Senior Account Executive – Defense

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FORT Robotics

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2018

💰 $25M Series B on 2022-07

Robotics • Safety • Technology

FORT Robotics is a company specializing in creating secure and safety-rated control platforms for robots and machines across various industries. Their technology focuses on wireless safety solutions, such as Wireless E-Stop and Safe Remote Control, to ensure secure operation of robots and heavy machinery from a safe distance. FORT's products are utilized to enhance safety in sectors like agriculture, construction, manufacturing, and transportation, enabling the development and integration of autonomous systems while maximizing productivity and reducing risks. Their services and products are designed to provide trusted control across networked environments, making robotic deployment safe, secure, and efficient.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

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