COCOM Account Executive - Shift5
Shift5 is the observability platform for onboard operational technology (OT). We’re a rapidly growing scale-up that specializes in cybersecurity, predictive maintenance, and compliance for operational technology systems across defense, aerospace, and rail. We are a collaborative, passionate, and driven cadre of dynamic, multidisciplinary experts focused on helping our customer’s fleets run smarter and safer by accessing and democratizing the volumes of onboard OT data generated by transportation and freight fleets, and defense fleets and weapon systems. Come join us.
Our Values:
- Embrace Truth and Integrity: Base decisions on data, foster open dialogue, and uphold unwavering integrity.
- User-Centric Focus: Prioritize user needs to guide our actions and resource allocation.
- Collaborative & Adaptable: Collaborate for excellence, learn from failures, drive iterative improvements, and recognize every decision's significance.
Shift5 is seeking a COCOM Account Executive to join our growing Federal Sales team. In this role, you will report to our VP of Defense Sales and manage the company's AFSOC/SOCOM accounts. Your primary responsibility will be to convert net new business into closed won deals, resulting in new Annual Contract Value (ACV), and renew existing business ACV.
You will be expected to:
- Serve as the primary sales lead for customers within the COCOM Communities.
- Identify, develop, and execute account strategies to secure and expand the existing revenue base, close new business opportunities, and drive client expansion.
- Meet or exceed revenue quota targets.
- Build and maintain relationships with key decision-makers in the assigned territory.
- Contribute to the development of white papers, RFPs, proposals, pitch decks, and other written documentation.
- 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 with 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.
Qualifications:
- 5-7 years of technology or hardware sales experience, specifically selling hardware, data, or security software to the DoD, primarily at the PEO and Program Manager level.
- Understanding of the defense acquisitions lifecycle, including capability gap identification, requirements generation, and funding and contract vehicle identification and development.
- Existing and strong relationships with COCOM PEOs, Program Managers, contracting officers, etc.
- Effective communicator with the ability to explain complicated concepts to a variety of audiences and skill levels.
- Demonstrated experience forecasting sales, managing sales expenses, and successfully closing new business.
- Demonstrated experience building and expanding business opportunities as an individual contributor and as a member of a nimble team.
- Demonstrated success bringing emerging technology to the defense market.
- Strong problem-solving skills, with the ability to analyze complex multivariate problems and use a systematic approach to gain swift resolution.
- Strong understanding of cybersecurity technologies, hardware / software applications, and competitive offerings in the marketplace.
- Outstanding presentation, written, verbal, and closing skills.
- Exceptional time management, organizational, and decision-making skills.
- Ability to easily travel to the Tampa Bay Area. 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.
- US Citizen.
- Active or eligible for TS/SCI security clearance.
Compensation & Benefits:
- Base Salary: $150,000-160,000
- Bonus program and equity in a fast-growing startup
- Employer-paid medical, dental, and vision coverage.
- Health Savings Account with annual employer contributions.
- 401k with employer contributions.
- Life Insurance.
- Uncapped paid time off policy.
- Flexible work & remote work policy.
- Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA).
We are committed to building an inclusive culture of belonging that embraces the diversity of our people and represents the communities in which we work and the customers we serve. We know the happiest and highest performing teams include people with diverse perspectives and ways of solving problems. We strive to attract and retain talent from all backgrounds and create workplaces where everyone feels empowered to bring their full, authentic selves to work.
Shift5 is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, disability, age, marital status, ancestry, protected veteran status, or any other protected group or class.
