ApplyDescription
Airspace Link is a post-Series B high-growth data and software startup based out of Newlab Innovation Hub at Michigan Central in Detroit. Offering Hybrid and fully Remote work options, we are an award-winning company of 50+ team members that focus on creating a place where people of all different backgrounds and perspectives can thrive as engineers, data scientists, creative thinkers, and passionate innovators.Our vision is to create a world where the safe integration of drones fuels human progress, advancing social equity, the environment, and the economy.
Partnered with the FAA, we work with state and local governments and commercial operators to enable the safe integration of drones into the national airspace and communities at scale through digital infrastructure, strategic partnerships and thought leadership.
The Opportunity
Airspace Link is seeking a Federal Account Executive to lead our efforts in expanding business within the U.S. federal government sector. This is a foundational hire — our first dedicated federal business development role — responsible for developing and owning relationships with agencies such as DHS, DoD, military, and others advancing drone, airspace security, and airspace management programs. You’ll be at the forefront of helping federal agencies adopt modern UAS (Unmanned Aircraft Systems) infrastructure and capabilities by guiding them through how Airspace Link’s product and solutions support mission-critical needs in safety, operations management, and airspace security.
This role calls for a trusted adviser that can combine business development, consultative selling, and federal program insight — ideal for someone that has managed complex programs for the federal government and who wants to join a fast-moving startup shaping the future of UAS management and security for Federal organizations.
What You’ll Do
- Own the federal sales cycle — from prospecting and outreach through proposal, negotiation, and close.
- Develop new relationships with key federal agencies (e.g., DHS, DoD, DOT, DOJ, FEMA) and related offices or program teams involved in UAS policy, security, and infrastructure.
- Engage as a trusted advisor, understanding each agency’s mission, challenges, and procurement process to position Airspace Link as a strategic partner.
- Work cross-functionally with internal teams — including the Product Team, Partnerships, Customer Success, and Proposal Management — to craft compelling White Paper and RFI/RFP responses and tailored demonstrations.
- Collaborate with strategic partners (e.g., technology providers, federal service contractors, or lobbyist partners) to jointly pursue opportunities and navigate procurement pathways.
- Track and manage the sales pipeline using CRM tools (HubSpot) and communicate progress through regular forecasting and reporting.
- Contribute to go-to-market strategy for the federal sector by identifying emerging opportunities, programs, and funding streams aligned with Airspace Link’s capabilities.
- Lay the foundation for a future federal sales function — helping to define best practices, processes, and partnerships as the business grows.
Travel Required:
Up to 30%
Position Type:
Full-Time, 40 hours a week
Location:
Hybrid or Remote
Why Join Us?
- Impact: Work with pioneering drone technology and be part of the next era of digital infrastructure.
- Growth: Be part of a rapidly growing company with ample opportunities to grow professionally.
- Benefits & Equity: Competitive salary, commission structure, and benefits package, including stock options, health insurance, retirement plans, and paid time off.
Requirements
- 7+ years of experience in sales, business development, or program management focused on federal agencies, defense, homeland security, or aviation sectors.
- Experience with federal procurement processes (RFI/RFP, Grants, GSA schedules, OTAs, or cooperative agreements) and how software or technology solutions are bought.
- Demonstrated ability to build trusted relationships with senior federal officials, program managers, and decision-makers.
- Strong understanding of or interest in UAS, aviation, airspace management, or related technologies (experience in an adjacent field such as GIS, mobility, or defense technology is a plus).
- Exceptional communication and consultative selling skills — able to translate complex technology into clear value propositions that resonate with policy, mission, and operational priorities.
- A self-starter mindset with ownership mentality; thrives in a startup environment where flexibility and initiative are essential.
- Proven track record of meeting or exceeding sales targets or successfully managing large-scale federal programs.
- Experience working with or within federal contractors, integrators, or agencies is highly desirable.
Preferred Background
- Prior experience in one of the following roles or environments:
- Federal Account Executive, Program Manager, or Capture Manager at a contractor or SaaS company
- Former federal agency official or program officer with UAS, aviation, or defense technology exposure
- Business Development or Partnerships lead with an understanding of airspace or geospatial data systems
- Existing relationships within DHS, FAA, DoD, or other agencies related to UAS or airspace safety programs.
