About the role
The Sales Manager is responsible for driving revenue growth by developing and executing go-to-market strategies and building a strong marketing and sales pipeline. This role focuses on closing strategic opportunities across both new and existing customer segments in government and private markets. The Sales Manager leads the full sales lifecycle—including capture efforts (RFI/RFP), demonstrations and pilot programs—and develops partnerships and funding pathways that accelerate product adoption.
What you’ll do
Develop and execute territory and vertical go-to-market plans for target non-aviation segments such as government, education, corrections, healthcare, large venues, and corporate/industrial organizations.
Monitor market intelligence including buyer needs, funding sources, competitor activity, and policy developments to inform positioning and sales strategy.
Build and manage a full-funnel sales pipeline through targeted outreach, industry events, partner/channel initiatives, and strategic campaigns; forecast and deliver bookings and ARR targets.
Lead the full capture process from opportunity qualification through contract close, including requirements mapping, solution development, pricing strategy, and executive deal reviews.
Manage formal procurement processes (RFI/RFP/RFQ), including preparation of sole-source justifications and compliance documentation for federal, state, and local agencies.
Coordinate and execute on-site demonstrations and pilot programs to reduce adoption risk and accelerate sales cycles; establish success metrics and conversion plans for production deployments.
Ensure smooth handoffs to Field Service teams for installation, training, and ongoing support planning.
Develop and manage strategic partnerships with integrators, distributors, and service providers while identifying funding programs that enable budget access and scalable deployments.
What you’ll bring
Bachelor’s degree in a related field (MBA preferred) with 7–10+ years of experience in complex B2G/B2B solution sales or business development.
Demonstrated experience leading RFI/RFP processes and navigating government procurement and compliance requirements.
Strong program and project management skills with the ability to communicate and negotiate effectively at the executive level.
Proficiency in Microsoft Office (Excel, Word, PowerPoint), including the ability to create and maintain manual tracking and reporting processes when CRM tools are not available.
Willingness to travel for customer meetings, demonstrations, pilot programs, trade shows, and partner engagements.