Strategic Account Executive

Shift5

Air Force Strategic Account Executive for Shift5 driving business development across the U.S. Air Force, developing strategic relationships and opportunities while understanding mission needs.

Posted 7/30/2026full-timeRemote • Virginia • 🇺🇸 United StatesSeniorLead💰 $175,000 - $190,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in defense sales and business development, particularly within the U.S. Air Force, with a strong focus on strategic opportunity management, relationship building, and proposal development. Proven ability to align customer needs with product strategies and execute growth initiatives effectively.

Highest-signal resume keywords

Defense Sales ExperienceAir Force Acquisition ProcessesStrategic Opportunity ManagementExecutive Communication SkillsProposal Development Support

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentAccount ManagementCapture ManagementSoftware SalesCybersecurity SalesSaaS SalesData Analytics SalesAI SalesMission Systems SalesNegotiation

Soft Skills

Relationship BuildingStrategic ThinkingProblem-Solving

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

U.S. Air ForceMajor CommandsProgram Executive OfficesOperational UnitsOpportunity PipelineMarket FeedbackCustomer Engagement PlansCompetitive IntelligenceModernization InitiativesIndustry Events

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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)