Sales Director, A&D Sales

Exostar • Herndon, VA

19h • $150,000 - $175,000 • Hybrid

About The Position

Exostar is seeking a Sales Director to lead its Aerospace & Defense (A&D) sales team. Reporting directly to the VP of Sales, the role builds, coaches, and manages a team of four to eight Account Executives selling SaaS subscriptions of the Exostar Platform to A&D prime contractors and their supplier base.

This is a quota-carrying sales leadership position, with the quota based on the performance of the assigned team. As leader of the CMMC compliance go-to-market sales team within Exostar’s A&D business unit, the Sales Director owns the team’s pipeline, forecast, and revenue results and helps shape how Exostar competes in a fast-growing, compliance-driven market.

The position is hybrid, with three days per week in the Herndon, Virginia headquarters office for candidates in the Virginia/DC area. Remote candidates may reside in the states listed in the posting. The annual base salary range is $150,000–$175,000, with eligibility for variable commission compensation. Exostar describes its platforms as supporting secure collaboration and compliant operations in highly regulated industries, including Aerospace and Defense and Life Sciences.

Requirements

• Bachelor’s degree in business, marketing, finance, or a related field.
• At least 8 years of B2B SaaS sales experience, including at least 3 years in a quota-carrying sales leadership role managing Account Executives.
• Documented record of leading sales teams that met or exceeded quota.
• At least 3 years of experience selling to Aerospace & Defense companies, Defense Industrial Base suppliers, or Federal Government prime contractors.
• Proven success recruiting, hiring, and developing high-performing sales talent.
• Strong forecasting and pipeline management skills, with proficiency in HubSpot or a comparable CRM.
• Excellent executive presence, communication, and presentation skills.
• Ability to travel as needed to meet customers, attend industry events, and work with team members.

Nice To Haves

• Working knowledge of CMMC 2.0, DFARS 252.204-7012, and NIST SP 800-171, and how they affect A&D suppliers.
• Working knowledge of Supply Chain Solutions, Supplier Management & Onboarding, and Secure Collaboration Solutions.
• Experience leading teams that sell cybersecurity, compliance, or identity and access management solutions.
• An established network across A&D prime contractors and their supplier base.
• Experience implementing a structured sales methodology, such as MEDDICC, Challenger, or Solution Selling.
• Experience building or scaling a sales team in a growth-stage company.

Responsibilities

• Manage, lead, coach, and develop a team of four to eight Account Executives to consistently meet or exceed quota.
• Recruit, hire, and onboard Account Executive talent as the team grows.
• Run weekly one-on-ones, pipeline reviews, and deal strategy sessions, and coach Account Executives on live opportunities.
• Set performance expectations, track activity and results, and address underperformance promptly.
• Own the team’s quota and provide accurate weekly, monthly, and quarterly forecasts to the VP of Sales.
• Build and execute the A&D territory and account plan, including target account assignments and coverage across prime contractors and their supplier base.
• Ensure the team creates and maintains sufficient pipeline coverage to achieve its quota.
• Engage in strategic deals, executive meetings, and negotiations to help close large and complex opportunities.
• Drive disciplined use of HubSpot CRM and a consistent sales methodology across the team.
• Partner with marketing, demand generation, and the SDR team on campaigns and conversion of MQLs to SQLs.
• Collaborate with pre-sales, product, customer success, and contracts teams to shorten sales cycles and improve win rates.
• Share market and competitive insights with sales leadership to inform product and go-to-market strategy.
• Represent Exostar at A&D industry events and build relationships with prime contractors, industry associations, and partners.
• Serve as a trusted advisor to A&D suppliers on CMMC and NIST SP 800-171 requirements.
• Ensure compliance with company policies and government regulatory requirements.

Benefits

• Health insurance, including medical, dental, vision, prescription, and Basic Life & AD&D insurance.
• Employee Assistance Program (EAP).
• Flexible Spending Accounts.
• 401(k) matching.
• Flexible time off and sick leave.
• Training and educational assistance.
• Social and community-building events.

What This Job Offers

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