North American Account Executive

Creative Alignments; United States; On-site; USD 170,000 - 230,000; Full time

Benefits offered by this job

OTE of $170 - $230k

Healthcare benefits

401(k)

Unlimited PTO

Eldora ski pass

Job summary

Black Swift Technologies seeks an Account Executive to drive revenue in government, defense, and industrial markets for its autonomous UAS platforms. You will own prospecting, discovery, demonstrations, negotiations, and closing with collaboration across engineering and TAM teams.

A strong candidate will manage complex sales cycles, develop tailored proposals, and navigate procurement processes while traveling 40–50% for field demonstrations and customer meetings.

Qualifications

• 4+ years of quota-carrying B2B/B2G sales experience in aerospace/defense or related tech.
• Ability to manage long, complex 6–12+ month sales cycles with multiple stakeholders.
• Proficiency with CRM platforms for pipeline management and forecasting.
• Collaborates cross-functionally with technical presales, product, and operations teams.
• Willingness to travel up to 40-50% for meetings and demos.

Responsibilities

• Lead end-to-end sales cycle from prospecting to closing to meet revenue targets.
• Penetrate new segments in environmental, defense, public safety, and industrial apps.
• Forecast and manage sales pipeline using CRM tools.
• Develop tailored proposals, SOWs, and pricing with engineering and TAMs.
• Navigate government procurement processes and regulatory environments.
• Lead customer presentations, trade shows, and field demos with ops teams.
• Relay market feedback to product and engineering for GTM strategy.
• Ensure smooth handover of closed deals to TAM and delivery teams.

Skills

Quota-carrying sales

CRM experience

Cross-functional collaboration

Presentation skills

Education

Bachelor’s degree or equivalent

Tools

CRM platforms

Job description

Black Swift's autonomous aircraft operate where the stakes are highest. We're looking for an Account Executive who can translate advanced UAS platforms, avionics, and mission-specific payloads into real business value for government, defense, and industrial leaders.

Black Swift Technologies

Black Swift Technologies builds unmanned aircraft systems for the most demanding flight environments on Earth. Founded in 2011 in Boulder, Colorado, and born out of research flying into tornadic supercell thunderstorms, BST designs its aircraft, avionics, autonomy software, payloads, and ground control systems entirely in house. That level of vertical integration lets a small, senior team field capabilities most organizations only prototype.

At the core of every aircraft is SwiftCore, our flight management system developed from the ground up rather than assembled around an off-the-shelf autopilot. Owning the entire stack is why our systems survive conditions that ground everyone else, and why our engineers can innovate at any layer of the aircraft.

BST is now scaling from a research driven engineering firm into a production supplier of autonomous aircraft for environmental sensing and defense missions, expanding our platform family with the S3, building toward NDAA compliant sourcing and Blue UAS listing, and growing rapidly with the backing of our strategic partner KrateoSky.

What You Will Do

The Account Executive plays a pivotal role in Black Swift’s Go-To-Market (GTM) strategy, responsible for driving revenue growth, acquiring new customers, and expanding our footprint in the advanced unmanned aircraft systems (UAS) market. This role owns the full sales cycle from prospecting and technical discovery through negotiation and closing targeting enterprise, government, and defense sectors. Working closely with engineering, Technical Account Managers (TAMs), and leadership, the AE will orchestrate complex sales processes, deliver high-impact product demonstrations, and ensure a seamless handover to the post-sales and delivery teams.

Responsibilities:

• Lead the end-to-end sales cycle, including prospecting, qualifying, demonstrating, negotiating, and closing new business to consistently meet or exceed revenue targets.
• Identify and penetrate new market segments across environmental, defense (DoD), public safety, and industrial applications requiring robust, high-altitude, or autonomous UAS capabilities.
• Build, manage, and accurately forecast a healthy sales pipeline using CRM tools.
• Partner with engineering and Technical Account Managers to develop tailored proposals, statements of work (SOWs), and pricing strategies that align with customer requirements and internal operational capabilities.
• Navigate complex, multi-stakeholder procurement processes, particularly within government, defense, and highly regulated commercial environments.
• Lead customer presentations, trade show engagements, and coordinate field demonstrations of UAS platforms alongside flight operations teams.
• Gather market intelligence and customer feedback, sharing insights with product and engineering teams to help shape future UAS capabilities and GTM strategies.
• Ensure a seamless transition of closed deals to the TAM and delivery teams to ensure successful implementation and long-term client success.

Who You Are

The ideal candidate combines aggressive pipeline generation skills with the technical aptitude required to sell sophisticated robotics, avionics, and aviation platforms in a high-stakes, operationally complex market. You're a strategic sales professional who can translate Black Swift's proprietary modular products, advanced flight capabilities, and mission-specific payload solutions into compelling business value for clients. You bring relentless drive, high accountability, and the resourcefulness to operate independently in a fast-paced, high-growth environment, along with the presentation and interpersonal skills to command a room of technical stakeholders and executive decision-makers alike.

Qualifications:

• Bachelor’s degree in Business, Marketing, Aerospace, Engineering, or a related field; equivalent professional sales experience may be considered.
• 4+ years of quota-carrying B2B/B2G sales experience in aerospace, UAS, robotics, defense, or a related advanced technology sector.
• Demonstrated history of meeting or exceeding sales quotas in a direct sales role.
• Experience managing long, complex sales cycles (6–12+ months) with multiple technical and executive stakeholders.
• Proficiency in CRM platforms for pipeline management, forecasting, and reporting.
• Ability to collaborate cross-functionally with technical presales, product, and operations teams to close deals.
• Baseline familiarity with aviation, robotics, or hardware-based sales (UAS, payloads, flight management systems).
• Highly organized with a strict adherence to maintaining clean pipeline data and sales metrics.
• Existing network and established relationships within NOAA, DoD, federal agencies, defense prime contractors, or top-tier commercial aerospace enterprises preferred.
• Understanding of weather sensor technology and FAA Part 107 regulations governing commercial/government UAS operations preferred.
• Willingness to travel extensively (up to 40-50%) for customer meetings, field demonstrations, and industry conferences.

Benefits

• OTE of $170 - $230k
• 100% paid healthcare benefits
• 401(k)
• Flexible / Unlimited PTO
• Free Eldora ski pass, plus flexible mornings on 6"+ powder days