USAF/DoD Sales Executive – Counter-Drone Technology

About the role

This is a chance to sell technology at the center of one of the most active threats facing DoD today: drone incursions. The company is the global leader in cyber-takeover counter-drone technology, and its team includes veterans of elite military tech units. You'd own new business development for the Air Force, Navy, and Marine Corps in the counter-UAS (CUAS) space, at a fast-growing start-up where your pipeline and closed deals directly shape the company's growth in this sector. You're not managing an established book of business, you're building one. This role owns discovery, pursuit, and closure of new sales prospects across the USAF, Navy, and Marine Corps, plus system integrator partners. You'll also upsell new capabilities into the customer base you build, giving you a direct hand in expanding accounts over time, not just opening them.

Responsibilities

• Establish and grow relationships with DoD USAF, Navy, and USMC stakeholders and system integrator partners
• Build, validate, and maintain a pipeline of qualified opportunities
• Drive deals to closure and identify upsell opportunities with existing customers
• Track industry trends, market activity, and competitor positioning within the CUAS space
• Prepare periodic reports and quarterly business reviews for management
• Represent the company at industry conferences and networking events
• Generate new opportunities through cold outreach, existing networks, and social media

Requirements

• 7+ years of experience successfully executing and closing sales campaigns in relevant defense markets
• Established relationships within the USAF (USN/USMC) CUAS ecosystem
• Ability to work independently, prioritize effectively, and adjust quickly in a fast-moving environment

Qualifications

• Bachelor's degree
• Willingness to travel frequently (~50%)
• Based in or willing to work from McLean, VA (no remote, no relocation assistance, no visa sponsorship)

Skills

• Strong interpersonal and communication skills, with the ability to lead sales engagements and meetings
• Ability to track industry trends, market activity, and competitor positioning within the CUAS space
• Ability to prepare periodic reports and quarterly business reviews for management
• Ability to represent the company at industry conferences and networking events
• Ability to generate new opportunities through cold outreach, existing networks, and social media

Benefits

• Top benefits
• Generous 401K match

Pay

$175,000 - $210,000 base salary