Industry Practice Lead - Aerospace

Job description

The Role Own Luminary's aerospace vertical end-to-end as a consultative, outcome-based sale: client development, engagement scoping, deal closure, account expansion Engage at CEO, CTO, and Chief Engineer level across aerospace primes, commercial aviation companies, space launch and satellite companies, and federal agencies like the FAA and NASA Sell outcomes, not tools: structure and scope $1M-$10M+ Physics AI programs that transform how customers solve mission-critical design, manufacturing, operational, and sustainment problems Develop the engagement thesis for each target account: what problem, what outcome, what value, what proof point, what expansion path Work hand-in-hand with Lead Delivery Engineers to ensure value delivery and translate engagement learnings into repeatable practice IP Build and maintain executive relationships across NASA leadership, FAA, aerospace research labs, and C-suite at primes and aerospace tech Shape Luminary's aerospace market strategy: which programs, which buyers, which procurement vehicles, in what order Inform product roadmap based on client needs, competitive dynamics, and procurement realities Build the aerospace practice: engagement frameworks, case studies, reference architectures, pricing models, team composition templates Reports to Head of Sales. Sits on the leadership team and partners directly with the CEO on aerospace accounts, strategy, and roadmap You 10+ years in aerospace, aviation, or space technology, including experience leading complex technical engagements with C-suite and senior industry stakeholders A consultative seller who leads with business outcomes and the transformation our technology delivers, not product features or tools; a top-tier strategy or management consulting background is a strong plus but not required (MBB not necessary) — this is an engineering-led consultative sale Track record of personally developing and leading $5M+ client relationships with aerospace, aviation, or space industry executives Skilled at structuring ambiguous problems: decomposing a client's operational challenge into a scoped engagement with clear deliverables, timelines, and value metrics Comfortable as the senior person in the room with chief engineers, program executives, and aerospace company CEOs Have built or significantly grown a practice, business line, or sector offering, not just delivered within one Understand aerospace procurement and programs: commercial aircraft and engine programs, FAA/EASA certification, NASA acquisition, SBIR/STTR, IDIQ, FAR Comfortable selling a capability into white space where requirements don't yet exist, not responding to defined RFPs Can operate at both the strategic layer (which programs, which customers, what sequence) and the execution layer (scoping calls, pricing, SOW drafting, delivery oversight) U.S. person status for ITAR/EAR-controlled programs, with ability to obtain a security clearance for classified space programs Nice to Have Existing relationships with NASA centers (JPL, Marshall, Glenn), FAA, commercial aviation OEMs, or space launch and satellite program managers Experience bringing AI/ML, simulation, or digital engineering capabilities into aerospace contexts Prior experience at an aerospace OEM, airline, or space agency in a senior engineering or program leadership role Background in engineering, CFD, computational physics, simulation, or modeling & simulation for aerospace applications Not This Role If You Come from pure enterprise SaaS with no aerospace or aviation context Need a large team, lots of marketing air cover, and inbound pipeline to succeed Default to small pilots to avoid executive-level conversations Treat client development as proposal writing rather than relationship and thesis building Are looking for a role where someone else defines the engagement and you deliver it Can't explain why physics matters to an aerospace engineer or a CEO Sell product features and tools rather than the business outcomes and transformation our technology delivers Comp Base + meaningful equity + deal-based variable Early leadership role in a category-defining Physics AI company Direct access to CEO and Executive Team Luminary helps engineering companies be more competitive by getting to market faster, creating new, better products, and reducing development risk. We do this with our Physics AI platform, the fastest and easiest way to build and deploy models to understand and instantly predict physical reality with precision. Customers span industries from automotive and aerospace, to leading sporting equipment providers, including Otto Aviation, Joby Aviation, Piper Aircraft and Trek Bikes. Luminary is a Series B company and is headquartered in San Mateo, California. Full-time position | Anywhere, USA (Remote) Note: In accordance with export control regulations, this position requires candidates to qualify as a U.S. Person (U.S. citizen, lawful permanent resident, or protected individual as defined under 8 U.S.C. § 1324b(a)(3)). For engagements with cleared customers, an active or obtainable U.S. security clearance is preferred but not required.