Account Executive, Federal UAS Programs

• Own the federal sales cycle — from prospecting and outreach through proposal, negotiation, and close
• Develop new relationships with key federal agencies (e.g., DHS, DoD, DOT, DOJ, FEMA) and related offices or program teams involved in UAS policy, security, and infrastructure
• Engage as a trusted advisor, understanding each agency’s mission, challenges, and procurement process to position Airspace Link as a strategic partner
• Work cross-functionally with internal teams — including the Product Team, Partnerships, Customer Success, and Proposal Management — to craft compelling White Paper and RFI/RFP responses and tailored demonstrations
• Collaborate with strategic partners (e.g., technology providers, federal service contractors, or lobbyist partners) to jointly pursue opportunities and navigate procurement pathways
• Track and manage the sales pipeline using CRM tools (HubSpot) and communicate progress through regular forecasting and reporting
• Contribute to go-to-market strategy for the federal sector by identifying emerging opportunities, programs, and funding streams aligned with Airspace Link’s capabilities
• Lay the foundation for a future federal sales function — helping to define best practices, processes, and partnerships as the business grows

• 7+ years of experience in sales, business development, or program management focused on federal agencies, defense, homeland security, or aviation sectors
• Experience with federal procurement processes (RFI/RFP, Grants, GSA schedules, OTAs, or cooperative agreements) and how software or technology solutions are bought
• Demonstrated ability to build trusted relationships with senior federal officials, program managers, and decision-makers
• Strong understanding of or interest in UAS, aviation, airspace management, or related technologies
• Exceptional communication and consultative selling skills
• A self-starter mindset with ownership mentality
• thrives in a startup environment where flexibility and initiative are essential
• Proven track record of meeting or exceeding sales targets or successfully managing large-scale federal programs
• Experience working with or within federal contractors, integrators, or agencies is highly desirable

• Prior experience in one of the following roles or environments: Federal Account Executive, Program Manager, or Capture Manager at a contractor or SaaS company
• Former federal agency official or program officer with UAS, aviation, or defense technology exposure
• Business Development or Partnerships lead with an understanding of airspace or geospatial data systems
• Existing relationships within DHS, FAA, DoD, or other agencies related to UAS or airspace safety programs
• Experience in an adjacent field such as GIS, mobility, or defense technology

Competitive salary, commission structure, and benefits package, including stock options, health insurance, retirement plans, and paid time off