Account Manager, U.S. Navy & U.S. Marine Corps

Company Overview

At Performance Drone Works (PDW), we’re at the forefront of creating custom small unmanned aerial systems (sUAS) for the modern warfighter. PDW is proudly American owned, with all design, engineering, and manufacturing of our products taking place domestically.  PDW is focused on bringing the right technology, expertise, and culture to enable and iterate innovative solutions quickly to a rapidly evolving threat landscape. 

Role

We are looking for a highly motivated and experienced Sales Account Manager to join our Navy and Marine Corps team, reporting to the Director of Strategic Accounts, Navy & Marine Corps. The successful candidate will have a deep mission orientation and understand capability gaps of our DoD customers as well as emerging threats and geopolitical events shaping them. You will have an ability to think critically and execute within the box as well as have the creativity and technological savvy in hardware and software configuration management to design solutions outside of the box. If you are mission-focused with a passion for furthering national security and enjoy working alongside professionals across multiple disciplines, our Go To Market team is interested in talking with you. 

As a member of the Go to Market team, we are responsible for managing company growth and supporting the evolution of our product development. We achieve these objectives through working closely with our customers to understand their requirements and problems and implementing solutions to fit their unique missions. Further, we collaborate with a robust ecosystem of partners that we can leverage to enhance our products and customer requirements.

We have experienced tremendous growth through hard-won product development and execution that our customers have and will continue to benefit from. You will be expected to not only maintain our strategic relationships across our DoD partners but also extend and develop new key relationships and accounts to drive growth. PDW fosters a culture of collaboration and diversity with tremendous opportunities for professional development and growth.

Responsibilities 

• Develop a deep understanding of the capabilities and limitations of PDWs products and services. Continue to learn and do not be satisfied with the status quo. Your ability to apply our current products and services to customer requirements as well as spot and assess gaps to layer in new solutions, either organically or through our partner network will be paramount. You will become an expert that can evaluate and forecast where our opportunities for mission impact are greatest. 
• Understand how our customers develop requirements, procure, and maintain their hardware and software solutions. PDW has exceptional flexibility to support a wide variety of contracting and procurement mechanisms across the DoD. You will have sufficient expertise to establish confidence in our customers as they procure our products and services using these different mechanisms. You should be proficient and knowledgeable in how requirements are generated, elicited to industry, and ultimately how the DoD acquisitions process functions.
• Build and establish trust with customers, industry partners, and PDW teammates through effective communication, a winning attitude, and constant follow-through. Active listening, responsiveness and empathy to our customer’s needs is critical. The relationships we have established and strengthened with our current customers and DoD partners are the most important asset we have. Your ability to maintain, strengthen, and grow new ones will ensure our ability to scale solutions across the DoD enterprise.
• Serve as primary point of contact for DoD customers and end users
• Manage a portfolio of diverse key accounts, focused on driving demand and repeatable sales across products and services
• Lead sales process organically from exploration through contract negotiation and closing.
• Collaborate closely with PDW colleagues, to include but not limited to marketing, product, engineering, and senior leadership to ensure delivery of tailored solutions.
• Represent PDW across the DoD enterprise at exhibits, conferences, trade shows, and end-user events to showcase PDW’s best in class products and services.

Requirements

• 6-9 years of military leadership experience, preferably in combat, special operations, or UAS specific leadership roles and preferably connected to U.S. Navy or U.S. Marine Corps operations.
• 2-4 years of experience in sales, business development, or related roles preferably in defense, national security, or the aerospace domain
• Bachelor’s degree preferred. Relevant military or technical experience may substitute for formal education. Demonstration of domain expertise and / or curiosity in this field is highly desirable.

• Strong understanding of DoD requirements, procurement, and contracting methodologies.
• Excellent communication and interpersonal skills.
• Proven track record meeting or exceeding sales and growth targets.
• Highly organized with demonstrated project management skills.
• Strong problem solving and negotiation skills.
• SalesForce and Microsoft Office proficiency.
• Ability to obtain Secret/TS Clearance.
• Ability to travel up to 50% of the time, including international travel.

ITAR Requirement 

In compliance with International Traffic Arms Regulations (ITAR), candidates must be U.S. Citizens, U.S. Permanent Residents (Green Card holders) or individuals granted asylee/refugee status as defined by 8 U.S.C. 1324b(a)(3). 

Compensation and Benefits

PDW values our team, and we offer a compensation package reflective of your experience and capabilities. Benefits include:

• Comprehensive BCBS medical, dental, and vision coverage; 80% sponsored by the company.
• Safe Harbor 401(K) with company match.
• A work environment that encourages teamwork and innovation.
• Competitive salary, generous paid time off (PTO), and flexible leave options.

Commitment to Inclusivity

PDW is an equal opportunity employer that upholds all federal and state non-discrimination laws. We ensure a fair and unbiased evaluation for employment for all qualified candidates, regardless of race, color, religion, age, sex, sexual orientation, gender identity, national origin, marital status, medical condition, disability, genetic information, veteran status, or any other characteristic protected by law.