About the Role

CyKor is seeking a strategic, growth-oriented Senior Account Executive to drive expansion across the United States Air Force (USAF), with a strong emphasis on Air Mobility Command (AMC) and the Air Force Life Cycle Management Center (AFLCMC).

The Senior Account Executive combines account growth, business development, and account-level capture responsibilities, owning assigned opportunities from identification and qualification through proposal submission, award, and account expansion. The role creates demand and aligns CyKor engineering, services, and partner capabilities to Air Force mission outcomes.

The ideal candidate will bring demonstrated experience, customer relationships, and market knowledge within at least one of CyKor's priority Air Force organizations - AMC or AFLCMC - with the ability to leverage that existing position to create near-term opportunities while expanding CyKor's footprint across adjacent Air Force programs, program offices, major commands, and mission areas.

The Senior Account Executive owns the business development and sales execution required to position CyKor as a trusted Technology Solutions Provider (TSP), aligning customer needs, internal expertise, and partner resources around mission outcomes.

Success in this role requires disciplined execution, strong customer intimacy, strategic account planning, and the ability to convert early engagement into profitable, long-term growth.

What You'll Do

Lead Strategic Account Growth

• Develop and execute account growth strategies across the U.S. Air Force, with primary focus on establishing and expanding CyKor's presence within Air Mobility Command (AMC) and the Air Force Life Cycle Management Center (AFLCMC).

• Leverage existing customer relationships, mission knowledge, and industry connections within at least one priority organization to accelerate CyKor's access and pipeline development.

• Identify priority headquarters organizations, directorates, program executive offices, program offices, installations, mission areas, and technology initiatives where CyKor can deliver meaningful value.

• Build actionable account plans that align CyKor's solutions to AMC rapid global mobility priorities and AFLCMC acquisition, modernization, fielding, sustainment, budget drivers, and acquisition pathways.

• Identify whitespace within established accounts and develop strategies to expand into adjacent programs, organizations, major commands, and mission areas.

• Drive both near-term revenue opportunities and long-term strategic positioning across the Air Force market.

Build Customer Intimacy and Shape Opportunities Early

• Establish direct relationships with mission owners, program leaders, acquisition stakeholders, contracting personnel, technical leaders, communications and cyber organizations, and executive decision-makers.

• Engage customers early to understand mission needs, operational challenges, funding considerations, modernization priorities, acquisition strategies, and emerging requirements.

• Shape opportunities before formal acquisition by aligning CyKor's capabilities to desired Air Force mission outcomes.

• Position CyKor as a strategic, mission-focused partner rather than a transactional reseller.

• Develop customer call plans that deliberately expand CyKor's access across operational, technical, programmatic, acquisition, contracting, and headquarters stakeholders.

Own Pipeline Development and Opportunity Qualification

• Proactively generate and qualify new opportunities through direct customer engagement, partner collaboration, OEM alignment, and Air Force market awareness.

• Maintain a healthy, qualified pipeline across current-year and out-year opportunities, with clear customer requirements, funding, acquisition pathways, competitive positioning, and achievable win strategies.

• Track Air Force and Department of the Air Force contract vehicles, acquisition strategies, buying cycles, budget activity, and competitive dynamics that influence pursuit success.

• Develop an executable acquisition path for each qualified pursuit, including prime or subcontract positioning, contract vehicle access, teaming requirements, and readiness dependencies; coordinate validation and approvals with Contracts, Finance, Delivery, and leadership.

• Monitor Air Force budget activity, acquisition forecasts, recompetes, industry days, RFIs, sources sought notices, and draft solicitations to identify emerging demand.

• Apply consistent discipline to opportunity progression, forecasting, and account intelligence in Salesforce (SFDC).

• Provide leadership with clear visibility into account health, pipeline quality, opportunity risk, and forecast confidence.

Drive Coordinated Pursuit and Capture Execution

• Own account-level pursuit strategy and execution for assigned Air Force opportunities from early identification through contract award, including customer intelligence, competitive positioning, win themes, partner strategy, milestones, and resource requirements.

• Lead pursuit coordination with Solution Architects, Delivery, Capture/Proposal, Alliances, Marketing, Operations, Contracts, Finance, and leadership. Engage technical and Delivery teams during qualification, solution development, estimating, and bid reviews to validate feasibility, staffing, scope, and schedule.

• Develop substantive RFI, sources sought, and proposal contributions for assigned pursuits: author assigned sections, provide customer and competitive intelligence, coordinate partner inputs, participate in proposal reviews, and close assigned actions through submission. Work with Capture/Proposal on schedules, compliance, and production.

• Prepare and present Bid Council recommendations, including qualification evidence, acquisition path, competitive position, win strategy, proposed workshare, investment needs, and risks; execute approved decisions and track follow-up actions to closure.

• Maintain customer and partner engagement through award; coordinate a documented handoff of scope, assumptions, commitments, and growth objectives to Delivery, and remain accountable for account growth throughout execution.

• Originate and expand engineering, integration, modernization, cybersecurity, infrastructure, and other services opportunities by combining CyKor expertise, lab validation, and multi-OEM capabilities around defined Air Force outcomes.

• Work with Delivery, Solution Architects, CSMs, and PMs to identify follow-on requirements, turn successful projects into sustained program relationships, and reuse approved proof points across assigned Air Force accounts.

Strengthen Partner and Internal Alignment

• Develop joint pursuits with Federal system integrators and OEM partners supporting the Air Force. Lead customer discovery and joint solutioning with Solution Architects, define CyKor's engineering and services contribution, and develop teaming and workshare objectives with Contracts and leadership.

• Remain accountable for pursuit progress and assigned deliverables while Solution Architects own technical architecture, Delivery validates execution feasibility, Capture/Proposal manages proposal production, and Contracts and Finance retain their respective agreement, pricing, and approval authorities.

• Contribute Air Force market intelligence, customer insight, and partner feedback that improve account strategy and pursuit effectiveness.

• Ensure internal alignment around priority Air Force accounts, pursuit investments, and customer messaging.

• Engage CSO-assigned Strategic Business Development Network (SBDN) advisors with focused account objectives, accept qualified handoffs, and own resulting pursuit actions, Salesforce records, and forecasts. Coordinate strategic and executive support with the CSO, who retains SBDN governance.

Represent CyKor in the Market

• Serve as a visible and credible representative of CyKor in Air Force customer meetings, partner engagements, industry events, and Federal market forums.

• Communicate CyKor's value proposition effectively by connecting technical capabilities to Air Force operational, acquisition, modernization, and readiness outcomes.

• Help strengthen CyKor's brand presence and trusted-advisor status across the Air Force community.

What Success Looks Like

Success in this role is measured not only by quota attainment, but by the ability to create durable customer access, build qualified pipeline, improve pursuit quality, and expand CyKor's market position across the U.S. Air Force.

Key indicators of success include:

• Achievement of annual gross profit and sales objectives.

• Development and maintenance of strong pipeline coverage.

• Creation and advancement of qualified, mission-aligned opportunities.

• Expansion of customer relationships and account penetration within AMC, AFLCMC, and adjacent Air Force organizations.

• Ability to leverage an established customer base to create adjacent growth across programs, program offices, major commands, and mission areas.

• Accurate forecasting and disciplined CRM management.

• Effective navigation of Air Force, Department of the Air Force, and Federal acquisition and procurement environments.

• Strong collaboration across internal teams and external partners.

• Growth in services revenue and gross profit, advancement of qualified current-year and out-year pursuits, timely completion of capture and proposal milestones, and expansion from projects into sustained Air Force programs.

• Defined partner workshare aligned with CyKor's contribution and approved pursuit economics, with consistent follow-through on Bid Council decisions.

• Consistent professionalism, follow-through, ownership, and accountability.

Who You Are

You are a strategic DoD and Federal sales professional with the ability to operate as both a Senior Account Executive and a growth driver. You know how to build trust, identify whitespace, influence requirements early, and guide opportunities from initial customer engagement through close.

Importantly, you are not entering the Air Force market for the first time. You bring established experience and credibility within the community and have developed meaningful customer, partner, and industry relationships within AMC and/or AFLCMC.

You understand Air Force missions, organizational structures, acquisition environments, and technology priorities and can use that knowledge to create opportunities rather than simply respond to existing solicitations.

You likely bring the following qualities:

• Strong executive presence and Air Force customer relationship-building skills.

• Established customer relationships within Air Mobility Command (AMC) and/or the Air Force Life Cycle Management Center (AFLCMC).

• Ability to leverage existing relationships to create access and develop new opportunities.

• Demonstrated ability to generate and shape opportunities through direct customer engagement.

• Deep understanding of Air Force buying environments, mission priorities, and acquisition organizations.

• Strong pipeline discipline and opportunity qualification skills.

• Ability to identify whitespace and strategically expand within and across Air Force organizations.

• Ability to align technical solutions to operational, acquisition, modernization, and readiness outcomes.

• Skilled at coordinating internal teams, OEMs, system integrators, and partner ecosystems around priority pursuits.

• Strategic thinking combined with strong tactical execution.

• Persistence, accountability, collaboration, and ownership.

• Bachelor's degree in Business, Marketing, Technology, or a related field preferred.

• Minimum of 10 years of technology sales, business development, capture, or account management experience within the Federal or DoD market.

• Demonstrated success selling technology solutions into the U.S. Air Force or Department of the Air Force.

• Demonstrated experience and established customer relationships within at least one of the following priority organizations: Air Mobility Command (AMC) or the Air Force Life Cycle Management Center (AFLCMC).

• Proven track record of leveraging customer relationships to develop pipeline, identify new requirements, expand accounts, and close complex opportunities.

• Strong understanding of Air Force and Federal procurement processes, acquisition cycles, contract vehicles, budget processes, and compliance requirements.

• Experience engaging mission owners, program leaders, technical stakeholders, acquisition organizations, contracting personnel, and executive decision-makers.

• Demonstrated ability to identify and influence opportunities prior to formal solicitation.

• Demonstrated experience personally shaping and advancing Air Force or Federal pursuits, preparing bid/no-bid recommendations, and making substantive contributions to RFIs, sources sought responses, and proposals.

• Demonstrated experience developing solutions with Federal system integrators and technical teams, selling engineering or professional services, and developing workshare and pricing strategies that protect profitability.

• Experience managing pipeline, forecasting, and account activity within Salesforce (SFDC).

• Ability to work across technical, operational, contracting, and partner teams to execute coordinated growth strategies.

• An active Secret clearance

Preferred Experience

• Deep customer relationships and a demonstrated track record of success within AMC or AFLCMC.

• Experience developing and executing strategic account plans within major Air Force commands, centers, directorates, program executive offices, or program offices.

• Demonstrated ability to expand from an established Air Force customer base into adjacent programs, organizations, or mission areas.

• Experience expanding engineering and services engagements into sustained Air Force programs.

• Familiarity with Air Force-specific and government-wide contract vehicles, OEM ecosystems, and partner-led Federal sales motions.

• Established relationships with OEMs, system integrators, and Federal partners supporting the Air Force.

• Experience in cybersecurity, cloud, networking, data center, infrastructure modernization, Zero Trust, enterprise software, mission systems, digital modernization, or mission-support technologies.

• Ability to connect market intelligence, customer requirements, partner capabilities, and CyKor resources into a cohesive growth strategy.