[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.ResponsibilitiesLead all sales activities across the defense and national security segment, balancing new business development with expansion of existing defense accounts and platform integrationsBuild 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 platformsDevelop 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 recordEngage program offices, contracting officers, requirements owners, and operational end users, building multi-stakeholder support across long procurement cyclesIdentify and manage teaming arrangements, integrator partnerships, and distribution relationships that accelerate FORT's reach into defense programsIdentify, qualify, and close new business across primes, integrators, and government customers; maintain a multi-year pipeline that reflects defense budget and acquisition cyclesPartner with marketing and product to tailor defense-specific messaging, use cases, and demonstrations for human-machine teaming and uncrewed systems safetyProvide monthly updates on pipeline, capture progress, performance metrics, and strategic developments across the defense portfolioRepresent FORT Robotics at key defense and uncrewed systems events (e.g., AUSA, Modern Day Marine, XPONENTIAL, SOF Week) and relevant industry working groupsApproximately 30–40% travel to customer sites, program offices, demonstrations, and industry events, with periodic trips to FORT's Philadelphia HQ for team alignment and trainingSkills5+ years of experience in business development, capture, or enterprise sales within defense technology, uncrewed/autonomous systems, C2/communications, or safety-critical technology sectorsProven success selling integrated hardware/software solutions into defense primes, OEMs, and/or DoD customers, including design-in or platform-integration winsWorking knowledge of defense acquisition pathways and contracting vehicles (FAR/DFARS environments, OTAs, SBIR/STTR transition, IDIQs) and how to align commercial technology with program needsDemonstrated 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 mapsConsistent record of exceeding quota or capture targets in complex, technical sales environmentsStrong ability to communicate complex technical value propositions — functional safety, secure communications, command and control — to both senior leaders and technical evaluatorsProficiency with CRM systems, Excel, and sales analytics toolsEntrepreneurial, self-directed, and comfortable operating independently while collaborating with cross-functional leadershipMust be a U.S. citizen and able to obtain and maintain a U.S. Government security clearance at the Secret levelEstablished relationships within the defense and uncrewed systems ecosystem strongly preferredAbility to obtain a U.S. security clearance preferredCompany OverviewFORT Robotics is a safety and security platform designed to secure autonomous machines from cybersecurity attacks. It was founded in 2018, and is headquartered in Philadelphia, Pennsylvania, USA, with a workforce of 51-200 employees. Its website is https://www.fortrobotics.com/.