Director, Defense Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the revenue target for U.S. defense.

• Develop a pipeline and finalize strategic deals involving hardware, data, and software.

• Lead and mentor the current defense sales team.

• Identify new customer opportunities and spearhead customer engagement, proposals, and closure activities.

• Establish relationships with operational users, program offices, contracting entities, prime contractors, and technology partners.

• Align mission requirements with funding and a feasible path to award.

• Communicate pipeline health, capture progress, risks, resource requirements, and suggested actions to leadership.

• Represent the organization in customer meetings, industry events, partner discussions, exercises, and demonstrations.

• Formulate teaming strategies.

• Collaborate with sales, product, engineering, legal, finance, marketing, operations, and leadership on key pursuits.

⛳️ Requirements

• Over 10 years of experience in U.S. defense technology sales.

• Proven track record of successfully securing complex federal opportunities that involve multiple stakeholders.

• Experience in leading a sales team.

• Direct accountability for achieving team revenue targets.

• History of mentoring others to meet sales objectives while personally originating and closing deals.

• Experience in selling hardware-enabled solutions, data-as-a-service, software, and/or integrated technical capabilities.

• Well-established network within the U.S. defense, intelligence, and security sectors.

• Capability to align operational users, program managers, contracting officers, funders, policymakers, and partners to establish a clear award pathway.

• Familiarity with federal budgets, authorizations, and appropriations.

• Technical proficiency with advanced hardware, software, and data products.

• Excellent written and verbal communication skills, sound judgment, attention to detail, and consistent follow-through.

• Willingness to engage directly in partner strategies, presentations, proposals, and customer follow-ups.

• Ability to travel up to 25% of the time.

• U.S. citizenship is a must.

• Required: Prior or current Secret or higher U.S. government security clearance.

• Preferred: Active Secret or TS/SCI security clearance.

• Preferred: Experience in maritime, ocean, weather, environmental, autonomy, sensing, data, or decision-support programs; a fast-paced defense technology environment; and/or specified U.S. military or intelligence organizations.

• Preferred: Experience in preparing federal proposals for hardware-enabled solutions, data-as-a-service, software, or integrated technical capabilities.

🏝️ Benefits

• Competitive base salary along with commission and equity.

• Comprehensive medical, dental, and vision insurance.

• Stipend for continued learning and development.

• One-time stipend for home office setup for remote team members.

• Relocation bonus for team members moving to the Bay Area.

• Flexible paid time off (PTO).

• 10 company-wide office closure days.

• The last week of December off for all employees.

• 12 weeks of parental leave.

• An additional 4 weeks for birthing parents.

• Military leave and job protection for reservists and guard members under USERRA.

• Annual company onsite week.

• Team-building events throughout the year.