UAS Sales Manager

XTEND; Tampa (FL); On-site; USD 90,000 - 130,000; Full time

Job summary

XTEND, based in Tampa, FL, seeks a UAS Sales Manager to lead DoW opportunities across the U.S. DoW market. You will build relationships with military end users and program offices, drive pipeline, and support capture activities from initial contact to contract award.

The role requires significant travel (50-75%), collaboration with cross-functional teams, and a strong background in defense technologies such as UAS and autonomous systems.

Qualifications

• 3–5+ years of experience in DoW sales, business development, capture, or defense-industry roles.
• Understanding of the DoW acquisition process and government contracting environment.
• Experience supporting proposals, RFIs/RFPs, SOWs, and customer requirements development.

Responsibilities

• Identify, qualify, and pursue new UAS and autonomous systems opportunities across the U.S. DoW.
• Develop and maintain relationships with military end users, acquisition organizations, program offices, and other key stakeholders.
• Generate new qualified leads and consistently build sales pipeline.
• Manage assigned accounts and opportunities from engagement through contract award.
• Coordinate demonstrations, briefings, and customer engagements; capture activities and pricing strategy.

Skills

DoW sales experience

Business development

Capture management

Military acquisition

CRM proficiency

Communication skills

Presentation skills

Travel readiness

Security clearance eligibility

Education

Bachelor’s degree preferred

Tools

CRM software

Job description

UAS Sales Manager

• Operations
• Tampa, FL

Description

XTEND is on a mission to increase the combat effectiveness, lethality, and survivability of the warfighter through human-guided autonomous multi-robot systems. Our technology enables operators to employ advanced unmanned systems across complex operational environments while reducing risk to the warfighter.

XTEND is seeking a highly motivated, results-oriented Department of War UAS Sales Manager to support continued growth across the U.S. Department of War (DoW) market.

This position will be based out of XTEND's Tampa, Florida office and will work closely with the U.S. Sales, Business Development, Product, Engineering, Operations, and Customer Success teams. The role will also require significant travel to military installations, customer meetings, demonstrations, exercises, industry events, and other locations throughout the United States.

The ideal candidate will have experience working with DoW customers and a strong understanding of UAS, autonomous systems, robotics, or other defense technologies. This position will be responsible for developing customer relationships, identifying and qualifying opportunities, building pipeline, supporting capture activities, and converting customer requirements into revenue.

Main Responsibilities

• Identify, qualify, and pursue new UAS and autonomous systems opportunities across the U.S. DoW.
• Develop and maintain relationships with military end users, acquisition organizations, program offices, and other key stakeholders.
• Generate new qualified leads and consistently build sales pipeline.
• Manage assigned accounts and opportunities from initial customer engagement through contract award.
• Conduct customer meetings, capability briefings, product demonstrations, and follow-up engagements.
• Understand customer operational requirements and capability gaps and communicate those requirements internally to Product, Engineering, and leadership teams.
• Develop account and opportunity strategies to position XTEND solutions against customer requirements.
• Support capture activities, competitive assessments, pricing strategy, and Price-to-Win analysis.
• Support the development of RFIs, RFPs, RFQs, white papers, proposals, Statements of Work, and other customer submissions.
• Coordinate demonstrations, evaluations, training events, and customer test activities.
• Maintain accurate opportunity, pipeline, customer, and forecasting information within the company CRM.
• Provide regular sales forecasts, opportunity updates, and market intelligence to leadership.
• Monitor competitive technologies, acquisition trends, funding priorities, and emerging UAS requirements across the DoW.
• Work closely with Business Development, Product, Engineering, Operations, and Customer Success teams to support customer requirements and contract execution.
• Maintain a regular presence at the XTEND Tampa, Florida office and support customer visits, demonstrations, and other activities conducted at the Tampa facility.

Requirements

• 3–5+ years of experience in DoW sales, business development, capture, military acquisition, or a related defense-industry role.
• Demonstrated ability to develop customer relationships and manage defense sales opportunities.
• Understanding of the DoW acquisition process and government contracting environment.
• Experience supporting proposals, RFIs/RFPs, Statements of Work, and customer requirements development.
• Familiarity with UAS, robotics, autonomy, C5ISR, tactical communications, or related defense technologies strongly preferred.
• Proven ability to build and manage a qualified sales pipeline.
• Strong written and verbal communication, negotiation, and presentation skills.
• Ability to communicate effectively with military operators, acquisition professionals, program managers, and senior leadership.
• Experience using CRM software and maintaining accurate opportunity and forecasting data.
• Bachelor’s degree preferred; relevant military or defense-industry experience may be considered in lieu of degree requirements.
• U.S. military service strongly preferred.
• Position is based in Tampa, Florida, and requires the ability to work from XTEND's Tampa office.
• Ability to travel up to 50–75% based on customer and program requirements.
• Ability to obtain and maintain a U.S. Government security clearance.

Preferred Qualifications

• Previous experience selling UAS or autonomous systems to the U.S. Government.
• Experience supporting USSOCOM, U.S. Army, USMC, USAF, U.S. Navy, or other DoW organizations.
• Existing relationships within the U.S. defense UAS community.
• Experience supporting product demonstrations, operational evaluations, experimentation, or military exercises.
• Knowledge of Group 1–3 UAS, counter-UAS, FPV/OWA systems, robotics, autonomy, or human-machine teaming.
• Understanding of OTA, IDIQ, CSO, SBIR, BAAs, rapid acquisition pathways, and other DoW contracting mechanisms.