Director, Sales & Business Development, COMINT

SPX Technologies • Washington, DC

10d • $200,000 - $263,000 • Hybrid

About The Position

SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. As part of Detection and Measurement, TCI is a global leader in innovative spectrum monitoring and communications intelligence (COMINT) systems. The Director of Sales & Business Development for COMINT leads the strategic direction, management, and growth of the COMINT division. This high-impact role fuses deep technical expertise with dynamic sales leadership, directly supporting the company’s growth objectives by developing and executing sales campaigns, guiding a diverse sales team, and driving market expansion worldwide.

Requirements

• Minimum five years of experience in senior-level sales with recent sales management experience.
• Experience with foreign government contract negotiations in a commercial business environment.
• Experience selling complex, large-scale enterprise solutions.
• Proven skills managing sales cycles from a few months to 18 months, including multi-million dollar tenders.
• Demonstrated proficiency in understanding financial statements (P&L and Balance Sheet).
• Proven ability to quickly grasp highly technical concepts and communicate their benefits to customers.
• Experience managing remote sales teams and international sales representatives.
• Strong written and verbal communication and interpersonal skills.
• Exceptional organizational and time management skills.
• Demonstrated ability to lead and facilitate group meetings.
• Must be a U.S. citizenship required due to government contract obligations
• Ability to obtain Security Clearance, for which the United States Government requires United States citizenship

Nice To Haves

• COMINT sales experience is a plus.
• Multiple language skills are highly desirable
• Entrepreneurial mindset with a passion for innovation and growth.
• Ability to translate technical concepts into clear, compelling sales messages.
• Result-oriented, adaptable, and able to thrive in a fast-paced environment.
• Strong negotiation and influencing skills.
• Commitment to customer success and long-term partnerships.
• Located near the Greater D.C. Metropolitan area

Responsibilities

• Work closely and cooperatively with members of the company’s management team to develop and implement sales campaigns in support of COMINT growth objectives.
• Lead the strategic planning and execution of go‑to‑market initiatives for new product development, including positioning, pricing, channel strategy, and product launch.
• Collaborate with staff to develop and update annual operating and strategic growth plans for the COMINT product line, including bookings forecasts.
• Participate in the company’s planning and annual goal‑deployment process; establish, monitor, and implement short‑ and long‑range goals, objectives, policies, and operating procedures as related to COMINT sales.
• Monitor and analyze COMINT sales activities against plan; develop and implement strategies to achieve stretch goals.
• Lead the COMINT sales team to identify, manage, and grow new accounts—serving as capture manager when needed to close contracts.
• Participate actively in the capture process for strategic COMINT opportunities, including capture planning, strategy development, customer site visits, and contract negotiations.
• When appropriate or needed, meet decision‑makers within current and new client organizations to pursue specific, strategic opportunities.
• Assist the COMINT team to identify customer needs and wants, utilizing this information to deliver best‑value solutions that meet customer requirements, schedules, and budgets.
• Serve as a key advisor on market trends and competitive intelligence by soliciting inputs from international representatives, potential customers, and existing customers to drive roadmaps and strategies.
• Manage and oversee all sales channel efforts for COMINT, including a global direct sales force, a network of independent commissioned sales representatives, and a limited set of independent distributors.
• Lead the COMINT team to meet sales quotas for defined opportunities.
• Oversee the maintenance of COMINT product pricing guidelines and associated price lists.
• Guide the preparation, issuance, and delivery of COMINT sales materials and sales tools.
• Partner with Product, Sales, and Operations teams to define new product launches and deliver measurable business impact that maximizes market and revenue growth.
• Work with engineering and product teams to advance features and enhancements in support of sales growth.
• Collaborate with staff across the organization to ensure effective commercial execution and alignment between customer commitments and operational capabilities.
• Recruit, train, motivate, supervise, mentor, and evaluate COMINT sales staff, consultants, and sales representatives.
• Promote positive relations with customers, employees, partners, vendors, and distributors.
• Oversee the maintenance of COMINT contact, prospect, and target databases (Salesforce).
• Provide monthly and quarterly analysis and reporting of key COMINT sales metrics.
• Develop and manage sales travel budgets for COMINT sales staff.
• Collaborate with the sales team to highlight the value and ROI of COMINT solutions.
• Represent the company at industry events, conferences, and webinars.
• Monitor industry developments and regulatory changes for new business opportunities.

Benefits

• health benefits
• 401k retirement with a company match
• flexible time off
• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs

What This Job Offers

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