Sales Account Management Director

Mercury Systems

23h•Remote

About The Position

Mercury’s sales leadership team is seeking an experienced Director of Business Unit Sales to drive strategic growth, new design wins, bookings, and revenue across the Southwest and Rocky Mountains territory. This senior sales position will focus on developing and executing strategic relationships with customers requiring advanced mixed-signal and RF solutions for radar and electronic warfare applications. Revenue will be driven directly, through Strategic Accounts, and third-party channel partners. The successful candidate will be a strategic leader who can architect complex solutions, lead cross-functional teams, and drive both tactical execution and long-term business development while expanding Mercury’s market presence across the broader product portfolio.

Requirements

4-year degree in Engineering, Business, or equivalent from an accredited institution; advanced degree preferred
Typically requires a minimum of 8+ years of progressive outside sales experience with demonstrated track record of exceeding quota
Proven experience in sales leadership or director-level role managing complex, multi-million-dollar opportunities
Experience in solution selling, both direct and indirect through channel partners
History of building and executing strategic territory plans
Strong understanding of mixed-signal IC architectures and applications
In-depth knowledge of RF (Radio Frequency) design, systems, and applications
Working knowledge of radar systems and electronic warfare (EW) applications and requirements
Semiconductor to subsystem-level technical understanding enabling credible engagement with chief engineers and technical executives
Ability to architect complex technical solutions addressing customer system requirements
Expert proficiency with Salesforce CRM platform including pipeline management, forecasting, and analytics
Highly self-driven individual with proven ability to manage large territories and complex sales cycles independently
Demonstrated excellence in driving organizational change and communicating strategic vision
Executive-level communication and presentation skills
Proven competencies in structuring complex sales targets, revenue models, contract negotiations, and strategic partnerships
Strong business acumen with P&L understanding
Ability to obtain and maintain a DoD Secret Clearance
Federal government, Aerospace & Defense, and/or Prime Contractor sales experience
This position requires an active DoD Secret Clearance, or the ability to obtain one. US Citizenship is required.

Nice To Haves

An active DoD Secret Clearance
Existing executive-level relationships within the Southwest/Rocky Mountains defense and aerospace community
Experience with ITAR and export control regulations
Previous experience selling into radar, EW, or signals intelligence programs

Responsibilities

Develop and execute comprehensive territory sales strategy aligned with corporate objectives
Lead and influence cross-functional teams to achieve business unit goals
Drive strategic account planning and executive-level customer engagement
Identify and pursue new market opportunities within the Southwest/Rocky Mountains defense and aerospace ecosystem
Provide strategic direction and mentorship to field sales representatives and channel partners in the region
Own and deliver annual bookings, revenue, and design win targets for the territory
Develop, implement, and maintain a successful sales methodology cycle across the business unit
Build and maintain a growth-oriented profitable customer base aligned with company strategic direction
Directly manage critical strategic accounts; establish and implement short and long-term sales goals and objectives
Analyze and evaluate the effectiveness of sales methods, costs, and results across the territory
Prepare and present accurate and timely performance, pipeline, and activity reports to senior executive management
Forecast bookings, revenue, and design win information with high accuracy
Lead the development of complex project proposals requiring technical and business acumen
Evaluate competitive intelligence and market dynamics; implement strategic responses
Manage contract negotiations, pricing strategies, and deal structures for major opportunities
Oversee sales dashboards ensuring accuracy, visibility, and actionable insights
Partner with Marketing to develop sales support functions including collateral, trade shows, and webinar tools
Collaborate with Product Management and Engineering to influence product roadmap based on customer needs
Work with Operations and Program Management to ensure customer satisfaction and program execution
Represent the voice of the customer to executive leadership