Senior Federal Account Manager - Department of War

About the role

Drive growth across the U.S. Department of War by connecting MatrixSpace’s advanced radar and sensing technology with mission-critical needs.

Responsibilities

• Own and execute sales and account strategies and a strong qualified pipeline for across targeted U.S. Department of War customers, consistently meeting sales goals.
• Build and maintain trusted relationships with military leaders, program offices, acquisition organizations, technical stakeholders, end users, and key decision-makers while developing a deep understanding of customer missions, priorities, challenges, and funding.
• Identify, qualify, develop, and close new opportunities for MatrixSpace’s radar and sensing solutions, leading the full sales cycle through demonstrations, proposals, defense acquisition, procurement, negotiation, and award.
• Build and manage a strong pipeline of qualified opportunities and consistently deliver against sales goals.
• Lead opportunities throughout the sales lifecycle, from prospecting and customer discovery through demonstrations, proposals, procurement, negotiation, and contract award.
• Develop a deep understanding of customer missions, operational challenges, priorities, and funding environments.
• Navigate defense acquisition, budgeting, procurement, and contracting processes to move opportunities forward.
• Partner with engineering and product teams to translate customer needs into compelling technical solutions and demonstrations, and share market insights that inform product and go-to-market strategy.
• Expand our reach through developing relationships with relevant defense primes, integrators, and industry partners to expand MatrixSpace’s reach, and represent the company at customer meetings, demonstrations, conferences, and industry events.
• Represent MatrixSpace at customer meetings, demonstrations, conferences, trade shows, and industry events.
• Bring customer and market insights back to internal teams to help inform product and go-to-market strategy.

Requirements

• 10+ years of direct sales experience, including extensive experience selling complex technology or, systems, or complex solutions into the U.S. Department of War, with a record of meeting targets, closing complex government opportunities, and growing strategic defense accounts.
• Proven track record of meeting or exceeding sales targets and closing complex government opportunities.
• Deep understanding of the defense market and an established DoW network of relationships across relevant DoW organizations, including experience navigating acquisition, procurement, budgeting, funding, contracting, and complex multi-stakeholder sales cycles.
• Demonstrated success developing new business and growing strategic defense accounts.
• Strong understanding of defense acquisition, procurement, budgeting, funding, and contracting processes.
• Experience navigating complex, multi-stakeholder government sales cycles.
• Ability to understand and connect sophisticated technical products and connect their capabilities to customer to missions and operational needs and communicate their value through strong presentation, relationship-building, and negotiation skills.
• Strong communication, presentation, relationship-building, and negotiation skills.
• Ability to operate independently and take ownership of own a federal sales territory and pipeline, with travel as needed for customer meetings, demonstrations, conferences, and other engagements.

Qualifications

• Required: 10+ years of direct sales experience, including extensive experience selling complex technology or, systems, or complex solutions into the U.S. Department of War, with a record of meeting targets, closing complex government opportunities, and growing strategic defense accounts.
• Proven track record of meeting or exceeding sales targets and closing complex government opportunities.
• Deep understanding of the defense market and an established DoW network of relationships across relevant DoW organizations, including experience navigating acquisition, procurement, budgeting, funding, contracting, and complex multi-stakeholder sales cycles.
• Demonstrated success developing new business and growing strategic defense accounts.
• Strong understanding of defense acquisition, procurement, budgeting, funding, and contracting processes.
• Experience navigating complex, multi-stakeholder government sales cycles.
• Ability to understand and connect sophisticated technical products and connect their capabilities to customer to missions and operational needs and communicate their value through strong presentation, relationship-building, and negotiation skills.
• Strong communication, presentation, relationship-building, and negotiation skills.
• Ability to operate independently and take ownership of own a federal sales territory and pipeline, with travel as needed for customer meetings, demonstrations, conferences, and other engagements.

Skills

• Experience selling and scaling radar, RF, sensing, counter-UAS, ISR, autonomy, AI/ML, edge computing, or related technologies from pilots to larger programs and deployments.
• Existing relationships across multiple military services, defense agencies, program offices, or acquisition organizations, defense primes, federal system integrators, or government contracting partners.
• Experience taking emerging technologies from initial demonstrations or pilots into larger programs and deployments.
• Experience working with defense primes, federal system integrators, or other government contracting partners.
• Familiarity with FAR/DFARS, OTAs, SBIR/STTR, IDIQs, or other relevant acquisition pathways and contract vehicles.
• Active or previously held U.S. government security clearance.
• Experience working in a startup or high-growth technology environment.

Benefits

At MatrixSpace, federal sales is where advanced technology meets real-world mission needs. You’ll help bring next-generation sensing capabilities to defense customers and build the relationships and programs that expand MatrixSpace’s impact across the Department of War.

Pay

TBD

Schedule

Full-Time, Remote