to-have skills – An active Secret or Top Secret security clearance. A technical background or degree in engineering, computer science, or military science. Established relationships within specific military program offices (e.g., PEO Soldier, PEO STRI, or NAVAIR).
• Experience level – Typically requires 5+ years of experience in defense sales or capture management, with a documented history of winning contracts valued in the tens of millions of dollars.

Q: How technical do I need to be for this role? A: While you do not need to be an engineer, you must possess a strong conceptual understanding of Cubic's product lines, such as tactical communications, edge computing, or military training simulations. You need enough technical fluency to translate complex capabilities into clear operational benefits for the customer and to coordinate effectively with internal systems engineers.

Q: What is the travel expectation for the Account Executive role? A: Travel is a significant component of this position. You should expect to travel up to 30-50% of the time to visit military bases, attend industry conferences, meet with partner companies, and support customer demonstrations.

Q: What is the culture like within the Cubic business development team? A: The culture is professional, highly collaborative, and mission-focused. Because Cubic serves military and national security clients, there is a strong sense of pride in delivering technologies that support those who serve. The team operates with high accountability, where strategic thinking and execution are highly rewarded.

Q: How are quotas and bonuses structured? A: Compensation typically consists of a competitive base salary (ranging from $94,000 to$112,000 USD depending on experience and location) paired with a performance-based bonus structure. Bonuses are tied to key milestones such as pipeline growth, qualified opportunities, and contract wins.

To maximize your chances of securing an offer, keep these practical, insider tips in mind as you prepare for your interviews with Cubic:

• Study the Shipley Framework: Cubic relies heavily on structured capture processes. Frame your answers using standard industry terminology (e.g., Gate Reviews, Black Hat, Blue Team, Red Team) to demonstrate that you can seamlessly integrate into their existing proposal workflow.

• Align with the Mission: Cubic is deeply committed to supporting warfighter readiness and national security. Ensure that your answers reflect an understanding of the end-user's needs and a genuine commitment to delivering high-quality, reliable solutions to military personnel.

• Prepare Questions for the VP: When you meet with senior sales leadership, ask sophisticated questions about their strategic priorities. Inquire about which contract vehicles they are prioritizing, how they plan to counter specific competitors, or how they view the integration of artificial intelligence into their training systems.

• Know the Competitors: Be prepared to discuss Cubic's primary competitors in the defense training and tactical communications markets. Demonstrating that you understand the strengths and weaknesses of other major defense contractors shows that you are already thinking like a strategic Account Executive.

The Account Executive position at Cubic is an exceptional opportunity for a driven business development professional to make a lasting impact on global defense technologies. By securing critical contracts, you directly influence the capabilities available to military forces, ensuring they are trained and equipped to meet modern threats. This role offers the perfect intersection of strategic business development, technical innovation, and mission-driven purpose.

As you finalize your preparation, focus on synthesizing your past achievements into clear narratives that highlight your capture management expertise, your mastery of the federal procurement process, and your ability to build enduring client relationships. Approach your interviews with the same professionalism, preparation, and strategic insight that you would bring to a major client pitch.

The salary range shown above represents the base compensation for the Defense Sales Account Manager role in Texas. When preparing your compensation expectations, keep in mind that your overall package will include performance-based incentives and bonuses tied to pipeline development and contract wins. Use this data to ground your discussions with HR and the hiring manager, ensuring your expectations align with Cubic's compensation philosophy. For additional insights, interview templates, and community reviews from candidates who have navigated this exact process, explore the comprehensive resources available on Dataford.