Head of Sales

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

📋 Description

• Establish a robust and profitable customer base within the U.S. Army, transforming Army priorities into funded opportunities, contract awards, and ongoing field adoption.

• Oversee Army business development and capture efforts from the initial opportunity shaping through customer engagement, acquisition strategy, proposal submission, award, and post-award adoption.

• Create and implement an Army account and capture strategy that translates customer requirements into qualified, fundable, and winnable opportunities.

• Foster trusted relationships throughout various Army levels and mission sets, including operators, requirements owners, capability developers, PEO/PM offices, contracting organizations, Army Futures Command, and ASA(ALT) stakeholders.

• Evaluate opportunities, establish customer-supported win themes, assess competitors, develop price-to-win strategies, and make informed bid/no-bid decisions based on evidence.

• Align Army priorities with requirements, funding pathways, acquisition strategies, and timelines for obligation; collaborate with Government Relations for compliant customer engagement and sponsor advocacy.

• Identify and position acquisition routes including FAR-based competitions, OTAs, CSOs, BAAs, IDIQ task orders, prime partnerships, and subcontract channels.

• Direct proposal strategy and execution in collaboration with Contracts, Pricing, SMEs, and partners while ensuring compliance, traceability, and readiness for timely submission.

• Define pipeline parameters, establish evidence standards, and implement review processes for accurate forecasting and clear next steps.

• Collaborate with Delivery and Customer Success to coordinate onboarding, track adoption and readiness outcomes, mitigate delivery risks, and create follow-on opportunities.

⛳️ Requirements

• Proven track record of winning and expanding business with the U.S. Army or in closely related defense markets, demonstrating clear ownership of revenue, capture, and customer outcomes.

• Established capability to cultivate sustainable relationships with Army operators, requirements and capability stakeholders, acquisition decision-makers, and industry partners.

• Strong comprehension of the journey from operational needs to Army priorities, including POM and budget alignment, appropriations, acquisition, and obligation processes.

• Practical knowledge of FAR-based and alternative acquisition pathways, coupled with sound judgment in selecting compliant contracting routes.

• Demonstrated capture discipline, covering qualification and stage gates, customer-supported win themes, competitive evaluations, price-to-win strategies, and bid/no-bid recommendations.

• Experience leading complex proposal efforts and coordinating cross-functional teams and partner contributions to ensure compliant, on-time submissions.

• Strong skills in forecasting and pipeline management, backed by documented evidence, consistent definitions, and an established operational rhythm.

• High integrity and sound ethics in government engagement, with an understanding of procurement integrity, organizational conflicts of interest, and fair competition standards.

• Ability to collaborate across business development, Government Relations, Contracts, Proposals, Delivery, and Customer Success, while remaining accountable during post-award adoption.

• Willingness to travel approximately 40% to customer locations, exercises, demonstrations, and industry events.

• Experience in supporting Army requirements and funding initiatives through the POM/Budget process in collaboration with Government Relations.

• A history of positioning offerings on various Army-relevant contract vehicles, including direct-award opportunities, prime IDIQs, OTA consortia, or subcontract channels.

• Familiarity with multiple Army echelons, formations, mission sets, and both CONUS and OCONUS commands.

• Experience with large, competitive defense proposals, including conducting red-team reviews and leading multi-volume submissions.

• A base in the Washington, D.C. metro area is preferred.

• Legally authorized to work in the country where applying; sponsorship may be necessary as indicated in the application form.

🏝️ Benefits

• Approximately 40% travel to Army customer sites, exercises, demonstrations, and industry events.

• Remote work opportunities within the U.S.

• Chance to engage in defense technology projects, including uncrewed vessels, ground robotics, aircraft, autonomy software, and command-and-control systems.