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Air Force Strategic Account Executive

1 month, 3 weeks ago
United States
Full-time
Senior
Account Executive
Product Management
Cybersecurity Salesforce
Apply Now
Shift5

Shift5

Shift5 provides onboard OT data and cybersecurity solutions for defense and transportation, safeguarding critical assets against threats and ensuring operational readiness.

Airlines
51-250
Founded 2018
$72M raised
View All Jobs 3

Description

  • Own and execute Shift5's Air Force growth strategy across assigned accounts, MAJCOMs, PEOs, SPOs, and operational units.
  • Build trusted relationships with senior Air Force leaders, acquisition officials, program managers, operational users, and industry partners.
  • Identify, qualify, and mature strategic opportunities aligned with company growth objectives.
  • Develop account plans that align customer priorities with Shift5's product roadmap and strategic objectives.
  • Lead opportunities from early shaping through capture, proposal, negotiation, and award.
  • Partner with Product, Engineering, Mission Delivery, Government Affairs, Marketing, Capture, Contracts, and executive leadership on customer strategy.
  • Develop customer engagement plans, executive briefings, capability demonstrations, and mission-focused presentations.
  • Maintain an accurate opportunity pipeline and forecast and provide regular updates to Growth leadership.
  • Support proposal development with win themes, customer insights, competitive intelligence, pricing strategy, and technical differentiators.
  • Monitor Air Force budgets, acquisition strategies, modernization initiatives, and emerging mission priorities.
  • Represent Shift5 at industry events, customer engagements, conferences, and trade shows.
  • Serve as the Voice of the Customer by providing market feedback that informs product strategy and future capabilities.
  • Develop strategic partnerships with prime contractors, system integrators, OEMs, and ecosystem partners supporting the Air Force.

Requirements

  • 7+ years of experience in defense sales, business development, account management, or capture management supporting the U.S. Air Force.
  • Demonstrated success managing complex enterprise or federal sales opportunities with long sales cycles.
  • Deep understanding of Air Force organizations, acquisition processes, budgeting, and modernization priorities.
  • Experience selling software, cybersecurity, SaaS, data analytics, AI, or mission systems into the Department of Defense.
  • Strong executive communication, presentation, and relationship-building skills.
  • Experience leading opportunity shaping, capture strategy, and proposal support.
  • Proven ability to work collaboratively across Product, Engineering, Marketing, Contracts, and executive leadership.
  • Strong strategic thinking, negotiation, and problem-solving skills.
  • Bachelor's degree or equivalent experience.
  • U.S. citizenship is required due to federal contract requirements and access to controlled information.
  • Active security clearance is strongly preferred.
  • Active Top Secret security clearance is preferred.
  • Experience supporting Air Combat Command (ACC), Air Mobility Command (AMC), Air Force Materiel Command (AFMC), Air Force Sustainment Center (AFSC), or Space Force organizations is preferred.
  • Existing relationships within Air Force acquisition and operational communities are preferred.
  • Experience working within a defense technology startup or high-growth software company is preferred.
  • Familiarity with Salesforce, GovWin, SAM.gov, and federal opportunity tracking tools is preferred.
  • Military service or direct experience supporting Air Force operations is highly desirable.

Benefits

  • Base salary of $175,000–$190,000.
  • Bonus program and equity in a fast-growing startup.
  • Competitive medical, dental, and vision coverage for employees and their families.
  • Health Savings Account with annual employer contributions.
  • Employer-paid life and disability insurance.
  • Uncapped paid time off policy.
  • Flexible work and remote work policy.
  • Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA).

Interested in this position?

Apply directly on the company website

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