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Shift5 is building a data platform for onboard operational technology (OT) that delivers cybersecurity, predictive maintenance, and compliance capabilities to defense and commercial fleets. The company is seeking a Strategic Account Executive to lead business development and revenue growth across the U.S. Air Force.
In this role, you will own Shift5's Air Force growth strategy across assigned accounts, major commands (MAJCOMs), Program Executive Offices (PEOs), and operational units. You'll build trusted relationships with senior Air Force leaders, acquisition officials, program managers, and operational users. Your responsibilities include identifying and qualifying strategic opportunities, developing comprehensive account plans that align customer priorities with Shift5's product roadmap, and leading opportunity strategy from early shaping through capture, proposal, negotiation, and award.
You'll partner closely with Product, Engineering, Mission Delivery, Government Affairs, Marketing, and Capture teams to develop winning customer strategies. This includes developing customer engagement plans, executive briefings, capability demonstrations, and mission-focused presentations. You'll maintain an accurate opportunity pipeline, provide regular forecasts to Growth leadership, and support proposal development with win themes, customer insights, competitive intelligence, and technical differentiators.
Additional responsibilities include monitoring Air Force budgets, acquisition strategies, and modernization initiatives; representing Shift5 at industry events and conferences; serving as the Voice of the Customer to influence product strategy; and developing strategic partnerships with prime contractors, system integrators, and ecosystem partners.
Success in this role means developing trusted relationships across key Air Force organizations within 90 days, building a comprehensive account strategy with measurable pipeline growth, consistently identifying qualified opportunities, increasing pipeline conversion and win rates, becoming a trusted advisor to customers and internal stakeholders, driving sustainable revenue growth, and establishing strategic partnerships for long-term growth.
This is not a transactional sales role. It requires strategic thinking, executive presence, and the ability to build long-term partnerships across government, industry, and internal teams. You'll need deep understanding of Air Force organizations, acquisition processes, budgeting, and modernization priorities.
