Strategic Account Executive, Navy

About the role

The Strategic Account Executive, Navy role at Shift5 is focused on driving growth and mission impact across U.S. Navy accounts. This role requires deep mission understanding, executive access, and the ability to navigate complex DoD environments while delivering outcomes.

Responsibilities

• Own and drive end-to-end revenue growth across U.S. Navy accounts in the information warfare domain
• 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

• 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)

Qualifications

• Prior experience supporting naval platforms, maritime systems, or onboard operational technology (OT)
• Background in information warfare, cybersecurity, data platforms, or mission systems
• Experience working across both government and industry (prime, integrator, or startup)
• Demonstrated ability to shape requirements, resourcing, and influence early-stage programs

Skills

• Strategic thinking and problem-solving
• Customer relationship management
• Complex negotiation and deal-making
• Project management and execution
• Acquisition and procurement expertise
• Leadership and team management

Benefits

• Base Salary: $160,000 - 190,000
• 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)