Head of Sales – USAF, Commercial

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop two unique markets for UFORCE systems: the U.S. Air Force and commercial critical maritime infrastructure.

• Convert Air Force mission priorities into funded opportunities, contract awards, and sustained operational usage.

• Cultivate relationships with operators, requirements owners, acquisition leaders, partners, and maritime infrastructure purchasers.

• Identify maritime use cases such as coastal installation defense, island logistics, maritime domain awareness, and surface training targets.

• Formulate commercial go-to-market strategies for offshore energy, offshore wind, subsea cables and pipelines, as well as ports and terminals.

• Identify potential buyers, establish business cases, shape offerings, and secure initial reference customers.

• Achieve over $20M in revenue from USAF and commercial sectors within the first 18 months.

• Create market-specific pipeline stages, evidence requirements, and forecasts with ±15% accuracy while aiming for over 30% win rates on competitive bids.

• Make quarterly investment decisions across both markets.

• Develop relationships within the Air Force, engaging operators, mission planners, major commands, SAF/AQ, AFLCMC, AFRL, AFWERX, primes, and subcontractors.

• Establish at least three Air Force use cases that include sponsors, mission challenges, funding owners, acquisition pathways, and demonstrations.

• Support a minimum of three requirements through the POM and budget pathways, moving at least two opportunities toward obligated funds.

• Position UFORCE on no fewer than three acquisition vehicles or channels, including SBIR/STTR, STRATFI/TACFI, OTAs, IDIQ task orders, direct awards, and prime subcontracts.

• Lead capture and proposal tactics, win themes, competitor evaluations, teaming strategies, price-to-win contributions, and compliant proposals.

• Secure at least two commercial reference customers through signed contracts with quantified value.

• Map buying centers and procurement cycles while developing ROI-based business cases, pricing models, and service options.

• Coordinate with Legal, Contracts, Product, and Delivery on export, end-user, configuration, service, and contractual boundaries.

• Monitor post-award usage, readiness impacts, commercial operating value, delivery risks, adoption rates, and follow-on business opportunities.

• Collaborate on shared accounts and joint pursuits with other sales leaders and the Head of DHS & Federal Sales.

⛳️ Requirements

• Proven success in generating significant revenue through complex sales and business development, with clear evidence of personal contribution from opportunity shaping to award.

• Recent and relevant experience with Air Force customers, demonstrating the ability to build trusted relationships with operators, requirements owners, major command staff, acquisition decision-makers, and industry partners.

• Established credibility in commercial sales within critical maritime infrastructure, including offshore energy, wind, subsea infrastructure, or port operations and customer purchasing processes.

• Proficient in creating ROI-based commercial business cases that address downtime avoidance, operating expenses, insurance and regulatory risks, and total cost of ownership.

• Experience in generating demand in the absence of written requirements.

• Strong grasp of defense funding mechanisms, including POM, budgeting, appropriations, obligations, execution, and prototype-to-transition funding.

• Familiarity with federal acquisition processes, including FAR-based procurement, SBIR/STTR, STRATFI/TACFI, OTAs, CSOs, BAAs, and IDIQ task orders.

• Disciplined approach to capture and proposal leadership, encompassing qualification gates, win themes, competitor analysis, price-to-win strategies, requirements traceability, and cross-functional execution.

• Robust pipeline management and forecasting abilities across both government and commercial sales cycles.

• Sound judgment regarding ethics, organizational conflicts of interest, export controls, end-user restrictions, and the involvement of Legal/Contracts.

• Capability to balance market opportunities against product and delivery capacity while remaining engaged through customer adoption and measurable outcomes.

• Nice to have: experience in selling maritime, unmanned surface, or related defense and dual-use systems.

• Nice to have: established relationships across SAF/AQ, AFLCMC, AFRL, AFWERX, PACAF, ACC, AFSOC, AMC, or Global Strike.

• Nice to have: experience in transitioning Air Force innovation funding into sustained program or operational funding.

• Nice to have: experience in opening a commercial market and developing reference customers.

• Nice to have: experience in structuring capital purchase, lease, or managed-service offers.

• Nice to have: experience in managing government and commercial sales portfolios while safeguarding a shared product roadmap.

• Nice to have: a track record of translating post-award adoption and customer results into repeat business.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Retirement savings plan with company match.

• Opportunities for professional development and career advancement.

• Flexible work hours and remote work options.