Senior Federal Account Manager - Department of War

MatrixSpace • Burlington, MA

2d • Remote

About The Position

MatrixSpace develops AI-enabled radar and sensing systems that help people understand what’s happening in the world around them. By combining advanced radar, edge computing, and AI, we deliver situational awareness in environments where traditional sensing solutions struggle. We’re looking for an experienced and strategic Senior Federal Account Manager to grow MatrixSpace’s presence across the U.S. Department of War (DoW). You’ll build relationships with key defense customers, develop and manage strategic accounts, and drive new opportunities from initial engagement through contract award and expansion. You’ll work closely with leadership, engineering, product, and business development to understand customer missions, identify where MatrixSpace can make an impact, and turn those opportunities into lasting partnerships. If you’re a proven federal seller with deep DoD/DoW experience, strong relationships across the defense community, and a track record of closing complex opportunities, we’d love to talk.

Requirements

• 10+ years of direct sales experience, including extensive experience selling complex technology or, systems, or complex solutions into the U.S. Department of War, with a record of meeting targets, closing complex government opportunities, and growing strategic defense accounts.
• Proven track record of meeting or exceeding sales targets and closing complex government opportunities.
• Deep understanding of the defense market and an established DoW network of relationships across relevant DoW organizations, including experience navigating acquisition, procurement, budgeting, funding, contracting, and complex multi-stakeholder sales cycles.
• Demonstrated success developing new business and growing strategic defense accounts.
• Strong understanding of defense acquisition, procurement, budgeting, funding, and contracting processes.
• Experience navigating complex, multi-stakeholder government sales cycles.
• Ability to understand and connect sophisticated technical products and connect their capabilities to customer to missions and operational needs and communicate their value through strong presentation, relationship-building, and negotiation skills.
• Strong communication, presentation, relationship-building, and negotiation skills.
• Ability to operate independently and take ownership of own a federal sales territory and pipeline, with travel as needed for customer meetings, demonstrations, conferences, and other engagements.
• Ability to travel as needed for customer meetings, demonstrations, conferences, and other engagements.
• Candidates must be legally authorized to work in the United States without employer sponsorship and may be required to obtain and maintain a U.S. government security clearance in the future.

Nice To Haves

• Experience selling and scaling radar, RF, sensing, counter-UAS, ISR, autonomy, AI/ML, edge computing, or related technologies from pilots to larger programs and deployments.
• Existing relationships across multiple military services, defense agencies, program offices, or acquisition organizations, defense primes, federal system integrators, or government contracting partners.
• Experience taking emerging technologies from initial demonstrations or pilots into larger programs and deployments.
• Experience working with defense primes, federal system integrators, or other government contracting partners.
• Familiarity with FAR/DFARS, OTAs, SBIR/STTR, IDIQs, or other relevant acquisition pathways and contract vehicles.
• Active or previously held U.S. government security clearance.
• Experience working in a startup or high-growth technology environment.
• Experience selling into international governments

Responsibilities

• Own and execute sales and account strategies and a strong qualified pipeline for across targeted U.S. Department of War customers, consistently meeting sales goals.
• Build and maintain trusted relationships with military leaders, program offices, acquisition organizations, technical stakeholders, end users, and key decision-makers while developing a deep understanding of customer missions, priorities, challenges, and funding.
• Identify, qualify, develop, and close new opportunities for MatrixSpace’s radar and sensing solutions, leading the full sales cycle through demonstrations, proposals, defense acquisition, procurement, negotiation, and award.
• Build and manage a strong pipeline of qualified opportunities and consistently deliver against sales goals.
• Lead opportunities throughout the sales lifecycle, from prospecting and customer discovery through demonstrations, proposals, procurement, negotiation, and contract award.
• Develop a deep understanding of customer missions, operational challenges, priorities, and funding environments.
• Navigate defense acquisition, budgeting, procurement, and contracting processes to move opportunities forward.
• Partner with engineering and product teams to translate customer needs into compelling technical solutions and demonstrations, and share market insights that inform product and go-to-market strategy.
• Expand our reach through Develop relationships with relevant defense primes, integrators, and industry partners to expand MatrixSpace’s reach, and represent the company at customer meetings, demonstrations, conferences, and industry events.
• Represent MatrixSpace at customer meetings, demonstrations, conferences, trade shows, and industry events.
• Bring customer and market insights back to internal teams to help inform product and go-to-market strategy.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed