Unusual Machines
Overview
Base pay range: $120,000.00/yr - $150,000.00/yr You in This Role: As the Director of B2B Sales at Unusual Machines, you\'ll be responsible for building and leading a high-impact sales function that bridges our consumer legacy with our future in US manufacturing for enterprise, government and STEM markets. You\'re fluent in Salesforce, confident navigating government procurement, and driven to build scalable systems from scratch. You\'ll own the roadmap for our B2B expansion, creating processes, managing complex deals, and growing a team that will drive the future of US-made drone components in commercial and government sectors. Responsibilities
Meet with the EVP of Revenue to align on short and long-term sales goals Review Salesforce dashboards, refine pipeline accuracy and forecasting Lead strategic calls with government contractors, resellers, and enterprise prospects Collaborate cross-functionally with product and engineering to position components for B2B use Navigate complex procurement RFs Support pricing negotiations and contract development with new OEM partners Identify bottlenecks in the sales process and implement CRM automations or reporting solutions Work closely with customer support to ensure high-touch engagement with high-value B2B clients Travel to meet with potential partners or attend drone industry conferences Lead B2B strategy and leadership across channels including retail, OEM and government Define KPIs, implement Salesforce or equivalent to track performance Oversee reseller, integrator, and distribution partner relationships; manage pricing and channel fulfillment Lead long-cycle government and enterprise sales; navigate NDAA compliance, RFQs, and security requirements Implement CRM workflows, dashboards, and team usage protocols; drive pipeline hygiene and analytics Hire, train, and lead a team of B2B reps and support roles; establish accountability and performance reviews Collaborate with product, marketing, and operations to align B2B messaging, delivery, and inventory planning Champion the voice of the B2B customer to influence internal strategy Qualifications
7+ years of B2B sales leadership experience, including both short-cycle ecommerce and long-cycle enterprise models Deep experience with government sector buyers and procurement processes Proficiency with Salesforce Sales Cloud (or equivalent), including dashboards, forecasting, and workflow automation Track record of building CRM-based sales systems and scalable pipelines in fast-growing environments Comfort with complex technical product positioning (aerospace, drones, robotics, or hardware manufacturing) Strong written and verbal communication with the ability to align teams and stakeholders Hands-on experience setting up or scaling tools like Shopify, NetSuite, or other ERP/CRM platforms A builder mentality to create and own new processes What You\'ll Gain
Opportunity to shape the B2B function from legacy to a modern, American-made drone component sector Autonomy to build systems and teams with executive-level influence Visibility and impact across FPV, government, education, and enterprise drone sectors A fast-paced, purpose-driven team that values creativity, accountability, and transparency Benefits
Health, dental, and vision insurance (approx. 80% premiums covered by company) 401(k) plan Unlimited vacation time Onsite role in Orlando, FL with 25% travel expected Opportunity to work on Defense Innovation Unit-approved products used in real-world applications The People: Unusual Machines is the parent company to Rotor Riot and Fat Shark. Our team values growth, innovation, and collaboration and supports our customers with passion. About Us: Unusual Machines is a U.S.-based drone company focused on FPV and drone parts. We are expanding into enterprise and defense, bringing performance, design, and U.S.-based manufacturing to high-stakes environments. Several products are approved by the Defense Innovation Unit. EEO statement: We are an equal opportunity employer that does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. We participate in E-Verify and cannot offer visa sponsorship for this position.
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Base pay range: $120,000.00/yr - $150,000.00/yr You in This Role: As the Director of B2B Sales at Unusual Machines, you\'ll be responsible for building and leading a high-impact sales function that bridges our consumer legacy with our future in US manufacturing for enterprise, government and STEM markets. You\'re fluent in Salesforce, confident navigating government procurement, and driven to build scalable systems from scratch. You\'ll own the roadmap for our B2B expansion, creating processes, managing complex deals, and growing a team that will drive the future of US-made drone components in commercial and government sectors. Responsibilities
Meet with the EVP of Revenue to align on short and long-term sales goals Review Salesforce dashboards, refine pipeline accuracy and forecasting Lead strategic calls with government contractors, resellers, and enterprise prospects Collaborate cross-functionally with product and engineering to position components for B2B use Navigate complex procurement RFs Support pricing negotiations and contract development with new OEM partners Identify bottlenecks in the sales process and implement CRM automations or reporting solutions Work closely with customer support to ensure high-touch engagement with high-value B2B clients Travel to meet with potential partners or attend drone industry conferences Lead B2B strategy and leadership across channels including retail, OEM and government Define KPIs, implement Salesforce or equivalent to track performance Oversee reseller, integrator, and distribution partner relationships; manage pricing and channel fulfillment Lead long-cycle government and enterprise sales; navigate NDAA compliance, RFQs, and security requirements Implement CRM workflows, dashboards, and team usage protocols; drive pipeline hygiene and analytics Hire, train, and lead a team of B2B reps and support roles; establish accountability and performance reviews Collaborate with product, marketing, and operations to align B2B messaging, delivery, and inventory planning Champion the voice of the B2B customer to influence internal strategy Qualifications
7+ years of B2B sales leadership experience, including both short-cycle ecommerce and long-cycle enterprise models Deep experience with government sector buyers and procurement processes Proficiency with Salesforce Sales Cloud (or equivalent), including dashboards, forecasting, and workflow automation Track record of building CRM-based sales systems and scalable pipelines in fast-growing environments Comfort with complex technical product positioning (aerospace, drones, robotics, or hardware manufacturing) Strong written and verbal communication with the ability to align teams and stakeholders Hands-on experience setting up or scaling tools like Shopify, NetSuite, or other ERP/CRM platforms A builder mentality to create and own new processes What You\'ll Gain
Opportunity to shape the B2B function from legacy to a modern, American-made drone component sector Autonomy to build systems and teams with executive-level influence Visibility and impact across FPV, government, education, and enterprise drone sectors A fast-paced, purpose-driven team that values creativity, accountability, and transparency Benefits
Health, dental, and vision insurance (approx. 80% premiums covered by company) 401(k) plan Unlimited vacation time Onsite role in Orlando, FL with 25% travel expected Opportunity to work on Defense Innovation Unit-approved products used in real-world applications The People: Unusual Machines is the parent company to Rotor Riot and Fat Shark. Our team values growth, innovation, and collaboration and supports our customers with passion. About Us: Unusual Machines is a U.S.-based drone company focused on FPV and drone parts. We are expanding into enterprise and defense, bringing performance, design, and U.S.-based manufacturing to high-stakes environments. Several products are approved by the Defense Innovation Unit. EEO statement: We are an equal opportunity employer that does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. We participate in E-Verify and cannot offer visa sponsorship for this position.
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