Airspace Link, Inc. · 3 months ago
Account Executive, Federal UAS Programs
United States
Full-time
Hybrid
Mid, Senior Level
7+ years expAirspace Link is a high-growth data and software startup focused on the safe integration of drones into national airspace. The Federal Account Executive will lead business development efforts within the U.S. federal government sector, building relationships and guiding agencies in adopting UAS infrastructure and capabilities.
AerospaceGovernmentDronesDrone ManagementGeospatialMapping Services
Responsibilities
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
Qualification
Required
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
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
Benefits
Competitive salary, commission structure, and benefits package, including stock options, health insurance, retirement plans, and paid time off.
Company
Airspace Link, Inc.
Airspace Link is shaping the future of drone operations with the industry's premier Drone Operations Management System (DOMS), AirHub® Portal.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$41MKey Investors
Avanta VenturesAltos VenturesIndicator Ventures
2022-06-22Series B· $23M
2021-05-27Series A· $10M
2019-12-18Seed· $3M
Leadership Team
Ana Healander
VP of Customer Success
Recent News
2025-08-29
Company data provided by crunchbase