[Remote] Sr. Account Executive-Defense
Note: The job is a remote job and is open to candidates in USA. FORT Robotics is a company focused on enhancing safety and control in autonomous systems. They are seeking a Sr. Account Executive-Defense to lead sales activities in the defense and national security segment, build relationships with key stakeholders, and develop strategies for capturing defense opportunities.
Responsibilities
- Lead all sales activities across the defense and national security segment, balancing new business development with expansion of existing defense accounts and platform integrations
- Build and grow relationships with defense primes and uncrewed ground/air/maritime systems OEMs, positioning FORT as the safety and secure-control layer designed into their platforms
- Develop and execute capture plans for defense opportunities — shaping requirements early, aligning with program timelines, and navigating pathways including OTAs, SBIR/STTR transitions, and programs of record
- Engage program offices, contracting officers, requirements owners, and operational end users, building multi-stakeholder support across long procurement cycles
- Identify and manage teaming arrangements, integrator partnerships, and distribution relationships that accelerate FORT's reach into defense programs
- Identify, qualify, and close new business across primes, integrators, and government customers; maintain a multi-year pipeline that reflects defense budget and acquisition cycles
- Partner with marketing and product to tailor defense-specific messaging, use cases, and demonstrations for human-machine teaming and uncrewed systems safety
- Provide monthly updates on pipeline, capture progress, performance metrics, and strategic developments across the defense portfolio
- Represent FORT Robotics at key defense and uncrewed systems events (e.g., AUSA, Modern Day Marine, XPONENTIAL, SOF Week) and relevant industry working groups
- Approximately 30–40% travel to customer sites, program offices, demonstrations, and industry events, with periodic trips to FORT's Philadelphia HQ for team alignment and training
Skills
- 5+ years of experience in business development, capture, or enterprise sales within defense technology, uncrewed/autonomous systems, C2/communications, or safety-critical technology sectors
- Proven success selling integrated hardware/software solutions into defense primes, OEMs, and/or DoD customers, including design-in or platform-integration wins
- Working knowledge of defense acquisition pathways and contracting vehicles (FAR/DFARS environments, OTAs, SBIR/STTR transition, IDIQs) and how to align commercial technology with program needs
- Demonstrated ability to manage long, multi-stakeholder capture cycles — building champion networks across program offices, engineering teams, and end users, with disciplined use of mutual close plans and power maps
- Consistent record of exceeding quota or capture targets in complex, technical sales environments
- Strong ability to communicate complex technical value propositions — functional safety, secure communications, command and control — to both senior leaders and technical evaluators
- Proficiency with CRM systems, Excel, and sales analytics tools
- Entrepreneurial, self-directed, and comfortable operating independently while collaborating with cross-functional leadership
- Must be a U.S. citizen and able to obtain and maintain a U.S. Government security clearance at the Secret level
- Established relationships within the defense and uncrewed systems ecosystem strongly preferred
- Ability to obtain a U.S. security clearance preferred
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