Sr. Account Executive-Defense

Job Description

Job Description

In today's dynamic worksites, seamless collaboration between people and machines is essential. FORT's platform ensures safe, secure, and dynamic control that surpasses legacy systems and next-generation AI capabilities.

While autonomous machines offer significant advantages, they also introduce new safety challenges. FORT addresses these concerns by providing solutions such as the Wireless E-Stop, which allows operators to instantly stop any machine from a safe distance, enhancing safety during emergencies.

Additionally, FORT's Safe Remote Control enables operators to manage heavy machinery remotely, reducing the risk of accidents and improving visibility.

By ensuring communications integrity across any network, FORT empowers customers to protect their most valuable assets—people, data, and machines—ensuring they remain safe and secure.

This is an ideal opportunity for an experienced sales professional with a proven track record selling integrated hardware and software solutions into the defense ecosystem — primes, uncrewed/autonomous systems OEMs, system integrators, and DoD end customers — and who understands how defense procurement actually works, from prototype dollars to programs of record.

Must be a U.S. citizen and able to obtain and maintain a U.S. Government security clearance at the Secret level

Key Responsibilities

• Defense Market Ownership: Lead all sales activities across the defense and national security segment, balancing new business development with expansion of existing defense accounts and platform integrations.
• Prime & OEM Engagement: 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.
• Capture & Program Strategy: 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.
• Government Stakeholder Navigation: Engage program offices, contracting officers, requirements owners, and operational end users, building multi-stakeholder support across long procurement cycles.
• Channel & Teaming: Identify and manage teaming arrangements, integrator partnerships, and distribution relationships that accelerate FORT's reach into defense programs.
• Pipeline Development: Identify, qualify, and close new business across primes, integrators, and government customers; maintain a multi-year pipeline that reflects defense budget and acquisition cycles.
• Market Collaboration: Partner with marketing and product to tailor defense-specific messaging, use cases, and demonstrations for human-machine teaming and uncrewed systems safety.
• Reporting & Forecasting: Provide monthly updates on pipeline, capture progress, performance metrics, and strategic developments across the defense portfolio.
• Industry Representation: Represent FORT Robotics at key defense and uncrewed systems events (e.g., AUSA, Modern Day Marine, XPONENTIAL, SOF Week) and relevant industry working groups.
• Travel Requirements: 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.

Qualifications

• 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.
• Established relationships within the defense and uncrewed systems ecosystem strongly preferred.
• 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. person (U.S. citizen or lawful permanent resident) due to ITAR/export control requirements; ability to obtain a U.S. security clearance preferred.