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Sr. Account Executive-Defense

2 weeks, 1 day ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
Apply Now
FORT Robotics

FORT Robotics

Safety & security for smart machines & autonomous systems | FORT FORT Robotics enables OEMs & end users to build and operate smart machines safely and securely, while maximizing productivity and reducing risks. FORT helps machine builders and users red...

Construction & Engineering
51-250
$38M raised
View All Jobs 2

Description

  • Lead sales activities across the defense and national security segment, balancing new business development with expansion of existing defense accounts and platform integrations.
  • Build and grow relationships with defense primes and uncrewed ground, air, and maritime systems OEMs.
  • Develop and execute capture plans for defense opportunities, including early requirements shaping and alignment to program timelines.
  • Engage program offices, contracting officers, requirements owners, and operational end users across long procurement cycles.
  • Identify and manage teaming arrangements, integrator partnerships, and distribution relationships.
  • Identify, qualify, and close new business across primes, integrators, and government customers while maintaining a multi-year pipeline.
  • Partner with marketing and product teams to tailor defense-specific messaging, use cases, and demonstrations.
  • Provide monthly updates on pipeline status, capture progress, performance metrics, and strategic developments.
  • Represent FORT Robotics at defense and uncrewed systems events and industry working groups.
  • Travel approximately 30–40% to customer sites, program offices, demonstrations, events, and periodic HQ meetings.

Requirements

  • 5+ years of experience in business development, capture, or enterprise sales within defense technology, uncrewed/autonomous systems, C2/communications, or safety-critical technology sectors.
  • Proven success selling integrated hardware/software solutions into defense primes, OEMs, and/or DoD customers.
  • Experience with design-in or platform-integration wins.
  • Working knowledge of defense acquisition pathways and contracting vehicles, including FAR/DFARS environments, OTAs, SBIR/STTR transition, and IDIQs.
  • Ability to align commercial technology with program needs.
  • Demonstrated ability to manage long, multi-stakeholder capture cycles using mutual close plans and power maps.
  • Established relationships within the defense and uncrewed systems ecosystem preferred.
  • Consistent record of exceeding quota or capture targets in complex, technical sales environments.
  • Strong ability to communicate complex technical value propositions to senior leaders and technical evaluators.
  • Proficiency with CRM systems, Excel, and sales analytics tools.
  • Entrepreneurial, self-directed, and comfortable operating independently while collaborating with cross-functional leadership.
  • Must be a U.S. person due to ITAR/export control requirements.
  • Must be a U.S. citizen and able to obtain and maintain a U.S. Government security clearance at the Secret level; lawful permanent residents are mentioned for ITAR eligibility, but the role specifically states U.S. citizenship and Secret clearance eligibility.

Interested in this position?

Apply directly on the company website

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