Director, Strategic Accounts (RTX / BAE)

FRONTGRADE TECHNOLOGIES

28d

About The Position

For more than six decades, the skilled thinkers, makers, and doers at Frontgrade have embraced our mission to solve complex technology challenges across the U.S. and around the globe.
We’re the leading provider of high reliability and radiation assured solutions for defense, space, intelligence, commercial, and civil applications, and our products are designed to perform in the harshest of environments. From human spaceflight and space exploration to missile defense, electronic warfare, and healthcare tech advancements, our talented team stays in lockstep with our customers to ensure the success of their missions.
Do you want to help shape the future? In an environment where innovation and ideas go hand-in-hand? Then come join the Frontgrade Team!
Why This Role Matters
The Director, Strategic Accounts is the cornerstone of Frontgrade’s customer-facing organization — ensuring that our most critical relationships deliver consistent revenue growth, long-term trust, and alignment with customer missions.
This role represents Frontgrade’s full capabilities to our most important partners and ensures flawless execution across both Strategic Business Units in support of our corporate growth objectives.
Mission
To serve as the executive-level owner of the customer relationship for assigned strategic accounts, accountable for delivering bookings, revenue growth, and strategic alignment across both of Frontgrade’s SBUs.
The Director, Strategic Accounts ensures disciplined account planning, coordinated execution, and proactive engagement that deepens customer trust and expands Frontgrade’s footprint within each strategic prime.
Other benefits include:
Competitive Benefits: Medical (FSA + HSA), Dental, and Vision
Immediate 401K Vesting/Matching
Career Opportunity and Growth
Tuition Reimbursement
Student Loan Repayment
Generous PTO and 11 paid Holidays per year (8 regular and 3 floating)
8 weeks of 100% Paid Family Leave
Profit Sharing Plan applies to all non-Annual Incentive Plan and non-Sales Incentive Plan employees.

Overview

The Director, Strategic Accounts (DSA) is responsible for owning and growing Frontgrade’s business within RTX and BAE Systems. This role serves as the single commercial owner for all customer engagement, revenue growth, and strategic relationship management activities across assigned accounts.
The DSA ensures Frontgrade meets its Annual Operating Plan (AOP) bookings targets for both Strategic Business Units (SBUs) represented within each account, while driving long-term growth, customer satisfaction, and partnership alignment.
This position leads a dedicated account team - including Account Managers (AMs) and an Inside Sales Manager (ISM) - to deliver on near-term objectives and strategic initiatives.

Requirements

• Bachelor’s degree in Business, Engineering, or related field required;
• 10+ years of progressive experience in defense, aerospace, or high-technology sales and business development.
• Proven track record managing multi-million-dollar strategic accounts within the U.S. defense or government ecosystem.
• Experience leading account teams and working collaboratively across business units or product lines.
• Demonstrated success meeting or exceeding bookings and growth targets.
• Ability to travel regularly to customer sites, program offices, and Frontgrade locations as required (approximately 50%).
• This position requires access to technology, materials, software or hardware that is controlled by either ITAR or EAR U.S. export laws.
• As a condition to this job offer, in order to be employed in this position, you must be able to obtain an U.S. Government export license(s), as required by law.

Responsibilities

• Account Leadership & Ownership
• Own the overall commercial relationship and total bookings target for RTX and BAE Systems.
• Serve as the single point of accountability for all customer engagement, strategy, and communications.
• Lead the development and execution of detailed Strategic Account Plans (SAPs) outlining growth strategy, key pursuits, and customer engagement activities.
• Align account strategies and financial objectives to both Frontgrade’s Annual Operating Plan (AOP) and long-term growth goals.
• Represent Frontgrade as the senior commercial contact for negotiations, program escalations, and executive-level interactions.
• Revenue & Financial Performance
• Drive attainment of assigned bookings, revenue, and margin goals for both SBUs within each account.
• Manage and forecast all pipeline opportunities in CRM, ensuring accuracy and visibility to leadership.
• Identify and capture new programs, follow-on opportunities, and cross-technology sales within the account.
• Partner with SBU leadership to align forecasts, resolve issues, and ensure mutual accountability for account performance.
• Report progress, risks, and mitigations during quarterly reviews and AOP performance meetings.
• Team Leadership & Development
• Lead a cross-functional account team consisting of Account Managers (AMs) and Inside Sales Manager (ISM).
• Provide coaching, guidance, and performance feedback to ensure account-level efficiency and responsiveness.
• Delegate transactional activities and follow-on opportunities to the AMs and ISM, maintaining overall accountability for customer satisfaction.
• Foster collaboration and skill development within the account team, promoting best practices in customer engagement and pipeline management.
• Customer Engagement & Relationship Management
• Build and maintain trusted relationships at all levels of the customer organization — from program and procurement through executive leadership.
• Serve as the executive liaison between Frontgrade and the customer, ensuring unified messaging and consistent communication across all engagements.
• Partner with Solution Architects and Strategic Pursuits teams to shape early-stage opportunities and position Frontgrade’s differentiated capabilities.
• Conduct regular customer meetings, business reviews, and executive updates to reinforce partnership value.
• Cross-Functional Collaboration
• Work closely with Operations, Program Management, Finance, Contracts, and the Chief Technology Organization to ensure coordinated delivery, issue resolution, and future opportunity alignment.
• Collaborate with Growth Operations for quoting, forecasting, and CRM process adherence.
• Participate in Bid/No-Bid governance, proposal reviews, and pricing discussions to ensure competitive and compliant submissions.
• Partner with other Director, Strategic Accounts peers to share best practices and align strategies across primes.
• Governance & Reporting
• Maintain accurate forecasts, account plans, and pipeline data within CRM.
• Conduct Quarterly Business Reviews (QBRs) with account teams and internal leadership.
• Track and report account performance metrics, including bookings, forecast accuracy, pipeline health, and customer satisfaction.
• Present strategic account summaries and growth plans to the Senior Director and VP of Sales during executive reviews.

Benefits

• Medical (FSA + HSA), Dental, and Vision
• Immediate 401K Vesting/Matching
• Career Opportunity and Growth
• Tuition Reimbursement
• Student Loan Repayment
• Generous PTO and 11 paid Holidays per year (8 regular and 3 floating)
• 8 weeks of 100% Paid Family Leave
• Profit Sharing Plan applies to all non-Annual Incentive Plan and non-Sales Incentive Plan employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level