***Active DoD Security Clearance Required***
***US Citizenship Required***
***NO VISA SUPPORT or C2C***
Primary Function:
Long Wave Inc. is seeking a highly motivated, field-focused Sales Representative to support the Commercial Products & Mission Technologies Business Unit. This role is responsible for executing the Annual Operating Plan (AOP) through disciplined pipeline development, customer engagement, and monthly bookings performance.
The Sales Representative will operate as a boots-on-the-ground seller, directly engaging customers, identifying opportunities, and driving deals to closure. This position plays a critical role in expanding Long Wave's footprint across mission-critical communications and NC3-related capabilities.
Essential Responsibilities:
- Execute against assigned monthly, quarterly, and annual bookings targets
- Develop, maintain, and mature a qualified pipeline aligned to AOP objectives (3-5x coverage)
- Conduct regular on-site customer engagements, including capability briefings, demonstrations, and mission discussions
- Identify, qualify, and pursue opportunities across DoD and related mission partners
- Drive opportunity progression from identification through award, including customer follow-up and coordination with internal stakeholders
- Provide accurate forecasting, pipeline reporting, and sales activity tracking
- Collaborate with Business Development, Capture, and technical teams to shape opportunities and position solutions effectively
- Maintain awareness of customer priorities, funding timelines, and acquisition strategies
- Deliver timely market intelligence and competitive insights to support business unit growth strategy
Work Conditions:
Remote. Travel required (50-70%)
Job Requirements:
Minimum Requirements:
- Bachelor's degree in Business, Engineering, or related discipline (or equivalent experience)
- 5+ years of experience in DoD, defense contracting, or mission systems sales
- Demonstrated success in a quota-carrying, field-based sales role
- Experience managing pipeline development, forecasting, and deal execution
- Working knowledge of DoD acquisition processes and contracting environments
- Ability to travel frequently (50-70%)
- Active Secret security clearance
Preferred Skills:
- Experience supporting NC3, HF communications, or mission-critical systems
- Established relationships within U.S. Navy, U.S. Air Force, or strategic communications communities
- Experience engaging with program offices, operators, and acquisition stakeholders to identify and shape opportunities
- Ability to effectively position technical solutions to both operational and acquisition audiences
Performance Expectations
- Achievement of monthly, quarterly, and annual bookings targets (AOP)
- Maintenance of healthy pipeline coverage and deal velocity
- Consistent customer engagement and field presence
- Accurate forecasting and reporting discipline
Position Benefits:
As a full-time employee of Long Wave, you are eligible for our benefits package including:
- Competitive Salary
- Medical, Dental & Vision coverage
- 401k
- Educational Assistance
- Life Insurance
- Employee Assistance Programs & Work/Life Solutions
- Paid Time Off
- This position's standard work schedule is a 9/80. The 9/80 schedule allows employees who work a nine-hour day Monday through Thursday to take every other Friday off.
