Federal Growth Lead, Air Force/Space Force

Sitreps

United States

Remote

Who this role is best for

Federal sales professionals with Air Force/Space Force domain expertise and a track record of building new accounts from scratch will find this growth-focused, high-travel role with a venture-backed software company.

Best fit for

Candidates with prior experience selling into the Air Force or Space Force and a history of closing complex multi-stakeholder deals
— “A record of building accounts from zero and closing complex, multi-stakeholder deals against a quota.”
Individuals who can independently demo software and navigate federal procurement pathways
— “Comfort demoing software on your own, and working fluency with tools like Salesforce.”
Candidates who have worked with or understand Air Force acquisition culture and major programs
— “Fluency with Air Force and Space Force major programs, procurement vehicles and buying cycles.”

Things to consider

High travel commitment, especially for remote candidates, with 50%+ travel time expected
— “About 40% if based in NYC or DC; 50%+ if remote.”
U.S. citizenship is mandatory due to security and eligibility requirements
— “U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts.”

How to stand out

Highlight your ability to build account plans and execute full sales cycles in the Air Force domain
— “Build strategic account plans and turn a standing start into a repeatable motion across AFMC and other major commands and installations.”
Emphasize your personal relationships and deal-building track record in federal procurement
— “Current relationships and what you have personally built count for more than a years-of-experience number.”
Demonstrate fluency with Air Force procurement vehicles like OT awards and IDIQs
— “Navigate Air Force and Space Force procurement pathways, including OT awards, GSA MAS, IDIQs, BPAs and installation-level task orders.”
Showcase your experience with federal software modernization or quality-of-life initiatives
— “Experience with an Air Force or Space Force software factory (for example Kessel Run or Platform One), or selling quality-of-life, base services or enterprise IT modernization programs.”

Pace · Fast PacedCollaboration · MediumAutonomy · HighDecision Impact · Company

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

owning the full sales cycle
building strategic account plans
navigating procurement pathways

Typical background

federal sales experienceAir Force/Space Force procurement

Skills & requirements

Required

Federal SalesAir Force/space Force ProcurementStrategic Account PlanningProposal Management

Preferred

Active U.S. Security Clearance

Stack & domain

Air Force/space Force SalesSales Cycle ManagementStrategic Account PlanningAir Force/space Force ProcurementAir Force/space Force RelationshipsProduct DemosProposal ResponsesPricingAir Force/space Force Industry DaysAir Force/space Force ConferencesAir Force/space Force ProgramsAir Force/space Force Procurement VehiclesAir Force/space Force Buying CyclesAir Force/space Force Software FactoriesAir Force/space Force Quality-of-lifeAir Force/space Force Base ServicesAir Force/space Force Enterprise IT ModernizationLeadershipCommunicationProblem-solvingTeamworkStrategic ThinkingNegotiationNetworkingInfluenceFederal SalesAir ForceSpace ForceProcurementRelationship BuildingIndustry DaysConferencesProgramsProcurement VehiclesBuying CyclesSoftware FactoriesQuality-of-lifeBase ServicesEnterprise IT Modernization

About the role

Original posting from Sitreps via Greenhouse

Federal Growth Lead, Air Force/Space Force
Location: New York or Washington, DC preferred. Remote anywhere in the U.S. considered.
Travel: About 40% if based in NYC or DC; 50%+ if remote.
Compensation: 200K–250K base + commission + equity
About the Client
A venture-backed software company replacing the legacy systems federal agencies run on with modern, AI-native software. Its systems of record are already live across federal civilian agencies and inside the Department of War, and revenue has grown many times over this year. Backed by top-tier venture investors, with teams in New York and Washington, DC.
About the Role
The company already has a foothold inside the Department of War. The Air Force is the next front: a service with its own acquisition culture, its own program offices, and its own version of legacy-system fatigue.
You will own the full sales cycle across the Department of the Air Force, Air Force and Space Force together. That means opening new relationships inside AFLCMC and its program offices, then carrying them through demos, procurement and close, and building a repeatable motion across major commands and installations rather than chasing a single flagship win. It means knowing how the Air Force actually buys, through OT pathways or traditional program-of-record channels, and earning trust with program offices, contracting officers and installation staff who have watched vendors overpromise before.
Responsibilities
Own the Air Force and Space Force sales cycle end to end, from outbound prospecting through demos, proposals, negotiation and close.
Build strategic account plans and turn a standing start into a repeatable motion across AFMC and other major commands and installations.
Navigate Air Force and Space Force procurement pathways, including OT awards, GSA MAS, IDIQs, BPAs and installation-level task orders.
Build direct relationships within AFLCMC, installation leadership, and contracting officers across Air Force and Space Force bases.
Lead discovery sessions and in-person product demos tailored to Air Force and Space Force workflows, without sales engineering support.
Partner with the proposal, capture and design teams on solicitation responses and pricing.
Represent the company at Air Force and Space Force industry days and conferences.
Must-Haves
Deep experience in or with the Air Force or Space Force, whether in uniform, as a civilian, or selling into it.
A record of building accounts from zero and closing complex, multi-stakeholder deals against a quota. Current relationships and what you have personally built count for more than a years-of-experience number.
Fluency with Air Force and Space Force major programs, procurement vehicles and buying cycles.
The appetite to be an individual contributor: prospecting, carrying an ambitious number, and owning the deal from first call to transition into delivery.
Comfort demoing software on your own, and working fluency with tools like Salesforce.
U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts.
Nice-to-Haves
An active U.S. security clearance. TS/SCI preferred.
Existing relationships within AFMC, SSC or a specific major command.
Experience with an Air Force or Space Force software factory (for example Kessel Run or Platform One), or selling quality-of-life, base services or enterprise IT modernization programs.
Not a Fit
You need an account plan that is already built. The Air Force is a standing start and most of the map is unclaimed.
You are not comfortable being the one who has to earn trust from a program office that has been burned before.
You would rather sell into a service you already know than open new relationships from scratch.
Represented by Sitreps. The company's name is shared on the first call. Contact wyatt@sitreps.com.

Source: Sitreps careers (Greenhouse)