[Hiring] North American Account Executive @Black Swift Technologies

Role Description

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. 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.

• 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.

Qualifications

• 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.
• 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.
• Existing network and established relationships within NOAA, DoD, federal agencies, defense prime contractors, or top-tier commercial aerospace enterprises preferred.
• Understanding of weather sensor technology and FAA Part 107 regulations governing commercial/government UAS operations preferred.
• Willingness to travel extensively (up to 40-50%) for customer meetings, field demonstrations, and industry conferences.

Benefits

• OTE of $170 - $230k
• 100% paid healthcare benefits
• 401(k)
• Flexible / Unlimited PTO
• Free Eldora ski pass, plus flexible mornings on 6"+ powder days