Director of Federal Sales
About Our Client
Our client is a fast-growing, venture-backed defense technology company developing advanced solutions that enhance national security and mission effectiveness. Their platforms deliver next-generation capabilities across intelligence, surveillance, and reconnaissance, as well as aerial operations. Backed by top-tier investors and trusted by U.S. and allied defense partners, the company is scaling rapidly to meet growing demand for innovative, cost-effective solutions that bridge technology and operational readiness.
About the Role
Our client is seeking a driven federal sales leader with a proven track record of closing large, complex deals. The ideal candidate brings deep relationships across the Department of Defense and Homeland Security, and a strong understanding of the federal acquisition process. This leader will own the federal sales pipeline, build lasting relationships across commands, and close the deals that bring cutting-edge technology into the fleet.
Responsibilities
- Own the federal sales pipeline: from lead generation through capture, contracting, and close.
- Drive revenue growth by securing new programs and expanding existing ones.
- Build and nurture relationships with senior decision-makers (operational, training, and acquisition commands).
- Develop go-to-market strategies that align capabilities with mission priorities.
- Deliver compelling briefs, demos, and proposals to senior leaders and program offices.
- Partner with product and engineering teams to ensure solutions meet operational requirements.
- Lead pricing, negotiations, and contract execution.
- Build a scalable sales playbook to enable future sales hires to succeed.
Desired Qualifications
- Recently transitioned or senior defense professional with a strong network across DoD/DHS.
- 3+ years of sales or business development experience in the defense sector.
- Proven track record of closing multimillion-dollar contracts.
- Expertise in acquisition processes, mission readiness, and training programs.
- Exceptional presentation, negotiation, and relationship-building skills.
Compensation
Mid - High $300Ks OTE + equity
Location
Washington D.C. metro; Tampa, FL; Salt Lake City, UT; or Huntsville, AL