Vice President of Defense Sales
About The Position
We are partnering with a fast-growing technology company building data-driven solutions for the national security and defense community. Their platform modernizes how defense organizations plan, procure, and sustain critical capabilities—replacing slow, manual workflows with real-time analytics and decision support. The product is already accredited, deployed, and delivering measurable impact across multiple defense branches. This is not a speculative “sell the vision” environment; you will be representing proven technology with active users and strong demand signals. This role is ideal for high-performing sellers who thrive in complex enterprise sales cycles, enjoy owning a defined territory, and want to directly influence how mission-critical decisions are made across the U.S. defense landscape.
Requirements
- 3+ years of experience selling SaaS, AI, data, analytics, or enterprise software into the U.S. Federal Government, preferably DoD.
- Demonstrated success owning a territory and full sales cycle (prospecting → discovery → technical evaluation → proposal → close).
- Experience closing new, greenfield deals with large federal or defense organizations.
- Strong understanding of defense acquisition, program management, operations, logistics, or sustainment workflows.
- Excellent communication, executive presence, and ability to operate autonomously in a high-accountability role.
- Ability to work on-site in Arlington, VA when not traveling for client meetings.
Nice To Haves
- Experience at a defense-focused SaaS, AI, or analytics company.
- Prior military or government service—especially in acquisition, operations, logistics, or maintenance.
- Experience closing 7-figure software deals with federal agencies.
- Existing relationships across DoD, national security, or defense industrial base.
- Eligibility to obtain a U.S. Government security clearance.
Responsibilities
- Own a full end-to-end new business sales cycle, from pipeline creation to contract execution.
- Personally source, develop, qualify, and progress new opportunities within the defense and national security ecosystem.
- Manage multiple complex sales cycles simultaneously with predictable fiscal-year milestones.
- Build and execute strategic account plans for key defense agencies and programs.
- Present compelling, tailored value propositions to senior-level stakeholders across operations, logistics, acquisition, sustainment, and related domains.
- Deliver product demonstrations, collaborate with internal teams on solution scoping, and ensure successful handoff to delivery post-sale.
- Represent the company at industry events, onsite meetings, and executive briefings.
Benefits
- Competitive Commission Structure
- Equity
- Comprehensive medical, dental, vision, retirement offerings, and additional employee benefits
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
