Executive Director Commercial IFC Sales

ThinKom Solutions, Inc.; Hawthorne (CA); On-site; USD 170,000 - 250,000; Full time

Benefits offered by this job

Medical, Dental, Vision

Disability Insurance

401k Matching

Stock Options & Bonus Plan

Job summary

ThinKom Solutions, Inc. seeks an Executive Director to lead sales strategies and execution in Gateway and Defense Satcom markets. You will drive revenue growth, expand markets, and manage key accounts across DoD and commercial operators.

You will lead end-to-end sales cycles, identify opportunities, and cultivate executive relationships with major partners while collaborating with engineering and product teams to deliver winning proposals.

Qualifications

• Minimum 5 years in sales and/or business development within US Military markets, satellite communications (Satcom), or aerospace/defense.
• Proven track record of establishing and maintaining relationships with defense and commercial satellite executives.
• Must be eligible to obtain and maintain a US DoD Security Clearance; US Citizenship or green card required.
• Proven in pipeline management, strategic prospecting, needs analysis, and closing high-value sales cycles.
• Outstanding written, verbal, and presentation skills for C-suite executives, military leadership, and cross-functional teams.
• Proficient with Microsoft Word, Excel, and PowerPoint.

Responsibilities

• Lead GDS Sales Strategy: develop and execute sales/marketing objectives for GDS markets with senior leadership.
• Pipeline & Opportunity Management: identify and secure opportunities with airlines, satellite operators, IFC providers, US DoD offices, and primes.
• Deal Strategy & Negotiation: analyze market dynamics, inform negotiating strategy, manage risk, and close deals.
• Strategic Partnerships: identify partners for GDS product lines and opportunities.
• Market Trend Analysis: monitor industry trends, policy shifts, and defense program requirements.
• Competitive Assessment: provide regular competitive insights for product marketing and strategy.
• Collaborative Insight Sharing: disseminate market intelligence across ThinKom teams.

Skills

Sales & BD experience

Customer network

US DoD clearance

Sales pipeline management

Communication & presentation

MS Office (Word/Excel/PowerPoint)

Engineering background (nice-to-have)

Top Secret clearance (nice-to-have)

Tools

MS Office Suite

Job description

Build the Future of High-Performance Connectivity

At ThinKom, we don’t just build antennas - we design high-performance, next-generation mechanical systems that connect the world across air, land, sea, and space. From Inflight Connectivity (IFC) to High-Power Microwave (HPM) systems to Defense SATCOM, our technology operate in some of the world’s most demanding environments.

Position Summary

ThinKom is seeking a high-energy, strategically minded Executive Director to lead sales strategies and execution within our Gateway and Defense Satcom (GDS) markets. Operating as a senior individual contributor, you will drive ThinKom’s revenue growth, market expansion, and key account management across commercial InFlight Connectivity (IFC), satellite operators, US Department of Defense (DoD) offices, and prime contractors.

In this pivotal role, you will lead end-to-end sales cycles, identify key business development opportunities, evaluate market and policy trends, and cultivate long-term executive relationships with major commercial and defense partners.

What You'll Do

Strategic Business Development & Sales Execution

• Lead GDS Sales Strategy: Develop and execute comprehensive sales and marketing objectives for GDS markets in close collaboration with the Vice President of GDS, Vice President of Defense & Space Sales, and senior executive leadership.
• Pipeline & Opportunity Management: Identify, target, and secure new business opportunities across assigned airlines, satellite operators, IFC service providers, key US DoD offices, and prime contractors.
• Deal Strategy & Negotiation: Analyze market dynamics and project requirements to evaluate opportunity potential. Formulate negotiating strategies, manage risk, align customer/partner needs, and facilitate negotiations to successful deal closure.
• Strategic Partnerships: Identify and recommend strategic partners to collaborate with ThinKom on specific GDS product lines and targeted opportunities.
• Market Trend Analysis: Stay at the forefront of industry developments, publications, and events to identify emerging market trends, policy/funding shifts, and requirement updates across US Government and defense programs.
• Competitive Assessment: Provide regular competitive assessments to inform product development, positioning, and overall company strategic marketing plans.
• Collaborative Insight Sharing: Assimilate market and customer intelligence efficiently and distribute actionable insights across broader internal ThinKom teams.

Account Management & Professional Conduct

• Executive Relationship Management: Build, maintain, and enhance trust-based relationships with executive decision-makers, influencers, and industry partners.
• Cross-Functional Collaboration: Partner effectively with engineering, product management, and cross-disciplinary teams to address customer technical inquiries and deliver winning proposal responses.
• Brand Integrity & Ethics: Represent ThinKom with standard-setting professionalism, responsiveness, and ethical behavior while ensuring the absolute protection of confidential company and customer information.

What You Bring

Must-Haves:

• Experience: Minimum of 5 years in sales and/or business development within US Military markets, satellite communications (Satcom), or equivalent aerospace/defense industry experience.
• Customer Network: Proven track record of establishing and maintaining strong relationships with key decision-makers and influencers across defense and commercial satellite markets.
• Clearance & Eligibility: Must be eligible to obtain and maintain a US DoD Security Clearance. US Citizenship or lawful permanent residence (Green Card holder) is required in support of US Government contracts/subcontracts.
• Sales Execution: Demonstrated proficiency in pipeline management, strategic prospecting, customer need analysis, and closing high-value sales cycles.
• Communication & Presentation: Outstanding written, verbal, and formal presentation skills; capable of articulating technical concepts calmly, diplomatically, and persuasively to C-suite executives, military leadership, and cross-functional teams.
• Technical Proficiency: Proficient with core business and sales tracking software, including Microsoft Word, Excel, and PowerPoint.

Nice-to-Haves (Preferred):

• Technical Background: Educational background or direct hands-on work experience in an Engineering discipline.
• Security Clearance: Active U.S. DoD Top Secret Security Clearance.

Working Conditions & Physical Demands

• Travel & Hours: Requires willingness and ability to travel up to 60% of the time. Subject to irregular and/or extended work hours, as well as shifting priorities in a dynamic, multi-disciplinary work environment.
• Physical Requirements: Frequently sitting, using a computer terminal, and communicating across internal teams and external customers. Occasionally required to stand, walk, stoop, reach, bend, and lift, push, or pull up to 50 lbs.
• Work Environment: Primarily standard office and business environments, with occasional presence in facilities subject to loud noises and regulated hazardous materials or chemicals.

Why Join ThinKom?

At ThinKom, you'll work on innovative technologies that connect people around the world. Our engineers are empowered to solve meaningful technical challenges, collaborate with industry experts, and contribute to products that make a real impact. We value innovation, teamwork, technical excellence, and continuous learning while providing an environment where engineers can grow their careers and influence the future of advanced communications technology.

We foster a collaborative culture that values innovation, technical excellence, continuous learning, and professional growth. If you're looking for an opportunity to solve complex engineering challenges while helping shape the future of advanced antenna and electromagnetic technologies.

Salary Range - $170,000 - $250,000 with Large Bonus Potential and Stock Options

ThinKom offer generous benefits including: Medical, Dental, Vision, Disability, Life, 401k Matching (4%), PTO, paid Holidays and Bonus Plan

ThinKom Solutions is an Equal Employment Opportunity Employer

ThinKom Solutions is a Drug and Alcohol free working environment with a zero-tolerance policy