Account Executive, Army

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 (OT) systems across defense, aerospace, and rail. We are a collaborative, passionate, and driven cadre of dynamic, multidisciplinary experts and we’re 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, defense fleets and other critical infrastructure. 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, learning from failures and driving iterative improvements, recognizing every decision's significance.

Shift5 is looking for a highly motivated, low ego Army Account Executive to join our team.

In this role, your primary focus will be introducing Shift5’s product capabilities and value to potential clients within the US Army. 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. This role reports directly to our Vice President of Federal and will work across our sales and product team to meet (or exceed) sales goals and client requirements.

We’re seeking a candidate with executive-level contacts within the U.S. Army's acquisition community (land and air programs) who can develop engagement strategies and drive opportunities. This individual thrives in ambiguity, viewing incomplete information as opportunity. They are self-motivated, impact-driven, customer-focused, technologically savvy, and adept at building internal and external relationships to aggressively pursue market share.

Responsibilities:

• Lead U.S. Army sales, developing and executing account strategies to close new business and expand existing accounts.
• Achieve/exceed revenue targets.
• Cultivate relationships with key decision-makers within the U.S. Army.
• Collaborate cross-functionally (Field Engineering, Product, Marketing, Operations) to drive engagement at all levels.
• Partner with system integrators and other partners to leverage their relationships.
• Capture, maintain, and share accurate prospect information.

Qualifications:

• 5-7 years of technology sales experience, specifically software/infrastructure security sales to enterprises.
• Proven track record of sales forecasting, expense management, and closing new business.
• Experience building and expanding business as an individual contributor and team member.
• Expertise in target account, solution, and/or consultative selling.
• Familiarity with U.S. Army weapons systems, deployment, and procurement.
• Strong problem-solving and analytical skills.
• Solid understanding of cybersecurity technologies and competitive landscape.
• Excellent communication and presentation skills (written, verbal, and closing).
• Strong time management, organizational, and decision-making skills.
• Ability to work remotely and travel up to 50%.
• Drive to succeed and contribute to a fast-paced company's growth.

Compensation & Benefits:

• Base Salary: $150,000-160,000
• 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)

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 identify, national origin, disability, age, marital status, ancestry, projected veteran status, or any other protected group or class.