Director of Sales

VirTra • Chandler, AZ

6d • Onsite

About The Position

The Director of Sales develops, leads, and executes VirTra's domestic sales strategy, directly oversees regional sales personnel, and manages designated federal government accounts. As a member of the leadership team, this role contributes market intelligence, customer feedback, and strategic recommendations on product development, positioning, pricing, and competitive differentiation. The position is accountable for customer acquisition, revenue, sales, profitability, and market-share objectives, while aligning Sales with Marketing, Product Development, Customer Support, and Executive Leadership.

The Director leads and develops sales personnel; establishes sales plans, budgets, quotas, territories, forecasts, and performance metrics; manages federal and strategic customer relationships; and advances business development across VirTra product lines. The role also supports proposals, contract negotiations, customer presentations, marketing initiatives, product strategy, and customer success. It represents VirTra at industry and customer events and ensures compliance with departmental ISO 9001 processes and company quality policy.

This is a full-time, non-remote position of 40 or more hours per week. Normal hours are Monday through Friday, 8:00 a.m. to 5:00 p.m.; periodic overtime and weekend work may be required during high-production periods or deadlines. Pre-employment background, credit, driving-record, and drug screenings are required.

Requirements

• Demonstrated success leading high-performing sales teams.
• Proven ability to develop client-focused, differentiated, achievable business solutions and lead the sales process from strategic planning through contract award and account growth.
• Excellent executive-level presentation, negotiation, and influencing skills.
• Strong knowledge of consultative selling methodologies and complex sales cycles.
• Exceptional verbal, written, and interpersonal communication skills.
• Ability to manage multiple priorities in a fast-paced environment.
• Strong analytical and forecasting capabilities; experience managing budgets, sales pipelines, and performance metrics.
• Proficiency with Microsoft Word, Excel, PowerPoint, Outlook, and CRM systems; proficiency with Microsoft Teams is also specified in the education and experience section.
• Strong understanding of customer service principles and account management methodologies.
• Working knowledge of government procurement processes.
• Ability to articulate the technical and operational advantages of VirTra products and services.
• Bachelor's degree in business, Marketing, Management, Criminal Justice, Public Administration, or a related field, or an equivalent combination of education and relevant work experience.
• Minimum 10 years of progressive Sales and Marketing leadership experience.
• Minimum 5 years managing sales teams with direct leadership responsibilities.
• Proven record of achieving and exceeding revenue growth targets.
• Experience developing and implementing strategic sales plans.
• Extensive firearms handling experience.
• Ability to sit regularly; walk; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. Often required to stand and walk.
• Ability to occasionally lift objects up to 20 pounds and sit and work at a computer for upwards of four hours at a time.
• Availability for a 40-plus-hour workweek and periodic overtime or weekend work as required.
• Successful completion of required pre-employment background, credit, driving-record, and drug screenings.

Nice To Haves

• Previous law enforcement and/or military experience.
• Experience selling training, simulation, defense, law enforcement, public safety, government technology, or related solutions.
• Experience managing federal government accounts.
• Experience working with government contracts and procurement processes.

Responsibilities

• Contribute to corporate growth strategy as a member of the management team.
• Develop and execute sales strategies and long-term growth plans aligned with revenue, profitability, and market-share objectives.
• Establish annual operating plans, sales budgets, revenue forecasts, and performance metrics; provide executive reporting and recommendations.
• Lead, coach, mentor, recruit, hire, onboard, train, review, and retain regional sales managers and representatives.
• Establish sales quotas, territory plans, and performance expectations, and implement employee development plans.
• Manage assigned federal government accounts and strategic customers; develop relationships with agencies, contracting officers, procurement officials, program managers, and decision-makers.
• Coordinate sales activities involving federal, military, law enforcement, and other government customers; support proposals, contract negotiations, pricing, presentations, and government contract growth.
• Identify emerging markets, industry trends, customer needs, competitive threats, and market opportunities; develop market penetration and customer acquisition strategies for VirTra product lines.
• Build relationships with industry influencers, trade organizations, distribution partners, and strategic alliances.
• Develop accurate sales forecasts and pipeline management processes; use Salesforce or an equivalent CRM to track opportunities, interactions, and performance.
• Implement sales processes that support order fulfillment and customer satisfaction; analyze metrics and improve sales effectiveness.
• Partner with Marketing on promotional campaigns, digital content, trade shows, sales collateral, advertising, and demand generation.
• Provide market and customer feedback to inform product development roadmaps, product positioning, and pricing strategies.
• Meet with key customers, support major sales opportunities and complex transactions, anticipate customer needs, and improve satisfaction, retention, and account growth.
• Represent VirTra at conferences, trade shows, professional associations, and customer events; maintain awareness of events affecting business opportunities and customer priorities.
• Comply with department ISO 9001 processes and company quality policy.
• Manage and log time worked daily by project code when needed, provide support to other departments, and perform other duties as requested.

What This Job Offers

• Job Type: Full-time
• Career Level: Director