Territory Growth Manager – Integrated Solutions, RF Systems

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

📋 Description

• Take ownership of the commercial strategy and implementation for the designated California territory within the Integrated Solutions SBU, with a focus on RF Systems and active RF capabilities.

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

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

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

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

• Assess opportunities based on customer funding availability, technical compatibility, and likelihood of success.

• Work together with Strategic Business Development and Solution Architects to shape pre-RFP opportunities and transition funded pursuits into execution phases.

• Keep accurate records of opportunity data, forecasts, and pursuit progress in Salesforce.

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

• Conduct account assessments, both virtual and in-person meetings, as well as customer visits.

• Work in coordination with Inside Sales Managers for quoting, order processing, and backlog visibility.

• Collaborate with Growth Operations, Program Management, Finance, Operations, Brand, and Marketing teams.

• Ensure timely bookings and maintain pipeline forecasts; participate in weekly reviews with the Vice President of Sales - Integrated Solutions RF Systems.

• Contribute to Sales Council meetings and comply with Bid/No-Bid and Delegation of Authority procedures.

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

• Provide market intelligence to Strategic Pursuits and the CTO organization.

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

⛳️ Requirements

• 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 industries.

• Demonstrated success in building new customer relationships and meeting revenue objectives.

• Proficient in using CRM systems, particularly Salesforce.

• Knowledge of government contracting, proposal processes, and funding cycles.

• Willingness to travel frequently within the assigned territory (expected travel of over 50%).

• This role may require access to technology, materials, software, or hardware subject to ITAR or EAR U.S. export regulations.

• May be required to obtain U.S. Government export licenses, as mandated by law.

🏝️ Benefits

• Competitive health, wealth, and well-being benefits starting from day one.

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

• 401K match with 100% immediate vesting.

• 9X80 compressed work schedule available for qualifying roles.

• Opportunities for career advancement and growth.

• Tuition Reimbursement and Student Loan Repayment options.

• Generous Paid Time Off (PTO) and 11 paid holidays per year (including both designated and floating holidays).

• 8 weeks of 100% Paid Family Leave.