Senior Business Development Manager

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Take ownership of the entire sales process for OptiTrack solutions within U.S. Government, DoD, and Intelligence Community accounts.

• Identify, qualify, and progress opportunities with program offices, training commands, test ranges, research labs, prime contractors, and significant subcontractors.

• Establish and nurture relationships with key decision-makers, technical influencers, and acquisition professionals.

• Create and implement account and opportunity strategies for intricate, multi-stakeholder deals.

• Collaborate with technical resources to define solutions, support demonstrations, and meet customer requirements.

• Predict pipeline and ensure complete, timely, and precise opportunity data is maintained in Salesforce.

• Represent OptiTrack at pertinent industry events, such as I/ITSEC and other defense, simulation, and training conferences.

• Offer market insights to product and leadership teams regarding customer needs and competitive landscapes.

• Work together with channel partners and integrators while enhancing direct customer relationships.

⛳️ Requirements

• Over 7 years of successful B2B sales or business development experience in high-technology products or solutions.

• Proven history of selling directly to the U.S. Government, DoD, military services, and/or Intelligence Community.

• Experience navigating intricate government sales cycles involving primes, subcontractors, and end-user organizations.

• Demonstrated capability to manage long-cycle, high-value technical sales.

• Strong knowledge of government procurement processes and customer purchasing behaviors.

• Exceptional communication, relationship-building, and presentation abilities.

• Capacity to work independently, handle competing priorities, and uphold accountability in a remote setting.

• Willingness and capability to travel frequently for customer meetings, demonstrations, and industry events.

• Preferred: experience in selling simulation, training systems, modeling and simulation, VR/AR/XR, robotics, or related defense technologies.

• Preferred: established relationships within military training commands, program offices, or major defense primes.

• Preferred: experience with ITAR/EAR-controlled products or export-controlled technology.

• Preferred: current or previously held U.S. security clearance (Secret or higher).

• Preferred: familiarity with contract vehicles, OTAs, or common government acquisition pathways.

• Previous professional experience within the U.S. military, DoD, or a related government environment is advantageous.

🏝️ Benefits

• 75% employer-paid medical coverage for employees; family coverage is also included.

• 100% employer-paid dental and vision coverage for employees and their dependents.

• 100% employer-paid long-term disability, short-term disability, and life insurance policy.

• 401k Match: if contributing 5%, the employer matches 4%; 100% vested immediately.

• 10 paid holidays.

• Starting at 15 days of paid PTO (inclusive of sick and vacation time) annually.

• Employee Assistance Program (EAP).

• Flexible Spending Account (FSA).

• All benefits commence on the first day of employment.