Strategic Account Executive

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

📋 Description

• Take ownership and implement Shift5's growth strategy for the Air Force across designated accounts, major commands (MAJCOMs), Program Executive Offices (PEOs), Program Offices (SPOs), and operational units.

• Cultivate trusted relationships with senior leaders in the Air Force, acquisition officials, program managers, operational users, and industry partners.

• Identify, qualify, and enhance strategic opportunities that align with Shift5's growth goals.

• Create and execute account plans that synchronize customer priorities with Shift5's product roadmap and strategic goals.

• Lead the strategy for opportunities from initial development through capture, proposal, negotiation, and award phases.

• Collaborate closely with Product, Engineering, Mission Delivery, Government Affairs, Marketing, and Capture teams to formulate successful customer strategies.

• Design customer engagement plans, executive briefings, capability demonstrations, and mission-centered presentations.

• Maintain a precise opportunity pipeline and forecast while providing regular updates to Growth leadership.

• Assist in proposal development by contributing win themes, customer insights, competitive intelligence, pricing strategies, and technical differentiators.

• Track Air Force budgets, acquisition strategies, modernization projects, and emerging mission priorities.

• Represent Shift5 at industry events, customer interactions, conferences, and trade shows.

• Act as the Voice of the Customer by delivering ongoing market feedback that shapes product strategy and future capabilities.

• Build strategic alliances with prime contractors, system integrators, OEMs, and ecosystem partners that support the Air Force.

⛳️ Requirements

• Over 7 years of experience in defense sales, business development, account management, or capture management within the U.S. Air Force.

• Proven track record of managing complex enterprise or federal sales opportunities with extended sales cycles.

• In-depth knowledge of Air Force structures, acquisition processes, budgeting, and modernization focuses.

• Experience in selling software, cybersecurity, SaaS, data analytics, AI, or mission systems to the Department of Defense.

• Exceptional executive communication, presentation, and relationship-building abilities.

• Experience in leading opportunity shaping, capture strategy, and proposal assistance.

• Demonstrated capability 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.

🏝️ Benefits

• Bonus program and equity in a rapidly growing startup.

• Competitive medical, dental, and vision coverage for employees and their families.

• Health Savings Account with annual employer contributions.

• Employer-sponsored Life and Disability Insurance.

• Unrestricted paid time off policy.

• Flexible work arrangements and remote work options.

• Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA).