Director of Sales, Aerospace & Defense

Webster & Webster Associates•Washington, DC

9d•Remote

About The Position

We are seeking a seasoned executive sales leader to direct and expand commercial business operations across priority defense primes, major military branches, and tier-one strategic accounts. In this role, you will champion senior-level customer relationships, navigate complex multi-site software toolchain and validation pursuits, and deploy comprehensive go-to-market methodologies. By managing high-value relationships in heavily regulated environments, you will elevate pipeline penetration, accelerate regional revenue, and establish a dominant market presence for a world leader in high-performance, safety-critical embedded software development tools.

Requirements

Bachelor’s degree in Business, Electrical Engineering, Computer Science, or a closely related technical field.
5+ years of proven sales, business development, or major account leadership success specifically within the aerospace and defense sectors.
Verified history of growing software revenue streams and managing sophisticated sales cycles inside highly regulated, high-reliability technical environments.
Established industry credibility and a ready network of active contacts among major defense primes, system developers, and ecosystem partners.
Elite presentation, executive presence, and contract negotiation skills with an ability to manage diverse, high-level stakeholder groups.
Extensive experience coordinating matrixed deal pursuit teams, aligning software field engineers and internal support groups to advance strategic accounts.
Natural ability to convert intricate mission demands and software verification needs into actionable commercial territory initiatives.
Strong command of modern CRM databases, rigorous sales tracking tools, and precise corporate forecast reporting methodologies.
Full availability to travel regionally and nationally to support key accounts, program milestones, and sector marketing events.

Responsibilities

Own and scale strategic relationships across major military divisions, tier-one defense systems integrators, and key industry program stakeholders.
Lead comprehensive account architectures and executive engagements for high-value pursuits intersecting multiple programs, sites, and manufacturing centers.
Formulate and deploy aggressive territory go-to-market strategies, prioritizing high-yield accounts and ensuring a robust pipeline development engine.
Collaborate with internal software development, technical engineering, field marketing, and senior corporate leadership units to align resources for critical transactions.
Orchestrate everyday account initiatives by guiding localized field sellers and account managers while preserving executive ownership over sector-specific strategies.
Cultivate and preserve deep professional networks with high-level procurement officers, program influencers, and operational buyers.
Direct complex sales cycles from initial qualification and deal positioning through to pricing optimization, master contract negotiations, and formal closure.
Analyze evolving defense trends, competitive landscapes, software standard iterations, and prime program funding to reveal new market openings.
Present the organization's technical portfolio at critical customer briefings, industrial symposia, and specialized military electronics forums.
Deliver highly predictable revenue forecasting, granular pipeline transparency, and systematic progress reviews to the corporate executive staff.