Account Executive (Sales / GTM)

07 Oct Account Executive (Sales / GTM)

Location: Boulder, Colorado

Company: Black Swift Technologies

Role Summary

The Account Executive plays a pivotal role in Black Swift’s Go-To-Market (GTM) strategy, responsible for driving revenue growth, acquiring new customers, and expanding our footprint in the advanced unmanned aircraft systems (UAS) market. This role owns the full sales cycle—from prospecting and technical discovery through negotiation and closing—targeting enterprise, government, and defense sectors.

The Account Executive is a strategic, quota-carrying sales professional who can translate Black Swift’s proprietary modular products, advanced flight capabilities, and mission-specific payload solutions into compelling business value for clients. Working closely with engineering, Technical Account Managers (TAMs), and leadership, the AE will orchestrate complex sales processes, deliver high-impact product demonstrations, and ensure a seamless handover to the post-sales and delivery teams.

The ideal candidate combines aggressive pipeline generation skills with the technical aptitude required to sell sophisticated robotics, avionics, and aviation platforms in a high-stakes, operationally complex market.

Key Responsibilities

• Lead the end-to-end sales cycle, including prospecting, qualifying, demonstrating, negotiating, and closing new business to consistently meet or exceed revenue targets.
• Identify and penetrate new market segments across environmental, defense (DoD), public safety, and industrial applications requiring robust, high-altitude, or autonomous UAS capabilities.
• Build, manage, and accurately forecast a healthy sales pipeline using CRM tools.
• Partner with engineering and Technical Account Managers to develop tailored proposals, statements of work (SOWs), and pricing strategies that align with customer requirements and internal operational capabilities.
• Navigate complex, multi-stakeholder procurement processes, particularly within government, defense, and highly regulated commercial environments.
• Lead customer presentations, trade show engagements, and coordinate field demonstrations of UAS platforms alongside flight operations teams.
• Gather market intelligence and customer feedback, sharing insights with product and engineering teams to help shape future UAS capabilities and GTM strategies.
• Ensure a seamless transition of closed deals to the TAM and delivery teams to ensure successful implementation and long-term client success.

Skills & Abilities

• Exceptional sales acumen with a proven track record of hunting new business and closing complex, high-value technical deals.
• Ability to translate deep technical capabilities (UAS platforms, avionics, sensor integrations) into clear, compelling ROI and business outcomes for diverse buyer personas.
• Relentless drive, high accountability, and the resourcefulness to operate independently in a fast-paced, high-growth environment.
• Strong understanding of B2B and B2G (Business-to-Government) sales motions, contract negotiations, and procurement cycles.
• Excellent presentation and interpersonal skills, with the ability to command a room of both technical stakeholders and executive decision-makers.
• Baseline familiarity with aviation, robotics, or hardware-based sales (UAS, payloads, flight management systems).
• Highly organized with a strict adherence to maintaining clean pipeline data and sales metrics.

Requirements

• Bachelor’s degree in Business, Marketing, Aerospace, Engineering, or a related field; equivalent professional sales experience may be considered.
• 4+ years of quota-carrying B2B/B2G sales experience in aerospace, UAS, robotics, defense, or a related advanced technology sector.
• Demonstrated history of meeting or exceeding sales quotas in a direct sales role.
• Experience managing long, complex sales cycles (6–12+ months) with multiple technical and executive stakeholders.
• Proficiency in CRM platforms for pipeline management, forecasting, and reporting.
• Ability to collaborate cross-functionally with technical presales, product, and operations teams to close deals.
• Willingness to travel extensively (up to 40-50%) for customer meetings, field demonstrations, and industry conferences.

Preferred Qualifications

• Existing network and established relationships within NOAA, DoD, federal agencies, defense prime contractors, or top-tier commercial aerospace enterprises.
• Deep understanding of Weather sensors and sensor based weather prediction market
• Experience selling hardware/software integrated solutions used in demanding, extreme, or mission-critical environments.
• Knowledge of FAA Part 107 regulations and the regulatory landscape for commercial and government UAS operations.