Director of Sales

Job Description

UNIT Solutions, a fast-growing designer and manufacturer of proprietary, non-lethal training systems for military and law enforcement personnel, is seeking a Director of Sales to lead revenue execution and scale a disciplined, predictable sales function.

The Director of Sales holds full accountability for sales performance, including pipeline development, forecast accuracy, and team execution. This role operates in a growth-stage environment and is responsible for establishing the structure, operating rhythm, and cross-functional alignment required to support rapid, scalable revenue growth, working closely with Marketing, Finance, and Operations to ensure alignment with pricing strategy, margin objectives, and fulfillment capacity. This role reports directly to the Co-President and requires comfort operating at a high execution tempo with a bias toward action.

Key Responsibilities

Revenue Ownership & Sales Leadership

• Own sales performance outcomes, including pipeline health, forecast accuracy, and quota attainment.
• Drive new customer acquisition, increase average deal size, accelerate the sales cycle, and manage the full sales acquisition process.
• Translate revenue goals into clear execution priorities and measurable expectations.
• Build, lead, and retain a high-performing sales organization aligned to growth objectives; establish clear authority and accountability within the team alongside existing business development relationships.
• Establish clear ownership, accountability standards, and productivity expectations across the sales team.
• Drive execution rigor through defined operating rhythms, performance reviews, and active oversight.
• Assess pipeline health and performance trends regularly, addressing risks to revenue targets.
• Serve as the primary leader responsible for day-to-day sales execution and results. This role encompasses inside sales, outside sales, and channel partner management as the sales function scales.

Sales Process, Systems & Alignment

• Design and implement standardized sales processes that support consistency and scalability.
• Define and maintain pipeline stages, qualification criteria, and deal management practices.
• Drive disciplined CRM usage and data accuracy to support reporting, forecasting, and decision-making.
• Develop and maintain core sales documentation to enable repeatability and effective onboarding.
• Partner with Marketing to improve lead quality and conversion into sales pipeline.
• Collaborate with Finance and Operations to align pricing strategy, margin objectives, and fulfillment capacity with sales commitments.
• Support the evolution of post-sale handoffs and customer retention practices as the commercial function matures.
• Own hands-on sales enablement, including tools, training, and collateral that equip the team to sell effectively.

Required Qualifications and Skills

Education: Bachelor's degree in Business, Marketing, or a related field, or equivalent professional experience.

Experience:

• 5+ years of progressive sales leadership experience with responsibility for revenue performance.
• Demonstrated success scaling sales in small-to-mid-market or growth-stage environments.
• Experience building sales structure, process, and accountability in lean organizations.
• Experience selling into military, law enforcement, government, or defense channels strongly preferred.
• Familiarity with longer sales cycles, procurement processes, and technical product demonstrations is a significant advantage.

Skills and Approach to Work:

• Competitive drive with a track record of personal accountability for revenue outcomes; comfortable being measured and holding others to the same standard.
• Direct, decisive communicator who can impose structure on informal teams and address performance clearly.
• Demonstrated ability to build structure, clarity, and performance in lightly resourced environments. Skilled in recruiting, developing, and retaining sales talent.
• Effective cross-functional partner to Marketing, Finance, and Operations, balancing data with practical judgment.
• Thrives at high velocity; comfortable making decisions with imperfect information and course-correcting quickly.
• Willingness to operate as both strategist and individual contributor as the team scales.

Physical Demands

This position requires domestic travel, estimated at 25-40%, to meet with customers, attend trade shows, and support field sales activities. The employee is regularly required to sit for extended periods, work at a computer, and use hands and arms to operate a keyboard, mouse, and other office equipment. The employee may occasionally be required to stand, walk, reach, and move about the office or production floor to attend meetings, review documents, or liaise with operations staff. The role may occasionally require lifting and/or moving up to 20 pounds (e.g., files, binders, laptops, or small office equipment). Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Other Information

This job description is intended to provide a general overview of the role and is not an exhaustive list of responsibilities, duties, or skills required. Responsibilities and duties may evolve based on the needs of the business. Employment with UNIT Solutions is on an at-will basis, which means that either the employee or the company may terminate the employment relationship at any time, with or without cause or notice.

Equal Employment Opportunity Statement

UNIT Solutions is an Equal Employment Opportunity employer. We prohibit discrimination or harassment of any kind and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other status protected by applicable federal, state, or local law. We are committed to a diverse and inclusive workplace.