Head of Sales – USAF, Commercial

🔥 3 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 15%

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UFORCE

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🎖️ Defense

🔧 Hardware

🚀 Aerospace

🔥 Funding within the last year

💰 $50M Seed Round on 2026-03

Defense • Hardware • Aerospace

UFORCE is a developer and supplier of combat‑proven unmanned systems and integrated command-and-control/autonomy solutions for air, land, and sea operations. Their platforms are presented as battle-tested in Ukraine with thousands of combat missions and validated operational performance; the company emphasizes rapid iteration, sovereign production, and lower-cost deterrence compared with traditional military platforms. Offerings referenced include unmanned air (UAV), land, and sea platforms, C2/autonomy, intercept capabilities, and remote weapon station (RWS) integrations.

📋 Description

• Build two distinct markets for UFORCE systems: the U.S. Air Force and commercial critical maritime infrastructure • Turn Air Force mission priorities into funded opportunities, contract awards, and sustained operational use • Build relationships with operators, requirements owners, acquisition leaders, partners, and maritime infrastructure buyers • Identify maritime use cases including coastal installation defense, island logistics, maritime domain awareness, and surface targets for training • Develop commercial go-to-market for offshore energy, offshore wind, subsea cables and pipelines, and ports and terminals • Identify buyers, establish business cases, shape offers, and secure first reference customers • Drive $20M+ in USAF and Commercial revenue in the first 18 months • Establish market-specific pipeline stages, evidence requirements, forecasts within ±15% accuracy, and pursue 30%+ win rates on competed bids • Make quarterly investment decisions across the two markets • Develop Air Force relationships across operators, mission planners, major commands, SAF/AQ, AFLCMC, AFRL, AFWERX, primes, and subcontractors • Establish at least three Air Force use cases with sponsors, mission problems, funding owners, acquisition paths, and demonstrations • Support at least three requirements through the POM and budget pathway and move at least two opportunities to obligated funds • Position UFORCE on at least three acquisition vehicles or channels, including SBIR/STTR, STRATFI/TACFI, OTAs, IDIQ task orders, direct awards, and prime subcontracts • Lead capture and proposal strategies, win themes, competitor assessments, teaming plans, price-to-win inputs, and compliant proposals • Secure at least two commercial reference customers with signed contracts and quantified value • Map buying centers and procurement cycles and develop ROI-based business cases, pricing, and service options • Coordinate export, end-user, configuration, service, and contractual boundaries with Legal, Contracts, Product, and Delivery • Track post-award use, readiness effects, commercial operating value, delivery risks, adoption, and follow-on business • Coordinate shared accounts and joint pursuits with other sales leaders and the Head of DHS & Federal Sales

🎯 Requirements

• Demonstrated success winning meaningful revenue through complex sales and business development, with clear evidence of personal contribution from opportunity shaping through award • Recent, relevant Air Force customer experience and ability to build trusted relationships with operators, requirements owners, major command staff, acquisition decision-makers, and industry partners • Commercial sales credibility in critical maritime infrastructure, including offshore energy, wind, subsea infrastructure, or port operations and customer buying processes • Ability to build ROI-based commercial business cases covering downtime avoided, operating costs, insurance and regulatory exposure, and total cost of ownership • Experience creating demand where no written requirement exists • Strong understanding of defense funding through POM, budgeting, appropriations, obligation, execution, and prototype-to-transition funding • Fluency in federal acquisition pathways, including FAR-based procurement, SBIR/STTR, STRATFI/TACFI, OTAs, CSOs, BAAs, and IDIQ task orders • Disciplined capture and proposal leadership, including qualification gates, win themes, competitor analysis, price-to-win, requirements traceability, and cross-functional execution • Strong pipeline management and forecasting skills across government and commercial sales cycles • Sound judgment on ethics, organizational conflicts of interest, export controls, end-user restrictions, and Legal/Contracts involvement • Ability to balance market opportunities against product and delivery capacity and remain engaged through customer adoption and measurable outcomes • Nice to have: experience selling maritime, unmanned surface, or related defense and dual-use systems • Nice to have: established relationships across SAF/AQ, AFLCMC, AFRL, AFWERX, PACAF, ACC, AFSOC, AMC, or Global Strike • Nice to have: experience transitioning Air Force innovation funding into sustained program or operational funding • Nice to have: experience opening a commercial market and developing reference customers • Nice to have: experience structuring capital purchase, lease, or managed-service offers • Nice to have: experience managing government and commercial sales portfolios while protecting a shared product roadmap • Nice to have: track record translating post-award adoption and customer results into repeat business

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