Sr. Account Executive-Defense

<div class="content-intro"><p></p> <p></p> <p>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.</p> <p>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.</p> <p>Additionally, FORT's Safe Remote Control enables operators to manage heavy machinery remotely, reducing the risk of accidents and improving visibility.</p> <p>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.</p> <p></p> <p></p></div><p>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.</p> <p>Must be a U.S. citizen and able to obtain and maintain a U.S. Government security clearance at the Secret level</p> <h2>Key Responsibilities</h2> <ul> <li><strong>Defense Market Ownership:</strong> Lead all sales activities across the defense and national security segment, balancing new business development with expansion of existing defense accounts and platform integrations.</li> <li><strong>Prime &amp; OEM Engagement:</strong> 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.</li> <li><strong>Capture &amp; Program Strategy:</strong> 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.</li> <li><strong>Government Stakeholder Navigation:</strong> Engage program offices, contracting officers, requirements owners, and operational end users, building multi-stakeholder support across long procurement cycles.</li> <li><strong>Channel &amp; Teaming:</strong> Identify and manage teaming arrangements, integrator partnerships, and distribution relationships that accelerate FORT's reach into defense programs.</li> <li><strong>Pipeline Development:</strong> Identify, qualify, and close new business across primes, integrators, and government customers; maintain a multi-year pipeline that reflects defense budget and acquisition cycles.</li> <li><strong>Market Collaboration:</strong> Partner with marketing and product to tailor defense-specific messaging, use cases, and demonstrations for human-machine teaming and uncrewed systems safety.</li> <li><strong>Reporting &amp; Forecasting:</strong> Provide monthly updates on pipeline, capture progress, performance metrics, and strategic developments across the defense portfolio.</li> <li><strong>Industry Representation:</strong> Represent FORT Robotics at key defense and uncrewed systems events (e.g., AUSA, Modern Day Marine, XPONENTIAL, SOF Week) and relevant industry working groups.</li> <li><strong>Travel Requirements:</strong> 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.</li> </ul> <h2>Qualifications</h2> <ul> <li>5+ years of experience in business development, capture, or enterprise sales within defense technology, uncrewed/autonomous systems, C2/communications, or safety-critical technology sectors.</li> <li>Proven success selling integrated hardware/software solutions into defense primes, OEMs, and/or DoD customers, including design-in or platform-integration wins.</li> <li>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.</li> <li>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.</li> <li>Established relationships within the defense and uncrewed systems ecosystem strongly preferred.</li> <li>Consistent record of exceeding quota or capture targets in complex, technical sales environments.</li> <li>Strong ability to communicate complex technical value propositions — functional safety, secure communications, command and control — to both senior leaders and technical evaluators.</li> <li>Proficiency with CRM systems, Excel, and sales analytics tools.</li> <li>Entrepreneurial, self-directed, and comfortable operating independently while collaborating with cross-functional leadership.</li> <li>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.</li> </ul> <p>&nbsp;</p>