Description
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%)
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
EOE AA M/F/Vet/Disability
Summary
Long Wave Inc. is a Small Business defense contractor headquartered in Oklahoma City, OK. We are an industry leader in the installation and maintenance of Very Low Frequency/Low Frequency/High Frequency (VLF/LF/HF) communication systems, software development, software, and hardware installation, Nuclear Command and Control Communication (NC3), Contract Support Services (CSS), and systems engineering. We have grown into an agile company based on experience, trust, and integrity. Long Wave is the best Strategic Communications Small Business in America. As a leader in services and solutions, software, and engineering products, we make certain that our abilities are as diverse and unique as our customers.
As a government contractor, we specialize in:
- Engineering
- Tower and Antenna Maintenance and Installation
- Software Development
- Software and Hardware Installation
- Operations and Maintenance of Government Facilities
- Information Technology and Cybersecurity Services
- Simulation and Training
- Program Management Services for Various Agencies and Clients
Staffed with retired military, senior engineers, and support personnel from industry, we have helped to design and implement some of the United States Military’s most critical and innovative communications technologies. Our subject matter experts have hundreds of years of combined experience operating, maintaining, and modernizing communications suites around the world and our software developers have decades of experience analyzing, architecting, developing, testing, and deploying software solutions for the United States Navy and commercial customers.
Our military men and women around the world count on Long Wave to provide services for many of today’s modern military communication programs. Some of our accomplishments include:
- The Clarinet Merlin Receiving System (CMRS), a shore-based communications system that continuously monitors emergency transmissions from buoys launched from United States Navy submarines;
- A Command and Control (C2) Dashboard, which provides databases for operational and maintenance support for the United States Navy’s Take Charge and Move Out (TACAMO) leadership;
- Long Wave developed Trainers and Stimulators that provide mission rehearsal capability, which can completely simulate a communication suite with integrated voice and data communications.
Long Wave is proud to have been supporting the United States Military since 1995.