[Remote] Air Force Strategic Account Executive

Note: The job is a remote job and is open to candidates in USA. Shift5 is seeking an Air Force Strategic Account Executive to lead business development, capture strategy, and revenue growth across the U.S. Air Force. The role develops senior stakeholder relationships, advances opportunities from early engagement through contract award, and aligns Shift5’s capabilities with Air Force mission needs.

Responsibilities

• Own and execute Shift5's Air Force growth strategy across assigned accounts, major commands (MAJCOMs), Program Executive Offices (PEOs), Program Offices (SPOs), and operational units
• Build trusted relationships with senior Air Force leaders, acquisition officials, program managers, operational users, and industry partners
• Identify, qualify, and mature strategic opportunities aligned with Shift5's growth objectives
• Develop and execute account plans that align customer priorities with Shift5's product roadmap and strategic objectives
• Lead opportunity strategy from early shaping through capture, proposal, negotiation, and award
• Partner closely with Product, Engineering, Mission Delivery, Government Affairs, Marketing, and Capture teams to develop winning customer strategies
• Develop customer engagement plans, executive briefings, capability demonstrations, and mission-focused presentations
• Maintain an accurate opportunity pipeline and forecast while providing regular updates to Growth leadership
• Support proposal development by contributing win themes, customer insights, competitive intelligence, pricing strategy, and technical differentiators
• Monitor Air Force budgets, acquisition strategies, modernization initiatives, and emerging mission priorities
• Represent Shift5 at industry events, customer engagements, conferences, and trade shows
• Serve as the Voice of the Customer by providing continuous market feedback that influences product strategy and future capabilities
• Develop strategic partnerships with prime contractors, system integrators, OEMs, and ecosystem partners supporting the Air Force

Skills

• This position requires U.S. citizenship due to federal contract requirements and access to controlled information
• 7+ years of experience in defense sales, business development, account management, or capture management supporting the U.S. Air Force
• Demonstrated success managing complex enterprise or federal sales opportunities with long sales cycles
• Deep understanding of Air Force organizations, acquisition processes, budgeting, and modernization priorities
• Experience selling software, cybersecurity, SaaS, data analytics, AI, or mission systems into the Department of Defense
• Strong executive communication, presentation, and relationship-building skills
• Experience leading opportunity shaping, capture strategy, and proposal support
• Proven ability to work collaboratively across Product, Engineering, Marketing, Contracts, and executive leadership
• Strong strategic thinking, negotiation, and problem-solving skills
• Bachelor's degree or equivalent experience
• An active security clearance is strongly preferred
• Active Top Secret security clearance
• Experience supporting Air Combat Command (ACC), Air Mobility Command (AMC), Air Force Materiel Command (AFMC), Air Force Sustainment Center (AFSC), or Space Force organizations
• Existing relationships within Air Force acquisition and operational communities
• Experience working within a defense technology startup or high-growth software company
• Familiarity with Salesforce, GovWin, SAM.gov, and federal opportunity tracking tools
• Military service or direct experience supporting Air Force operations is highly desirable

Benefits

• Bonus program and equity in a fast-growing startup
• Competitive medical, dental, and vision coverage for employees and their families
• Health Savings Account with annual employer contributions
• Employer-paid Life and Disability Insurance
• Uncapped paid time off policy
• Flexible work & remote work policy
• Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA)

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