Director of B-B Sales

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 someone who thrives at the intersection of sales strategy and execution—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.

A Day in the Life

• Meet with the EVP of Revenue to align on short and long-term sales goals.
• Review Salesforce dashboards and 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 RF’s.
• 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.What You’ll Do

• B2B Strategy & Leadership

• Develop and execute a multi-channel B2B sales strategy across retail, OEM and government.
• Define KPIs and success metrics, integrating Salesforce or similar tool from the ground up to track and optimize performance.
• Channel Sales (Retail/Ecommerce)
• Oversee and grow relationships with resellers, integrators, and strategic distribution partners.
• Manage pricing, promotional strategy, and channel-specific fulfillment coordination.
• Enterprise & Government Sales
• Lead long-cycle sales to government agencies and commercial integrators.
• Navigate procurement complexity including NDAA compliance, RFQs, and security requirements.
• Salesforce-Centered Operations
• Implement Salesforce or comparable CRM, build workflows, dashboards, and team usage protocols.
• Drive pipeline hygiene, automation, and analytics to scale team effectiveness.
• Team Building & Leadership
• Hire, train, and lead a team of B2B reps—inside and outside sales, account managers, and support roles.
• Create clear accountability structures, team goals, and performance reviews.
• Cross-Functional Collaboration
• Work alongside product, marketing, and operations to align B2B messaging, delivery, and inventory planning.
• Serve as the voice of the B2B customer to influence internal strategy.

What You Bring

• 7+ years of B2B sales leadership experience, preferably with both short-cycle ecommerce and long-cycle institutional/enterprise models.
• Deep experience working with government sector buyers—including understanding procurement processes and contract language.
• Proficiency with Salesforce Sales Cloud (or equivalent), including dashboarding, forecasting, and workflow automations.
• Demonstrated success building CRM-based sales systems and managing pipelines in fast-paced, high-growth environments.
• Comfort with complex technical product positioning—ideally in aerospace, drones, robotics, or hardware manufacturing.
• Strong written and verbal communication with proven ability to align teams and stakeholders.
• Hands-on experience setting up or scaling tools like Shopify, NetSuite, or other integrated ERP/CRM platforms.
• A “builder” mentality—eager to create and own processes that didn’t previously exist.

What You’ll Gain

• The opportunity to shape the B2B function from a scaling enthusiast legacy to a bold new era of American made drone component manufacturing.
• Autonomy to build systems, teams, and processes from the ground up with executive-level influence.
• Visibility and impact across the FPV, government, education, and enterprise drone sectors.
• A fast-paced, purpose-driven team where creativity, accountability, and transparency are valued.

Compensation & Benefits

 Salary Range: $120,000- $150,000/year

• 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 products approved by the Defense Innovation Unit and used in critical real-world applications

The People: At Unusual Machines is the parent company to Rotor Riot and Fat Shark, two of the most respected and recognizable brands in the FPV drone industry.   Your contributions both big and small will be valued, recognized, and rewarded at every step along our exciting journey. Our team is passionate about growth, innovation, and collaboration. We are constantly striving to improve and better ourselves so that we can better support our customers.

One more thing:  If you are unsure if you have the qualifications, apply anyway!  We don’t hire off key words.  We hire real living people who have choices that we want to hear.  If you are smart and can learn that is what you need. 

About Us

Unusual Machines is a U.S.-based drone and drone parts company focused on the small and First-Person View (FPV) segments of the drone market. Our brands—Rotor Riot and Fat Shark—are two of the most respected names in FPV and have helped shape the industry through e-commerce, product development, and a deep connection with the pilot community.

We’re expanding into enterprise and defense—bringing our obsessive attention to performance, design, and U.S.-based manufacturing into high-stakes environments like search and rescue, STEM education, and military innovation. With several of our products already approved by the Defense Innovation Unit, we’re solving procurement issues for customers who demand speed, agility, and compliance.

If you love working at the intersection of community, content, and cutting-edge technology, you’ll feel right at home here.

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.

Unusual Machines participates in E-Verify. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm employment eligibility.

We unfortunately cannot offer visa sponsorship for this position.