Air Force Strategic Account Executive

Shift5 is building the data platform for onboard operational technology (OT). We deliver cybersecurity, predictive maintenance, and compliance capabilities that enable defense and commercial fleets to operate with greater readiness, resilience, and mission assurance.

We are seeking a mission-driven Air Force Strategic Account Executive to lead business development, capture strategy, and revenue growth across the U.S. Air Force. This individual will develop trusted relationships with senior Air Force stakeholders, identify and qualify strategic opportunities, and drive opportunities from early customer engagement through contract award.

This role sits at the intersection of customer engagement, mission understanding, product strategy, and business growth. The ideal candidate understands Air Force acquisition, operational priorities, and modernization efforts, and can effectively align Shift5's capabilities to mission needs.

This is not a transactional sales role. It requires strategic thinking, executive presence, and the ability to build long-term partnerships across government, industry, and internal teams.

• 7+ years of experience in defense sales, business development, account management, or capture management supporting the U.S. Air Force.
• Demonstrated success managing complex enterprise or federal sales opportunities with long sales cycles.
• Deep understanding of Air Force organizations, acquisition processes, budgeting, and modernization priorities.
• Experience selling software, cybersecurity, SaaS, data analytics, AI, or mission systems into the Department of Defense.
• Strong executive communication, presentation, and relationship-building skills.
• Experience leading opportunity shaping, capture strategy, and proposal support.
• Proven ability to work collaboratively across Product, Engineering, Marketing, Contracts, and executive leadership.
• Strong strategic thinking, negotiation, and problem-solving skills.
• Bachelor's degree or equivalent experience.

• Active Top Secret security clearance.
• Experience supporting Air Combat Command (ACC), Air Mobility Command (AMC), Air Force Materiel Command (AFMC), Air Force Sustainment Center (AFSC), or Space Force organizations.
• Existing relationships within Air Force acquisition and operational communities.
• Experience working within a defense technology startup or high-growth software company.
• Familiarity with Salesforce, GovWin, SAM.gov, and federal opportunity tracking tools.
• Military service or direct experience supporting Air Force operations is highly desirable.