Strategic Account Executive

Shift5 • Arlington, VA

9d • $175,000 - $200,000 • Remote

About The Position

Shift5 is redefining the future of onboard operational technology (OT). As a fast-growing scale-up, we specialize in cutting-edge cybersecurity, predictive maintenance, and compliance for OT systems across defense, aerospace, and rail. We are a team of passionate, innovative professionals who thrive in a collaborative environment, driven by a shared mission to revolutionize how fleets operate. By unlocking and democratizing the vast potential of onboard OT data, we help our customers’ fleets run smarter, safer, and more efficiently. Ready to be part of the next frontier in transportation and critical infrastructure? Come join us.
Our Values:
Mission First Mindset: We exist to protect the service members who defend our nation and secure the critical systems that keep our economy moving.
Relentless Innovation: We are motivated by the challenge of solving the toughest problems facing transportation and defense industries.
Data Driven Decisions: We make decisions rooted in data. Giving our team and stakeholders a more informed perspective possible when lives and missions are on the line.
Shift5 is looking for a highly motivated, self-driven, and experienced enterprise sales executive interested in helping our Armed Forces defend national infrastructure, weapons platforms and operational threat (OT) systems from malicious attackers. In this role, your primary focus will be introducing Shift5’s product capabilities and value to potential clients within the U.S. Air Force/Space Force. You’ll match our capabilities and strengths to clients' needs, and help our partners and clients understand our product’s ability to identify, detect and prevent threats from the most advanced attackers in the world. As our Account Executive, Air Force/Space Force, you will report directly to our Vice President of Federal and work across our sales and product team to meet (or exceed) sales goals and client requirements.
We’re looking for someone with executive level contacts in the U.S. Air Force/Space Force weapons systems community (program offices for land and air) who can craft an engagement strategy and drive opportunities within the space. Someone who embraces uncertainty, thrives in the unknown and views incomplete information as an opportunity. You must be self motivated, impact driven, customer focused, technologically savvy, and innovative at building internal relationships and external partnerships to attack the market with passion.
Shift5 is a rapidly growing cybersecurity scale-up. We specialize in cyber security for operational systems, data collection, and a wide variety of OT insights. To put it simply, we defend planes, trains and tanks from cyberattack. We are a collaborative, passionate and driven cadre of cyber security experts. Our engineers are multidisciplinary, and our team is dynamic. We’re a growing company focused on helping our customer’s fleets run smarter and safer by capitalizing on mountains of data resting right about the wheels. Come join us.

Requirements

• 5-7 years of technology sales experience, specifically selling software security and/or infrastructure security products to corporate enterprises
• Demonstrated experience forecasting sales, managing sales expenses and successfully closing new business
• Built and expanded business opportunities as an individual contributor as a member of a team member
• Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques
• Experience with U.S. Air Force weapons systems requirements, deployment, and procurement activities.
• Strong problem-solving skills, ability to analyze complex multivariate problems and use a systematic approach to gain swift resolution.
• Strong understanding of Cybersecurity technologies and competitive offerings in the marketplace.
• An effective communicator with the ability to explain complicated concepts to a variety of audiences and skill levels
• Outstanding presentation, written, verbal and closing skills
• Exceptional time management, organizational and decision-making skills
• Ability to work remotely and able and willing to travel on short notice, up to 50% of the time
• Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company

Responsibilities

• Serve as the primary sales lead for customers within the U.S. Air Force/Space Force
• Identify, develop and execute account strategy to close new business opportunities and expand sales with clients across the U.S. Air Force/Space Force
• Meet (or exceed) revenue quota targets
• Target, build and maintain relationships with key decision makers in the assigned territory
• Engage and collaborate effectively with other areas of the business (Field Engineering, Product Development, Marketing, Operations) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level
• Work cooperatively with system integrators and other key partners to leverage their established account presence and relationships
• Capture, maintain, and disseminate accurate and relevant prospect information to Shift5 colleagues

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)

What This Job Offers

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