Director Field Sales, Army

Noble

About The Position

The Director of Field Sales, [Service Vertical] is a senior player/coach sales leader responsible for driving personal sales performance while guiding and enabling a team of field sales managers and representatives. This role maintains direct customer engagement and may carry a personal or shared sales target, while providing leadership across territory strategy, pipeline development, and sales execution. The Director shares accountability for field sales performance within the service vertical, operating in close partnership with the VP, Business Unit Leader, who retains ultimate ownership of revenue outcomes and business performance. Success in this role is measured by Individual and shared revenue contribution, overall field sales execution effectiveness, pipeline health and opportunity progression, team development, coaching impact, and retention, and alignment with business unit sales strategy

Requirements

10+ years of experience in field sales leadership within DoD or Federal markets
Demonstrated success leading quota-carrying sales teams
Strong understanding of Federal procurement, contracting, and customer environments
Ability to obtain and maintain a security clearance, if required
Microsoft Office Suite.
Google Office Suite.
Salesforce.
Proficient in internet searching.

Nice To Haves

Prior military service strongly preferred
Bachelor’s degree preferred or equivalent industry experience
NetSuite or familiarity with an ERP system a plus.

Responsibilities

Contribute directly to revenue generation while supporting and influencing overall field sales performance across the service vertical.
Partner with the VP, Business Unit Leader to execute sales strategy, territory coverage models, and performance priorities.
Support sales managers and representatives through coaching, deal strategy, and escalation support, while reinforcing accountability and execution discipline.
Develop and execute territory and account plans aligned to company objectives.
Maintain and manage an active pipeline of opportunities, quotes, and orders.
Drive opportunity progression from identification through order execution.
Maintain direct customer relationships and participate personally in key deals, strategic accounts, and complex sales efforts as both a seller and leader.
Establish and maintain strong relationships with end users, contracting offices, and program stakeholders.
Conduct regular in-person customer visits, briefings, and solution discussions.
Identify customer requirements and translate needs into product and service solutions.
Serve as the primary field point of contact for assigned accounts.
Maintain working knowledge of DoD budget cycles, appropriations, and funding mechanisms as they impact customer buying behavior.
Monitor customer programs, funding timelines, and mission priorities.
Liaise with strategy, business development, and capture teams to align field sales activity with longer-term pursuits.
Collaborate with inside sales, contracts, pricing, and operations teams to support order fulfillment and customer satisfaction.
Coordinate vendor relationships, ride-alongs, and product demonstrations.
Communicate competitive intelligence, market trends, and customer feedback to leadership.
Serve as a player/coach by mentoring and supporting Field Sales Representatives, providing guidance on account strategy, customer engagement, and opportunity progression without serving as the sole owner of team outcomes.
Maintain accurate CRM (Salesforce) records, forecasts, and pipeline reporting.
Prepare sales reports, expense reports, and required administrative documentation.
Interface and effectively communicate with the management team, staff, customers, sub-contractors, vendors, business partners, and suppliers.
Take ownership and responsibility for all aspects of the customer and team sales process.
Maintain and update a Google calendar consisting of client calls, travel, and working sales pipeline.