Account Manager, USSOF

Company Overview
Performance Drone Works (PDW) builds technologies for the warfighter, by the warfighter. Born out of the Drone Racing League, our roots are competitive, our mindset is tactical, and our mission is clear: deliver purpose-built unmanned systems to those who serve. We are not here to sell vapor; we build and ship real capabilities for real missions.

Now, we're entering a new phase of growth and are looking for a highly motivated and experienced Sales Account Manager to lead our USASOC and AFSOC efforts, reporting to the Director of Strategic Accounts, Army, Air Force, and USSOF. The successful candidate will have a deep mission orientation and understand capability gaps of our DoD customers as well as emerging threats and geopolitical events shaping them. You will have an ability to think critically and execute within the box as well as have the creativity and technological savvy in hardware and software configuration management to design solutions outside of the box. If you are mission-focused with a passion for furthering national security and enjoy working alongside professionals across multiple disciplines, our Go-to-Market team is interested in talking with you.

As a member of the Go-to-Market team, we are responsible for managing company growth and supporting the evolution of our product development. We achieve these objectives through working closely with our customers-US DoD end users-to understand their requirements and problems, implementing solutions to fit their unique missions. Further, we collaborate with a robust ecosystem of industry and USG partners we can leverage to enhance our products and customer requirements.

We have experienced tremendous growth through hard-won product development and execution that our customers have and will continue to benefit from. You will be expected to not only maintain our strategic relationships across our DoD partners but also extend and develop new key relationships and accounts to drive growth. PDW fosters a culture of collaboration and diversity with tremendous opportunities for professional development and growth.

What You'll Do

• Develop a deep understanding of the capabilities and limitations of PDWs products and services. Continue to learn and do not be satisfied with the status quo. Your ability to apply our current products and services to customer requirements as well as spot and assess gaps to layer in new solutions, either organically or through our partner network will be paramount. You will become an expert that can evaluate and forecast where our opportunities for mission impact are greatest.
• Understand how our customers develop requirements, procure, and maintain their hardware and software solutions. PDW has exceptional flexibility to support a wide variety of contracting and procurement mechanisms across the DoD. You will have sufficient expertise to establish confidence in our customers as they procure our products and services using these different mechanisms. You should be proficient and knowledgeable in how requirements are generated, elicited to industry, and ultimately how the DoD acquisitions process functions.
• Build and establish trust with customers, industry partners, and PDW teammates through effective communication, a winning attitude, and constant follow-through. Active listening, responsiveness and empathy to our customer's needs is critical. The relationships we have established and strengthened with our current customers and DoD partners are the most important asset we have. Your ability to maintain, strengthen, and grow new ones will ensure our ability to scale solutions across the DoD enterprise.
• Serve as primary point of contact for DoD customers and end users
• Manage a portfolio of diverse key accounts, focused on driving demand and repeatable sales across products and services
• Lead sales process organically from exploration through contract negotiation and closing.
• Collaborate closely with PDW colleagues, to include but not limited to marketing, product, engineering, and senior leadership to ensure delivery of tailored solutions.
• Represent PDW across the DoD enterprise at exhibits, conferences, trade shows, and end-user events to showcase PDW's best in class products and services.

Requirements

• 5-9 years of military leadership experience, preferably in combat, special operations, and/or UAS specific leadership roles and preferably connected to U.S. Army, Air Force, or USSOF operations.
• 2-4 years of experience in sales, business development, or related roles preferably in defense, national security, or the aerospace domain.
• Bachelor's degree preferred. Relevant military or technical experience may substitute for formal education. Demonstration of domain expertise and / or curiosity in this field is highly desirable.
• Strong understanding of DoD requirements, procurement, and contracting methodologies.
• Excellent communication and interpersonal skills.
• Proven track record meeting or exceeding sales and growth targets.
• Highly organized with demonstrated project management skills.
• Strong problem solving and negotiation skills.
• SalesForce and Microsoft Office proficiency.
• Ability to obtain Secret/TS Clearance.
• Ability to travel up to 50% of the time, including international travel.

Physical Requirements

The physical demands described here are representative of those that must be met to successfully perform the essential functions of the job. Ability to sit, stand, bend, reach, climb, and move about regularly throughout the day and lift / carry up to 25 pounds. Must have manual dexterity to operate standard office equipment. Must be physically capable of the duties outlined.

Work Environment

This position typically operates in a standard office setting, flight line, and manufacturing environments. This position may have exposure to outdoor weather conditions, noise, and non-climate-controlled environments. May require the use of personal protective equipment (PPE) depending on the environment. This is a fast-paced work environment and requires cross departmental collaboration with independent and team-based responsibilities.

ITAR Requirement

In compliance with International Traffic Arms Regulations (ITAR), candidates must be U.S. Citizens, U.S. Permanent Residents (Green Card holders) or individuals granted asylee/refugee status as defined by 8 U.S.C. 1324b(a)(3).

Compensation and Benefits

Compensation: Base salary, plus commission, for this role is $120k-$300k, based on performance.

PDW values our team, and we offer a compensation package reflective of your experience and capabilities. Benefits include:

• Comprehensive BCBS medical, dental, and vision coverage; 80% sponsored by the company.
• Safe Harbor 401(K) with company match.
• Paid Parental Leave.
• A work environment that encourages teamwork and innovation.
• Competitive salary, generous paid time off (PTO), and flexible leave options.
• On-site fitness center.

EEO Statement

PDW is an equal opportunity employer that upholds all federal and state non-discrimination laws. We ensure a fair and unbiased evaluation for employment for all qualified candidates regardless of race, color, religion, age, sex, sexual orientation, gender identity, national origin, marital status, medical condition, disability, genetic information, veteran status, or any other characteristic protected by law.