Sales Executive - Defense & Government

Shifters; Washington; Hybrid; USD 110,000 - 170,000; Full time

Job summary

Shifters is seeking a driven Sales Executive to bring autonomous robotic systems to defense, government, and public-safety customers. You’ll identify opportunities, build trusted relationships, and advance opportunities from initial engagement through evaluation, proposal, and contract award.

You’ll work with engineering, product, operations, and leadership to connect operational needs with Shifters’ capabilities, translate missions into solutions, and represent the company at conferences and

Qualifications

• Experience in sales, business development, account management, or customer engagement.
• Ability to build relationships and advance long-cycle opportunities.
• Strong communication, presentation, negotiation, and relationship-management skills.
• Ability to understand and communicate technically complex products.
• Highly organized, self-motivated, and comfortable in a fast-paced environment.
• Willingness to travel frequently throughout the United States and internationally.
• Authorization to work in the United States.

Responsibilities

• Identify, qualify, and develop new sales opportunities across defense, government, homeland security, and public-safety markets
• Build and maintain relationships with end users, program offices, acquisition stakeholders, partners, and decision-makers
• Manage opportunities throughout the sales cycle, from initial outreach and discovery through proposal and contract award
• Develop a clear understanding of customer missions, operational challenges, budgets, procurement pathways, and decision processes
• Present Shifters’ platform and capabilities to technical, operational, and executive audiences
• Coordinate customer demonstrations, evaluations, meetings, and follow-up activities
• Work with engineering and product teams to translate customer requirements into relevant technical and operational solutions
• Support proposals, responses to information requests, quotations, and other sales materials
• Maintain accurate opportunity, activity, and forecast information in the company’s CRM
• Represent Shifters at conferences, industry events, exercises, and customer engagements
• Develop and manage relationships with strategic partners, integrators, and relevant industry stakeholders

Skills

Sales

Business development

Account management

Relationship management

Negotiation

Communication

Presentation

Job description

About the Role

We’re looking for a driven, customer-focused Sales Executive to help bring Shifters’ autonomous robotic systems to defense, government, and public-safety customers.

You’ll identify new opportunities, build trusted customer relationships, and advance opportunities from initial engagement through evaluation, proposal, and contract award. You’ll work closely with our engineering, product, operations, and leadership teams to connect real operational needs with Shifters’ capabilities.

This role is ideal for someone who understands mission-driven customers, communicates credibly about complex technology, and takes ownership of moving opportunities forward.

Responsibilities

• Identify, qualify, and develop new sales opportunities across defense, government, homeland security, and public-safety markets
• Build and maintain relationships with end users, program offices, acquisition stakeholders, partners, and decision-makers
• Manage opportunities throughout the sales cycle, from initial outreach and discovery through proposal and contract award
• Develop a clear understanding of customer missions, operational challenges, budgets, procurement pathways, and decision processes
• Present Shifters’ platform and capabilities to technical, operational, and executive audiences
• Coordinate customer demonstrations, evaluations, meetings, and follow-up activities
• Work with engineering and product teams to translate customer requirements into relevant technical and operational solutions
• Support proposals, responses to information requests, quotations, and other sales materials
• Maintain accurate opportunity, activity, and forecast information in the company’s CRM
• Represent Shifters at conferences, industry events, exercises, and customer engagements
• Develop and manage relationships with strategic partners, integrators, and relevant industry stakeholders

Requirements

• Experience in sales, business development, account management, or customer engagement
• Demonstrated ability to build relationships and advance complex, long-cycle opportunities
• Strong communication, presentation, negotiation, and relationship-management skills
• Ability to understand and communicate technically complex products
• Highly organized, self-motivated, and comfortable operating in a fast-paced environment
• Ability to manage multiple opportunities and customer engagements simultaneously
• Willingness and ability to travel frequently throughout the United States and internationally, as required
• Authorization to work in the United States

Good to Have

• Experience selling robotics, autonomy, AI, unmanned systems, aerospace, or defense technologies
• Prior U.S. military service or professional experience working with military customers
• Experience working with the U.S. Department of Defense, federal agencies, public-safety organizations, or government contractors
• Understanding of U.S. government acquisition, contracting, and procurement processes
• Existing relationships within relevant defense or government customer communities
• Experience supporting government proposals, capture activities, or program pursuits
• Current or previously held U.S. security clearance

Why Join

• Represent advanced robotic systems designed for meaningful real-world missions
• Work directly with customers and help shape how the technology is deployed
• Collaborate closely with company leadership and technical teams
• Take ownership of strategic opportunities in a growing defense-technology company