Head of Sales, USAF & Commercial

UFORCE

About The Position

UFORCE is hiring a Head of Sales to build two distinct markets for its systems: the U.S. Air Force and commercial critical maritime infrastructure. The role will turn Air Force mission priorities into funded opportunities, contract awards, and sustained operational use by developing trusted relationships with operators, requirements owners, acquisition leaders, and partners, while identifying new maritime use cases. In parallel, the role will build UFORCE’s commercial go-to-market for offshore energy, offshore wind, subsea cables and pipelines, and ports and terminals. The position will identify buyers, establish business cases, shape commercial offers, and secure initial reference customers. It requires disciplined management of distinct buying cycles and contracting models, thoughtful allocation of effort, and growth of commercial revenue without fragmenting the defense product roadmap. Success includes customer adoption and measurable operational and business value, as well as contract wins.

Requirements

Demonstrated success winning meaningful revenue through complex sales and business development, with clear evidence of personal contribution from opportunity shaping through award.
Recent, relevant Air Force customer experience and the ability to build trusted relationships with operators, requirements owners, major command staff, acquisition decision-makers, and industry partners.
Commercial sales credibility in critical maritime infrastructure, including understanding of offshore energy, wind, subsea infrastructure, or port operations and how those customers buy.
Ability to build commercial business cases around return on investment, downtime avoided, operating costs, insurance and regulatory exposure, and total cost of ownership.
Experience creating demand where no written requirement exists by identifying customer problems, developing sponsor support, and building a credible path to purchase.
Strong understanding of defense funding from operational need through POM, budgeting, appropriations, obligation, and execution, including prototype-to-transition funding.
Fluency in federal acquisition pathways, including FAR-based procurement and alternatives such as SBIR/STTR, STRATFI/TACFI, OTAs, CSOs, BAAs, and IDIQ task orders.
Disciplined capture and proposal leadership, including qualification gates, win themes, competitor analysis, price-to-win, requirements traceability, and cross-functional execution.
Strong pipeline management and forecasting skills, with evidence-based qualification, clear next actions, and the ability to manage different government and commercial sales cycles.
Sound judgment on ethics, organizational conflicts of interest, export controls, end-user restrictions, and when to involve Legal and Contracts.
Ability to balance market opportunities against product and delivery capacity, influence cross-functional teams, and remain engaged through customer adoption and measurable outcomes.

Nice To Haves

Experience selling maritime, unmanned surface, or related defense and dual-use systems.
Established relationships across SAF/AQ, AFLCMC, AFRL, AFWERX, PACAF, ACC, AFSOC, AMC, or Global Strike.
Experience transitioning Air Force innovation funding into sustained program or operational funding.
Experience opening a commercial market from a standing start and developing reference customers.
Experience structuring capital purchase, lease, or managed-service offers, including service levels, liability, insurance, and support assumptions.
Experience managing both government and commercial sales portfolios while protecting a shared product roadmap.
A track record of translating post-award adoption and customer results into repeat business, expansion, and reference cases.

Responsibilities

Identify, shape, and capture opportunities toward a target of $20M+ in revenue across USAF and Commercial in the first 18 months, with meaningful contributions from both markets.
Establish separate pipeline stage definitions and evidence requirements for each market, maintain forecasts within ±15% accuracy, and pursue a 30%+ win rate on competed bids.
Review investment and time allocation across the two markets each quarter, making clear decisions about where to invest, hold, or decline.
Build durable Air Force relationships across operators, mission planners, major commands, SAF/AQ, AFLCMC program offices, AFRL, AFWERX, primes, and key subcontractors.
Create and validate at least three Air Force use cases with named operational sponsors, defined mission problems, funding owners, acquisition paths, and capability demonstrations.
Partner with Government Relations to support at least three requirements through the POM and budget pathway, and move at least two opportunities to obligated funds within execution-year timelines.
Position UFORCE on at least three relevant acquisition vehicles or channels, using pathways such as SBIR/STTR, STRATFI/TACFI, OTAs, IDIQ task orders, direct awards, and prime subcontracts as appropriate.
Lead disciplined capture and proposals by building pursuit strategies, customer-backed win themes, competitor assessments, teaming plans, and price-to-win inputs; coordinate compliant proposals with clear ownership, review standards, and executable delivery commitments.
Secure at least two commercial reference customers in critical maritime infrastructure, with signed contracts, quantified customer value, and documented expansion opportunities.
Build the commercial sales model by mapping buying centers and procurement cycles, developing ROI-based business cases, and working cross-functionally to establish pricing and service options such as capital purchase, lease, or monitoring-as-a-service.
Agree export, end-user, configuration, service, and contractual boundaries with Legal, Contracts, Product, and Delivery before making offers, and ensure commercial requests enter the roadmap through an agreed process.
Track post-award use, readiness effects, commercial operating value, and delivery risks to support sustained adoption and follow-on business.
Coordinate shared accounts and joint pursuits with other service sales leaders and the Head of DHS & Federal Sales.