Territory Growth Manager – Integrated Solutions, RF Systems

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

📋 Description

• Lead the commercial strategy and execution for the California region within the Integrated Solutions SBU, emphasizing RF Systems and active RF capabilities.

• Identify and prioritize both core and emerging customers and programs that align with Frontgrade’s capabilities and Annual Operating Plan (AOP) objectives.

• Perform market analysis to assess competitive dynamics, demand trends, and whitespace opportunities.

• Discover new business opportunities through customer engagement, networking, and industry research.

• Develop and sustain a strong pipeline of qualified opportunities, including forecasted and early-stage pursuits.

• Evaluate opportunities based on customer funding, technical alignment, and probability of success.

• Collaborate with Strategic Business Development and Solution Architects to shape pre-RFP opportunities and transition funded pursuits.

• Maintain precise opportunity data, forecasts, and pursuit progress in Salesforce.

• Manage relationships with emerging accounts and act as the primary commercial contact for pricing, program status, and general inquiries.

• Conduct account reviews, virtual and in-person meetings, and customer visits.

• Coordinate with Inside Sales Managers for quoting, order entry, and backlog visibility.

• Work together with Growth Operations, Program Management, Finance, Operations, Brand, and Marketing.

• Ensure timely bookings and accurate pipeline forecasts.

• Participate in weekly forecast reviews with the Vice President of Sales – Integrated Solutions RF Systems.

• Contribute insights to Sales Council meetings regarding territory performance, risk assessments, and growth strategies.

• Ensure adherence to Bid/No-Bid reviews and Delegation of Authority processes.

• Monitor customer funding priorities, government budgets, and competitive developments.

• Share market intelligence with Strategic Pursuits and the CTO organization.

• Represent Frontgrade at industry events, conferences, and trade shows.

⛳️ Requirements

• A Bachelor’s degree in Engineering, Business, or a related field is required.

• Over 10 years of experience in sales, business development, or account management within the Defense, Aerospace, Space, or high-technology sectors.

• Demonstrated success in developing new customer relationships and meeting revenue targets.

• Experience with CRM systems, particularly Salesforce.

• Familiarity with government contracting, proposal processes, and funding cycles.

• Willingness to travel regularly within the assigned territory (50%+ expected).

• May be required to obtain a U.S. Government export license as mandated by ITAR or EAR laws.

🏝️ Benefits

• Competitive health, wealth, and wellbeing benefits from day one.

• Immediate access to Medical (FSA and HSA), Dental, and Vision coverage.

• 401K Match with 100% immediate vesting.

• 9X80 compressed work schedule for eligible roles.

• Opportunities for career advancement and growth.

• Tuition Reimbursement and Student Loan Repayment programs.

• Generous Paid Time Off (PTO) and 11 paid holidays per year.

• 8 weeks of 100% Paid Family Leave.