Head of Business Development - Defense Sales
Hybrid (Washington DC Area, Huntsville or other major Defense Hubs is a plus)
About the job
We are looking for a standout business development and sales leader in the defense and federal sectors who is passionate about supporting the US defense community, thinks strategically, and has a track record of software sales into the US defense industry, either directly or through partners. In this role, you will shape and drive our defense industry go-to-market strategy with key partners, especially leading data, analytics, and AI platforms. You will be responsible for building a strong pipeline of new business opportunities, managing partner relationships, and closing strategic deals.
Responsibilities
• Shape and drive the defense industry go-to-market strategy with key partners, especially leading data, analytics, and AI platforms.
• Build a strong pipeline of new business opportunities within the US defense and federal sectors.
• Manage partner relationships and close strategic deals.
• Form and grow channel sales partnerships and GTM strategies in the defense and federal sectors.
• Understand and articulate complex solutions and customer value, translating powerful technology into mission benefits.
• Work independently, carry a quota, and support the growth and potential management of a team.
• Collaborate across a multi-cultural, multi-time-zone environment.
Qualifications
• Proven experience in channel sales, building sales pipeline, GTM strategies, and forming partnerships in the US defense and federal sectors.
• Experience with horizontal software sales, with a deep understanding of the data and analytics space.
• Ability to understand and articulate complex solutions and customer value, translating powerful technology into mission benefits.
• A conceptual, solution-oriented mindset to understand customers' and partners' needs and address them effectively.
• Ability to work independently and carry a quota, with the potential to grow and manage a team.
• High energy and winning attitude.
• Team player with experience in multi-cultural environments and time-zone flexibility.
Preferred Experience
• Direct experience selling software into US defense programs or through defense-focused channel partners.
• Familiarity with privacy-enhanced technologies (PET), secure computation, or data collaboration platforms.
• Existing relationships with key defense and federal agencies or prime contractors.
• Experience navigating complex, multi-stakeholder sales cycles in government or regulated industries.
Salary Range
• $200k base + uncapped commission. ~$400k OTE