Sales Representative - Towers Installations Maintenance and Services

Active DoD Security Clearance Preferred. US Citizenship Required. NO VISA SUPPORT or C2C. On-site in OKC Required.

About the role

Primary Function Long Wave Inc. is seeking a highly motivated, field-focused Sales Representative to support the TIMS Business Unit. This role is responsible for executing the Annual Operating Plan (AOP) through disciplined pipeline development, customer engagement, and monthly bookings performance. The Sales Representative will operate as the team lead, directly engaging customers, identifying opportunities, and driving deals to closure. This position plays a critical role in expanding Long Wave’s footprint across sought after markets in the DHS, DOE, DOT, FAA, Forest Service, FEMA and more. The position provides day-to-day internal sales capability supporting Government, military, non-military and commercial telecommunications efforts while supporting the business development team in the search and capture of additional sales, sources sought submissions, proposal, gate completion and bid submissions. This position will be relied upon to explore leads, establish relationships, and land sales in the adjacent markets LWI and TIMS are expanding market share in. This position requires a self-starting, motivated team player who will head a business line and work with our business development team, field estimators, project managers and leadership to propose and win!

Responsibilities

• Execute against assigned monthly, quarterly, and annual bookings targets
• Develop, maintain, and mature a qualified pipeline aligned to AOP objectives (3–5x coverage)
• Conduct regular on-site customer engagements, including capability briefings, demonstrations, and mission discussions
• Identify, qualify, and pursue opportunities across assigned and new markets
• Drive opportunity progression from identification through award, including customer follow-up and coordination with internal stakeholders
• Provide accurate forecasting, pipeline reporting, proposal and sales activity tracking
• Collaborate with Business Development, Capture, and technical teams to shape opportunities and position solutions effectively
• Maintain awareness of customer priorities, funding timelines, and acquisition strategies
• Deliver timely market intelligence and competitive insights to support business unit growth strategy and market expansion
• Shape opportunities to ensure the best competitive advantage
• When required, support estimating through site walks, quantity takeoffs, constructability reviews, and subcontractor pricing.
• Manage multiple concurrent pursuits, customers and proposals
• Evaluate efforts and lead gate 2 and go/no-go decision meeting
• Review SOW, Scope, Solicitation, drawings, specifications, schedules, and project documents
• Work with the proposal and business development staff to ensure proposal and pricing compliance

Requirements

• Bachelor’s degree in Business, related discipline or military experience
• Demonstrated success in a quota-carrying sales role
• Experience in capture, sales or proposal requirements
• Working knowledge of USGOV acquisition processes and contracting environments
• Ability to travel to active construction sites throughout the United States and CONUS
• Ability to walk uneven terrain, climb stairs and access construction areas
• Ability to wear required PPE and safely access active construction environments
• Must be eligible to access U.S. Government facilities and military installations
• Ability to obtain and maintain a U.S. Government security clearance
• US Citizenship required
• Travel expected approximately 40–60% depending on project workload; frequent overnight travel to customer locations throughout the United States and OCONUS

Qualifications

• 3-5 years of experience in DoD, defense contracting, or mission systems sales, operation or development
• Experience supporting NC3, HF and VLF communications, mission-critical systems, FAA, DoD, USACE, NAVFAC, USCG, HFGCS, RCAG, airfield communications, or similar federal programs
• Established relationships within U.S. Navy, U.S. Air Force, aviation and/or strategic communications communities
• Experience engaging with program offices, end users, and acquisition stakeholders to identify and shape opportunities
• Associate’s or bachelor’s