This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Take full ownership of the sales cycle for the Air Force and Space Force, encompassing everything from outbound prospecting to demos, proposals, negotiations, and closing deals.

• Develop strategic account plans and establish a consistent sales approach across AFMC and other key commands and installations.

• Navigate the procurement processes of the Air Force and Space Force, including OT awards, GSA MAS, IDIQs, BPAs, and task orders at the installation level.

• Cultivate direct relationships with AFLCMC, installation leadership, and contracting officers at Air Force and Space Force bases.

• Conduct discovery sessions and in-person product demonstrations specifically designed for Air Force and Space Force workflows, without the need for sales engineering support.

• Collaborate with proposal, capture, and design teams to respond to solicitations and develop pricing strategies.

• Represent the company at industry days and conferences related to the Air Force and Space Force.

⛳️ Requirements

• Extensive experience with the Air Force or Space Force, whether in uniform, as a civilian, or through sales engagements.

• Proven track record of building accounts from the ground up and closing complex, multi-stakeholder deals while meeting quota targets.

• In-depth knowledge of the major programs, procurement vehicles, and buying cycles associated with the Air Force and Space Force.

• Ability to work effectively as an individual contributor, which includes prospecting, managing ambitious targets, and overseeing deals from initial contact to delivery transition.

• Proficiency in independently demonstrating software solutions.

• Familiarity with tools such as Salesforce.

• Must be a U.S. citizen.

• An active U.S. security clearance is preferred, with TS/SCI being a significant advantage.

• Existing connections within AFMC, SSC, or a specific major command would be advantageous.

• Experience with an Air Force or Space Force software factory, quality-of-life programs, base services, or enterprise IT modernization initiatives is a plus.