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