Director of U.S. Military and Government Sales

Barrett Firearms•Christiana, TN

12d

About The Position

The Director of U.S. Military and Government Sales leads Barrett’s government sales strategy and develops high-impact relationships across the U.S. Department of War, military services, federal agencies, and authorized government markets. The role turns customer needs into business opportunities and influences Barrett’s weapons and munitions business, working with executive leadership and cross-functional teams to align customer mission requirements with company capabilities. The position owns the government opportunity pipeline and leads business development and capture from opportunity identification through contract award and long-term customer growth. It serves as a principal voice of the customer, translating mission requirements, procurement priorities, funding environments, and acquisition timelines into actionable opportunities and product insights. The Director coordinates capture, proposals, bids, customer engagement, forecasts, and contract execution with internal stakeholders, while supporting compliance in partnership with responsible functions. The role also represents Barrett at customer meetings, conferences, demonstrations, trials, and defense-industry events, and maintains customer, CRM, fulfillment, and business documentation.

Requirements

Bachelor’s degree in business, marketing, engineering, program/project management, or a related discipline; equivalent relevant education, military service, and experience will be considered.
At least 10 years of progressively responsible experience in U.S. government/military sales, defense business development, capture management, or government programs.
Advanced knowledge of U.S. government and Department of War sales, defense acquisition, procurement, and government contracting processes.
Proven success developing and advancing complex government opportunities, strategic accounts, and capture strategies.
Demonstrated ability to build trusted relationships with senior military, government, acquisition, operational, technical, and industry stakeholders.
Strong negotiation, strategic account management, business development, and customer engagement capabilities.
Exceptional executive presence, communication, presentation, and interpersonal skills.
Strong analytical capabilities in pipeline management, forecasting, market analysis, competitive assessment, and business-case evaluation.
Proven ability to lead complex, cross-functional initiatives and capture teams through influence and matrixed leadership.
Valid driver’s license.
Ability to obtain a U.S. passport and security clearance if required.
Willingness to travel domestically and internationally up to 40–50%.

Nice To Haves

Direct experience in firearms, weapons systems, munitions, or defense manufacturing is strongly preferred.

Responsibilities

Develop and execute Barrett’s U.S. government and military sales strategy in alignment with company growth objectives, strategic priorities, product capabilities, and available production capacity.
Own and manage the U.S. government opportunity pipeline, including identification, qualification, prioritization, capture planning, probability assessment, forecasting, competitive positioning, and progression toward award.
Identify and develop opportunities across the Department of War, U.S. military services, federal agencies, special operations, and other authorized government markets.
Establish senior-level relationships with military customers, program offices, acquisition organizations, contracting personnel, end users, defense primes, integrators, distributors, and strategic industry partners.
Translate mission requirements, operational needs, procurement priorities, funding environments, and acquisition timelines into business opportunities and product development insights.
Lead the government sales and capture lifecycle, including customer discovery, demonstrations, evaluations, technical discussions, requirements development, RFIs, RFQs, RFPs, proposals, negotiations, awards, and post-award relationship management.
Develop capture strategies that address stakeholders, competition, value propositions, win themes, pricing, teaming opportunities, risks, milestones, and internal resources.
Coordinate proposal and bid activities to align customer requirements, technical capabilities, pricing, delivery commitments, contractual requirements, and regulatory obligations.
Maintain working knowledge of U.S. government acquisition processes, FAR/DFARS concepts, government contracting practices, appropriations and funding cycles, contract vehicles, and federal procurement pathways.
Partner with Contracts, Legal/Compliance, and other responsible functions to support compliance with federal contracting, export control, trade, firearms, security, ethics, and regulatory requirements, including ITAR/EAR and applicable ATF requirements, while respecting those functions’ independent authority and responsibilities.
Develop government sales forecasts, pipeline analytics, opportunity status, bookings outlook, customer activity, competitive intelligence, and performance metrics.
Monitor defense budgets, acquisition priorities, procurement forecasts, technology trends, and emerging requirements; identify growth opportunities and provide recommendations to executive leadership.
Coordinate with Engineering, Product Development, Operations, Supply Chain, Quality, Program Management, Finance, Contracts, Legal/Compliance, and Marketing on product strategy, capacity and delivery commitments, contract execution, customer concerns, and government-market messaging and capability materials.
Represent Barrett at military and government customer meetings, industry conferences, trade shows, weapons demonstrations, evaluations, range events, product trials, and strategic defense-industry events, including AUSA.
Lead event-related customer engagement and maintain comprehensive knowledge of Barrett products and competitive positioning.
Coordinate government order fulfillment and WAWF invoicing workflows, maintain disciplined CRM and business documentation, and perform other duties consistent with the position’s scope and level.