Vice President of Sales

Job Description

The Opportunity

We are partnering with a rapidly growing defense and security technology company seeking an accomplished Vice President of Sales to lead its U.S. sales organization and accelerate growth across federal, defense, homeland security, public safety, and critical infrastructure markets.

This is a high-visibility leadership opportunity for an experienced sales executive who thrives in an entrepreneurial environment, understands complex government sales cycles, and has a demonstrated history of building successful sales teams while consistently delivering revenue growth.

The ideal candidate combines strategic thinking with hands-on execution. We're looking for someone who can develop a comprehensive sales strategy, coach and mentor experienced sales professionals, build executive-level customer relationships, and actively participate in advancing and closing major opportunities.

This role offers significant autonomy and the opportunity to directly influence the company's continued expansion throughout the United States.

Key Responsibilities

Sales Leadership & Team Development:

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• Lead, manage, and develop a team of sales executives responsible for expanding the company's presence across U.S. defense, federal, and security markets.
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• Provide hands-on coaching, mentoring, and performance management to build a high-performing, accountable sales organization.
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• Establish clear sales objectives, performance expectations, and measurable revenue targets.
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• Work directly with sales executives to develop account strategies, advance opportunities, and successfully close complex deals.
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• Foster a collaborative, results-oriented sales culture focused on professional development, accountability, and sustained growth.
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Revenue Growth & Sales Strategy:

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• Develop and execute comprehensive sales strategies to expand market share and consistently achieve revenue objectives.
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• Identify opportunities across the Department of Defense (DoD), Department of Homeland Security (DHS), Department of Justice (DOJ), Department of Energy (DOE), and other federal agencies.
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• Drive growth within defense, law enforcement, public safety, transportation, and critical infrastructure markets.
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• Evaluate opportunities by customer segment, geographic region, sales channel, and strategic market potential.
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• Lead initiatives to penetrate new accounts while expanding relationships and revenue opportunities within existing customers.
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• Develop and execute strategies for selling complex technology solutions, advanced equipment, and integrated systems into government markets.
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Strategic Accounts & Complex Sales:

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• Support sales executives throughout the entire sales cycle, from opportunity identification and qualification through negotiations and contract award.
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• Personally engage with senior government officials, procurement leaders, program managers, and strategic industry partners.
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• Provide executive-level support on high-value opportunities and complex sales pursuits.
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• Develop relationships with federal agencies, prime contractors, systems integrators, and channel partners.
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• Identify opportunities for long-term customer relationships, contract expansion, renewals, and additional product or service offerings.
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• Navigate complex government procurement processes, competitive bidding requirements, and acquisition timelines.
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Sales Operations & Performance:

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• Maintain accountability for U.S. sales performance, revenue targets, pipeline development, and forecasting accuracy.
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• Oversee CRM utilization, opportunity tracking, sales reporting, and pipeline management.
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• Establish measurable sales performance indicators and ensure consistent execution across the organization.
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• Evaluate market trends, competitive activity, customer requirements, and procurement opportunities to inform sales strategies.
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• Develop accurate revenue forecasts and communicate performance, risks, and opportunities to executive leadership.
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Executive & Cross-Functional Collaboration:

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• Partner directly with senior executive leadership to develop and execute corporate growth strategies.
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• Collaborate with Product Management, Engineering, Pre-Sales, Marketing, and other internal teams to support customer requirements and market expansion.
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• Provide customer and market feedback to influence product positioning, future capabilities, and go-to-market strategies.
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• Present sales performance, strategic initiatives, forecasts, and growth opportunities to executive leadership.
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• Represent the organization at industry conferences, government events, customer meetings, and strategic business engagements.
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Required Qualifications

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• 10+ years of progressive sales leadership experience within defense, aerospace, federal technology, homeland security, public safety, or related government markets.
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• Demonstrated success leading, coaching, mentoring, and developing high-performing sales teams.
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• Proven track record of achieving or exceeding significant revenue targets and sales quotas.
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• Experience managing sales executives responsible for complex, high-value government accounts.
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• Ability to balance strategic leadership responsibilities with direct involvement in customer engagements and major sales opportunities.
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• Strong experience developing sales strategies, managing pipelines, and driving measurable revenue growth.
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Federal & Defense Market Expertise

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• Established experience selling products, equipment, technology, or integrated solutions into U.S. federal government markets.
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• Strong understanding of Department of Defense and Department of Homeland Security acquisition and procurement processes.
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• Experience developing business with federal agencies, military organizations, government contractors, and strategic partners.
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• Demonstrated success navigating lengthy, complex government sales cycles.
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• Experience with government solicitations, RFIs, RFPs, competitive bidding, and program funding processes.
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• Established relationships within relevant federal agencies, acquisition organizations, and government procurement communities.
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• Proven ability to personally support negotiations and close significant government contracts.
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Preferred Experience:

Candidates with experience in one or more of the following industries or technology areas are particularly encouraged to apply:

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• Defense electronics and military systems
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• Aerospace and defense technology
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• Electronic warfare and advanced sensing systems
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• Intelligence, surveillance, and reconnaissance (ISR)
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• Command, control, and communications systems (C4ISR)
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• Radar, sensors, and detection technologies
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• Military hardware and capital equipment
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• Federal security technology and integrated systems
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• Homeland security and public safety solutions
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• Law enforcement technology and equipment
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• Critical infrastructure protection
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• Autonomous systems and unmanned technologies
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• Counter-UAS and related defense capabilities
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What Makes This Opportunity Compelling?

Executive-Level Influence

Take ownership of a U.S. sales organization with direct visibility to senior executive leadership and meaningful influence over company growth strategies.

Build & Lead a High-Performing Team

Play a central role in developing sales talent, improving organizational performance, and building a culture focused on accountability and results.

Expanding Market Opportunities

Drive business across multiple federal agencies and market segments, including defense, homeland security, law enforcement, and critical infrastructure.

Innovative Technology Portfolio

Represent advanced technology solutions designed to address complex operational and security challenges.

Entrepreneurial Environment

Join a growing organization where initiative, strategic thinking, and execution are valued, and where your contributions will directly influence business performance.