Strategic Account Executive

Two Six Technologies; City of Rome (NY); Hybrid; USD 166,000 - 250,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

Retirement Benefits

Paid Leave

Tuition Assistance

Professional Development

Job summary

Two Six Technologies is seeking a Strategic Account Executive to grow our AFRL and Air Force business. You will lead assigned accounts, shape opportunities, and drive revenue growth across a matrixed organization.

This hybrid role requires travel and deep customer intimacy with executive stakeholders to advance multi‑year programs. You will coordinate with Delivery, Product, and Engineering teams to ensure successful program execution, renewals, and new business across defense programs.

Qualifications

• 7+ years of selling technology or enterprise software to Defense, ideally AFRL/Air Force.
• Understanding of AI, Cyber, ISR, Information Operations or Mission Software.
• Ability to shape opportunities pre‑RFP and lead large captures.
• Proven track record managing complex accounts and delivering revenue growth in regulated markets.
• Exceptional capability to lead and align cross‑functional teams.
• Ability to understand customer mission priorities and establish trusted advisor status with executives.
• Excellent communication with strong executive presentation, negotiation, and relationship building.
• Familiarity with FAR, DFARS, SBIR and OTA

Responsibilities

• Strategic Account Leadership: Own assigned accounts, develop multi-year growth strategies and track lifecycle opportunities.
• Customer Engagement & Relationship Management: Build trusted‑advisor relationships across organizations and conduct business reviews.
• Opportunity Shaping: Identify priorities early, influence acquisition strategies, and position for sole‑source or adjacent opportunities.
• Sales Execution & Growth: Follow a repeatable sales process, own bookings/revenue targets, drive cross‑capability selling.
• Capture Leadership: Lead capture planning, win‑strategy development and executive reviews.
• Solution Delivery Support: Coordinate with delivery, product, and engineering for on‑time execution.
• Portfolio Management: Manage a balanced portfolio including software renewals and partnerships.
• Pipeline Development, Forecasting & Reporting: Maintain a qualified pipeline and accurate forecasts.
• Account Strategy & Planning: Develop and update comprehensive account plans quarterly.
• Capability Unit Integration: Align roadmaps with customer feedback with monthly reviews.
• Strategic Partnerships: Build teaming strategies and expand OEM relationships.
• Business Operations: Track KPIs and participate in reviews and risk management.

Skills

Defense sales

Technical knowledge

Pre‑RFP shaping

Account management

Matrixed leadership

Strategic thinking

Executive communication

Acquisition knowledge

Job description

At Two Six Technologies, we build, deploy, and implement innovative products that solve the world’s most complex challenges today. Through unrivaled collaboration and unwavering trust, we push the boundaries of what’s possible to empower our team and support our customers in building a safer global future.

Two Six Technologies is looking for Strategic Account Executive to grow our AFRL and Air Force business.

As a Strategic Account Executive for the Air Force and AFRL you will serve as the primary coordinator (orchestrator) for the assigned portfolio. In this role, you will be primarily accountable for growing revenue by winning new business, expanding existing customer relationships, protecting the installed base, and ensuring successful program execution through close partnership with Capability Units and Delivery teams.

The Strategic Account Executive coordinates the customer relationship and engages in and supports strategy—from executive engagement and opportunity shaping through capture, contract award, delivery transition, and long-term account growth. Success requires disciplined execution of the sales process, strong customer intimacy, strategic thinking, and the ability to lead matrixed teams across Growth, Capability Units, Engineering, Product, Capture, Marketing, and Program Delivery.

This is a hybrid position with travel as needed.

What You Will Do

• Strategic Account Leadership: Serve as the primary owner for assigned accounts, developing multi-year growth strategies, identifying whitespace opportunities across programs, and tracking program lifecycles and technology refresh opportunities.
• Customer Engagement & Relationship Management: Build deep, trusted-advisor relationships across customer organizations (from operational users to flag officers, PEOs, and PMs) and conduct regular joint account business reviews.
• Opportunity Shaping: Engage early in the customer lifecycle to identify emerging priorities, influence acquisition strategies, develop shaping campaigns, and position the company for sole-source or adjacent mission opportunities.
• Sales Execution & Growth: Execute a repeatable sales process to identify, qualify, and close deals, owning annual bookings/revenue targets and driving cross-capability portfolio selling.
• Capture Leadership: Lead capture planning and win‑strategy development for strategic pursuits, including Black Hat sessions, competitive positioning, discriminators, pricing strategies, and executive gate reviews.
• Solution Delivery Support: Advocate for the customer post‑sale by coordinating with delivery, product, and engineering teams to ensure on‑time execution, smooth transitions, high deployment health, and follow‑on growth.
• Portfolio Management: Manage a balanced portfolio encompassing new product and service sales pursuits, software renewals, customer success initiatives, and strategic partnerships.
• Pipeline Development, Forecasting & Reporting: Maintain a qualified pipeline to support bookings targets, deliver accurate weekly forecasts (+/- 5%), advance opportunities through the funnel, and maintain strict CRM hygiene.
• Account Strategy & Planning: Develop, maintain, and quarterly update comprehensive account plans to monitor account health, mitigate risks, and align growth strategies with executive leadership.
• Capability Unit Integration: Maintain high‑touch alignment with assigned Capability Units, conducting joint monthly reviews to sync technical roadmaps with customer feedback and mission requirements.
• Strategic Partnerships: Establish teaming strategies, expand OEM and strategic partner relationships, support prime contractors, and build robust customer ecosystems.
• Business Operations: Manage key performance indicators (KPIs), participate in weekly pipeline and quarterly account reviews, and drive opportunity prioritization and risk management.

What You Will Need

• Industry Sales Experience: 7+ years of selling technology or enterprise software to Defense. Ideally, selling to AFRL and the Air Force.
• Technical Knowledge: Understanding of AI, Cyber, ISR, Information Operations, Autonomous Systems or Mission Software.
• Pre‑RFP: Ability to shape opportunities pre‑RFP and lead large captures.
• Account Management: Proven track record managing complex accounts and delivering revenue growth in regulated markets.
• Matrixed Team Leadership: Exceptional capability to lead and align cross‑functional teams across the organization.
• Strategic Thinking & Customer Intimacy: Ability to understand customer mission priorities, develop actionable account strategies, and establish trusted advisor status with executive decision‑makers.
• Communication: Excellent communication with strong executive presentation, negotiation, and relationship‑building.
• Acquisition process knowledge: Familiarity with FAR, DFARS, SBIR and OTA

Security Clearance

Active Secret level clearance or above needed

Two Six Technologies is committed to providing competitive and comprehensive compensation packages that reflect the value we place on our employees and their contributions. We believe in rewarding skills, experience, and performance. Our offerings include but are not limited to, medical, dental, and vision insurance, life and disability insurance, retirement benefits, paid leave, tuition assistance and professional development.

The projected salary range listed for this position is annualized. This is a general guideline and not a guarantee of salary. Salary is one component of our total compensation package and the specific salary offered is determined by various factors, including, but not limited to education, experience, knowledge, skills, geographic location, as well as contract specific affordability and organizational requirements.

Salary Range

$166,000 - $250,000 USD

Two Six Technologies is an Equal Opportunity Employer and does not discriminate in employment opportunities or practices based on race (including traits historically associated with race, such as hair texture, hair type and protective hair styles (e.g., braids, twists, locs and twists)), color, religion, national origin, sex (including pregnancy, childbirth or related medical conditions and lactation), sexual orientation, gender identity or expression, age (40 and over), marital status, disability, genetic information, and protected veteran status or any other characteristic protected by applicable federal, state, or local law. For more information review the Two Six Technologies Equal Employment Opportunity and Affiliation Policy and the EEO Poster.

If you are an individual with a disability and would like to request reasonable workplace accommodation for any part of our employment process, please send an email to [e-mail]. Information provided will be kept confidential and used only to the extent required to provide needed reasonable accommodations.

Additionally, please be advised that this business uses E-Verify in its hiring practices.