Strategic Account Executive

🕒 July 30

⚔️ Virginia – Remote

⚔️ Virginia – Remote

💵 $175k - $190k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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Shift5

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

🎖️ Defense

📦 Logistics

🏭 Manufacturing

💰 $50M Series B on 2022-02

Defense • Logistics • Manufacturing

Shift5 is a company that provides an observability platform for onboard operational technology (OT), bringing order to the complexity of onboard data in critical defense and transportation assets. Their solutions are designed to enhance the security, availability, safety, resilience, and reliability of fleets through real-time data access and observability. Shift5's services include predictive maintenance, cybersecurity, compliance, and GPS integrity, serving industries such as defense, aviation, and rail. The company aims to unlock the complete ecosystem of onboard data, enabling operations, maintenance, and cybersecurity teams to make rapid and well-informed decisions.

📋 Description

• Own and execute Shift5's Air Force growth strategy across assigned accounts, major commands (MAJCOMs), Program Executive Offices (PEOs), Program Offices (SPOs), and operational units. • Build trusted relationships with senior Air Force leaders, acquisition officials, program managers, operational users, and industry partners. • Identify, qualify, and mature strategic opportunities aligned with Shift5's growth objectives. • Develop and execute account plans that align customer priorities with Shift5's product roadmap and strategic objectives. • Lead opportunity strategy from early shaping through capture, proposal, negotiation, and award. • Partner closely with Product, Engineering, Mission Delivery, Government Affairs, Marketing, and Capture teams to develop winning customer strategies. • Develop customer engagement plans, executive briefings, capability demonstrations, and mission-focused presentations. • Maintain an accurate opportunity pipeline and forecast while providing regular updates to Growth leadership. • Support proposal development by contributing win themes, customer insights, competitive intelligence, pricing strategy, and technical differentiators. • Monitor Air Force budgets, acquisition strategies, modernization initiatives, and emerging mission priorities. • Represent Shift5 at industry events, customer engagements, conferences, and trade shows. • Serve as the Voice of the Customer by providing continuous market feedback that influences product strategy and future capabilities. • Develop strategic partnerships with prime contractors, system integrators, OEMs, and ecosystem partners supporting the Air Force.

🎯 Requirements

• 7+ years of experience in defense sales, business development, account management, or capture management supporting the U.S. Air Force. • Demonstrated success managing complex enterprise or federal sales opportunities with long sales cycles. • Deep understanding of Air Force organizations, acquisition processes, budgeting, and modernization priorities. • Experience selling software, cybersecurity, SaaS, data analytics, AI, or mission systems into the Department of Defense. • Strong executive communication, presentation, and relationship-building skills. • Experience leading opportunity shaping, capture strategy, and proposal support. • Proven ability 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 fast-growing startup • Competitive medical, dental, and vision coverage for employees and their families • Health Savings Account with annual employer contributions • Employer-paid Life and Disability Insurance • Uncapped paid time off policy • Flexible work & remote work policy • Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA)