Sales Executive - Federal Unmanned Systems

Sales Executive Federal Unmanned Systems

Oxenham Group

Location: Tampa, FL preferred, Austin, TX or Washington DC options with travel required

Employment Type: Full-time

Reports To: CSO/CRO

Security Clearance: Ability to obtain a security clearance is required

Compensation: Salary + Equity + Commission

About the Company

Our Client is a startup building proprietary targeting software for unmanned systems. Manufacturers integrate this software directly onto UAVs, USVs, UUVs, and other unmanned vehicles, where it runs on the vehicle's onboard computer.

This software detects, classifies, and tracks targets from onboard cameras, maintains persistent target identity when video degrades or breaks up, and can execute terminal guidance through to impact. It is built to keep operating in contested environments: when GPS is denied and communications links are jammed.

Our Client has previously held Department of War (DoW) contracts, including work with Air Force Special Operations Command (AFSOC) and U.S. Special Operations Command (SOCOM).

Position Summary

The Sales Executive will identify, develop, and capture new federal business for this company's targeting software across the Department of War, with a primary focus on SOCOM and unmanned systems programs.

We are hiring both emerging and established business capture and development leaders. The ideal candidate combines hands-on knowledge of unmanned software systems with an active network in the SOF community and a proven ability to move opportunities through the full federal sales cycle.

Key Responsibilities

• Own the full federal sales cycle for assigned accounts: opportunity identification, requirements shaping, capture, proposal support, negotiation, and award.

• Build and manage a qualified pipeline of DoW opportunities for unmanned software systems across UAV, USV, and UUV mission areas.

• Leverage an established SOCOM network to gain access to program offices, end users, and decision-makers across the SOF enterprise.

• Engage government stakeholders, operators, and program managers to understand mission needs and position the company's detection, tracking, and terminal guidance capabilities.

• Pursue opportunities through OTAs, SBIR/STTR, Commercial Solutions Openings, BAAs, and subcontracts with primes and unmanned-vehicle OEMs.

• Coordinate capability demonstrations, field tests, and exercise participation with engineering and marketing.

• Develop relationships with OEMs and integrators to embed the company's software on their platforms.

• Support proposal development, white papers, and responses to RFIs, RFPs, and solicitations.

• Maintain accurate pipeline, forecast, and account activity in the company CRM.

• Deliver field intelligence on customer requirements, competitors, and budget priorities to leadership and product teams.

• Represent the company at industry events, conferences, and government engagements.

Required Qualifications

• 5+ years of federal sales, business development, or capture experience within the DoW (emerging leaders with strong SOF networks and unmanned expertise will be considered).

• Prior military service, particularly in Special Operations, or prior government acquisition experience.

• Demonstrated success capturing federal contracts within the DoW, specifically for unmanned or autonomous software systems.

• Working knowledge of unmanned software systems, including autonomy, computer vision, sensor processing, or targeting, and an established network in this space.

• Extensive network across SOCOM and the SOF community, with a demonstrated ability to leverage it for program capture.

• Solid understanding of federal acquisition processes and contracting pathways, including OTAs and SBIR/STTR.

• Strong communication skills with the ability to explain complex technical capabilities to operators, program managers, and contracting officers.

• Active Secret clearance [confirm with hiring manager].

• Ability to travel frequently (approximately [X]%).

Preferred Qualifications

• Experience at a defense technology startup or growth-stage company.

• Existing relationships with unmanned-vehicle manufacturers and defense primes.

• Familiarity with DIU, AFWERX, SOFWERX, and other innovation and rapid acquisition organizations.

• Experience with CRM platforms (e.g., Salesforce, HubSpot) and structured capture methodologies.

• Bachelor's degree or equivalent experience.

What Success Looks Like

• A consistently growing, qualified pipeline across assigned DoW accounts.

• Contract awards, OTA agreements, or teaming agreements closed against annual targets.

• Strong, trusted relationships with SOF end users, program offices, and platform partners.

Export Control & Clearance Requirements

This position involves access to technology and technical data subject to U.S. export control regulations, including the International Traffic in Arms Regulations (ITAR, 22 CFR Parts 120 130). Candidates must be U.S. persons as defined by 22 CFR 120.62. Due to the nature of the work, U.S. citizenship and the ability to obtain and maintain a U.S. government security clearance are required.