Strategic Account Executive, Navy

Strategic Account Executive, Navy

About Shift5

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-aligned Strategic Account Executive, Navy to drive growth and mission impact across the U.S. Navy accounts. This role sits at the intersection of sales, mission delivery, and product and will play a critical role in supporting Shift5’s next phase of growth within maritime and naval operations. This is not a transactional sales role. It requires deep mission understanding, executive access, ownership, and the ability to navigate complex DoD environments while driving outcomes.

Note: This position requires U.S. citizenship due to federal contract requirements and access to controlled information.

What You’ll Do

Own and drive end-to-end revenue growth across U.S. Navy accounts in the information warfare domain (e.g., N2N6, NAVWAR, Fleet Cyber Command, DON CIO, DON PCA, etc).

Develop and execute account strategies aligned to Navy priorities, including modernization, readiness, cybersecurity, and data integration

Build and maintain senior-level relationships (O-6/O-7, SES, program leadership) across acquisition and operational commands

Identify, shape, and close new business opportunities, including large, multi-year programs and contracts

Partner cross-functionally with Mission Delivery, Product, and Engineering to align solutions with mission needs and ensure successful execution

Own the full sales cycle, from prospecting and pipeline generation through close

Travel up to 40% as needed to support customer engagement and mission execution

Lead and coordinate capture efforts, including RFP shaping, proposal strategy, and stakeholder alignment

Act as the voice of the customer, informing product direction and go-to-market strategy

Navigate complex procurement pathways including OTA, FAR-based contracts, IDIQs, and subcontracting vehicles

Maintain accurate pipeline visibility and forecasting aligned to company revenue goals

What You’ll Bring

8+ years of experience in defense sales, account management, or program leadership within the Navy ecosystem

Proven track record of closing and scaling complex government deals

Deep understanding of U.S. Navy organizational structure, operating concepts, requirements development, acquisition processes, and key stakeholders

Experience engaging with senior military and civilian leadership (O-6/O-7/SES)

Strong knowledge of defense contracting vehicles and procurement pathways

Ability to operate in high-ambiguity, fast-paced environments while maintaining a high bar for execution

Exceptional communication, influence, and stakeholder management skills

Active security clearance preferred (or ability to obtain)

What Sets You Apart

Prior experience supporting naval platforms, maritime systems, or onboard operational technology (OT)

Background in information warfare, cybersecurity, data platforms, or mission systems

Experience working across both government and industry (prime, integrator, or startup)

Demonstrated ability to shape requirements, resourcing, and influence early-stage programs

Success in This Role Looks Like

30 days: Built a clear understanding of Shift5’s platform, Navy accounts, and active opportunities; established initial stakeholder map

60 days: Developed and aligned on a Navy account strategy; engaged key decision-makers and influencers

90 days: Advanced multiple pipeline opportunities and contributed to at least one high-probability deal or capture effort

Compensation & Benefits

Base Salary: $160,000 - 190,000

Bonus program and equity in a fast-growing startup

Competitive salary and stock options in a fast-growing startup

Employer-paid medical, dental and vision coverage

Health Savings Account with annual employer contributions

Life Insurance

Uncapped paid time off policy

Flexible work & remote work policy

Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA)

Equal Opportunity Employer

Shift5 is committed to equal employment opportunity and affirmative action. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other protected characteristics. Shift5 is an Equal Opportunity Employer.
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