Senior Account Executive – Defense

🕒 3 dias atrás

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FORT Robotics

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2018

💰 $25.000.000 Series B em 2022-07

Robotics • Safety • Technology

A FORT Robotics é uma empresa especializada na criação de plataformas de controle seguras e certificadas para robôs e máquinas em diversos setores. Sua tecnologia se concentra em soluções de segurança sem fio, como o E-Stop sem fio e o Controle Remoto Seguro, para garantir a operação segura de robôs e maquinário pesado a uma distância segura. Os produtos da FORT são utilizados para aumentar a segurança em setores como agricultura, construção, manufatura e transporte, permitindo o desenvolvimento e a integração de sistemas autônomos enquanto maximiza a produtividade e reduz os riscos. Seus serviços e produtos são projetados para fornecer controle confiável em ambientes conectados, tornando a implementação robótica segura, protegida e eficiente.

Descrição

• Lead all sales activities across the defense and national security segment, balancing new business development with expansion of existing defense accounts and platform integrations. • Build and grow relationships with defense primes and uncrewed ground/air/maritime systems OEMs, positioning FORT as the safety and secure-control layer designed into their platforms. • Develop and execute capture plans for defense opportunities — shaping requirements early, aligning with program timelines, and navigating pathways including OTAs, SBIR/STTR transitions, and programs of record. • Engage program offices, contracting officers, requirements owners, and operational end users, building multi-stakeholder support across long procurement cycles. • Identify and manage teaming arrangements, integrator partnerships, and distribution relationships that accelerate FORT's reach into defense programs. • Identify, qualify, and close new business across primes, integrators, and government customers; maintain a multi-year pipeline that reflects defense budget and acquisition cycles. • Partner with marketing and product to tailor defense-specific messaging, use cases, and demonstrations for human-machine teaming and uncrewed systems safety. • Provide monthly updates on pipeline, capture progress, performance metrics, and strategic developments across the defense portfolio. • Represent FORT Robotics at key defense and uncrewed systems events (e.g., AUSA, Modern Day Marine, XPONENTIAL, SOF Week) and relevant industry working groups. • Approximately 30–40% travel to customer sites, program offices, demonstrations, and industry events, with periodic trips to FORT's Philadelphia HQ for team alignment and training.

🎯 Requisitos

• 5+ years of experience in business development, capture, or enterprise sales within defense technology, uncrewed/autonomous systems, C2/communications, or safety-critical technology sectors. • Proven success selling integrated hardware/software solutions into defense primes, OEMs, and/or DoD customers, including design-in or platform-integration wins. • Working knowledge of defense acquisition pathways and contracting vehicles (FAR/DFARS environments, OTAs, SBIR/STTR transition, IDIQs) and how to align commercial technology with program needs. • Demonstrated ability to manage long, multi-stakeholder capture cycles — building champion networks across program offices, engineering teams, and end users, with disciplined use of mutual close plans and power maps. • Established relationships within the defense and uncrewed systems ecosystem strongly preferred. • Consistent record of exceeding quota or capture targets in complex, technical sales environments. • Strong ability to communicate complex technical value propositions — functional safety, secure communications, command and control — to both senior leaders and technical evaluators. • Proficiency with CRM systems, Excel, and sales analytics tools. • Entrepreneurial, self-directed, and comfortable operating independently while collaborating with cross-functional leadership. • Must be a U.S. person (U.S. citizen or lawful permanent resident) due to ITAR/export control requirements; ability to obtain a U.S. security clearance preferred.

🏖️ Benefícios

• Must be a U.S. citizen and able to obtain and maintain a U.S. Government security clearance at the Secret level