Strategic Account Executive

Shift5

Strategic Account Executive driving growth and mission impact across U.S. Navy accounts.

Posted 4/28/2026full-timeRemote • 🇺🇸 United StatesSeniorLead💰 $160,000 - $190,000 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own and drive end-to-end revenue growth across U.S. Navy accounts in the information warfare domain (e.g., N2N6, NAVWAR, Fleet Cyber Command, DON CIO, DON PCA, etc)
Develop and execute account strategies aligned to Navy priorities, including modernization, readiness, cybersecurity, and data integration
Build and maintain senior-level relationships (O-6/O-7, SES, program leadership) across acquisition and operational commands
Identify, shape, and close new business opportunities, including large, multi-year programs and contracts
Partner cross-functionally with Mission Delivery, Product, and Engineering to align solutions with mission needs and ensure successful execution
Own the full sales cycle, from prospecting and pipeline generation through close
Travel up to 40% as needed to support customer engagement and mission execution
Lead and coordinate capture efforts, including RFP shaping, proposal strategy, and stakeholder alignment
Act as the voice of the customer, informing product direction and go-to-market strategy
Navigate complex procurement pathways including OTA, FAR-based contracts, IDIQs, and subcontracting vehicles
Maintain accurate pipeline visibility and forecasting aligned to company revenue goals

Requirements

What you’ll need

8+ years of experience in defense sales, account management, or program leadership within the Navy ecosystem
Proven track record of closing and scaling complex government deals
Deep understanding of U.S. Navy organizational structure, operating concepts, requirements development, acquisition processes, and key stakeholders
Experience engaging with senior military and civilian leadership (O-6/O-7/SES)
Strong knowledge of defense contracting vehicles and procurement pathways
Ability to operate in high-ambiguity, fast-paced environments while maintaining a high bar for execution
Exceptional communication, influence, and stakeholder management skills
Active security clearance preferred (or ability to obtain)

Benefits

Comp & perks

Bonus program and equity in a fast-growing startup
Competitive salary and stock options in a fast-growing startup
Employer-paid medical, dental and vision coverage
Health Savings Account with annual employer contributions
Life Insurance
Uncapped paid time off policy
Flexible work & remote work policy
Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

defense salesaccount managementprogram leadershipgovernment dealsdefense contracting vehiclesprocurement pathwaysRFP shapingproposal strategypipeline generationforecasting

Soft Skills

communicationinfluencestakeholder managementrelationship buildingleadershipstrategic thinkingproblem-solvingadaptabilityexecutioncollaboration

Certifications

active security clearance