Sales Manager - Artificial Intelligence & Defense - East Coast

• Innovative technology with a strong demand in DoD & Defense markets.
• Equity / RSUs with 3-year vesting and real upside

About Our Client

Our client is a high-growth technology company operating at the intersection of artificial intelligence and semiconductors, focused on developing specialized IP and hardware that powers advanced neural networks at the edge. Their solutions are embedded directly into next-generation chips and are used across defense, industrial, and emerging technology applications, with strong adoption among DoD programs and leading defense contractors.

Job Description

• Own and execute the sales strategy to drive revenue growth across AI, semiconductor IP, and edge computing solutions
• Identify, develop, and close new business opportunities within DoD, defense contractors, and adjacent markets
• Manage the full sales cycle end-to-end, including prospecting, qualification, technical discussions, proposal development, and contract negotiation
• Build and maintain strong, long-term relationships with key stakeholders across engineering, procurement, and executive teams
• Balance new business development and existing account growth (approximately 50/50 split)
• Navigate complex, long-cycle deals (18-24+ months) with multiple decision-makers and buying groups
• Partner closely with internal engineering and product teams to align solutions with customer needs and ensure successful delivery
• Maintain an accurate and consistent pipeline, forecasts, and reporting within Salesforce
• Drive consistent prospecting activity, including outreach, meetings, and quoting, to maintain healthy pipeline coverage
• Represent the company at industry events, conferences, and customer meetings to build brand presence and network within the defense and AI ecosystem
• Stay informed on market trends, competitive landscape, and emerging technologies within AI, semiconductors, and defense applications
• Provide feedback from the field to influence product direction, pricing strategy, and go-to-market approach

The Successful Applicant

• 10-12+ years of technical sales experience, ideally selling complex solutions requiring long sales cycles
• Proven track record selling into DoD, defense contractors, or federal agencies
• Strong background in AI, semiconductor technologies, chip/IP licensing, or related hardware (must understand technical value, not just sell on relationships)
• Experience navigating long, multi-stakeholder sales cycles (18-24 months typical; government cycles can extend further)
• Comfortable owning a true 50/50 split between business development and account management
• Able to identify, open, and close new opportunities while also growing existing strategic accounts
• Strong communicator who can translate highly technical concepts into business value for both technical and non-technical stakeholders
• Demonstrated ability to operate in a startup or high-growth environment
• Self-starter who operates with minimal supervision and takes full ownership of pipeline, forecasting, and results
• Technical foundation preferred (Electrical Engineering, Computer Engineering, or similar) but not required if offset by deep domain sales experience
• Motivated by high earnings potential, long-term equity upside, and the opportunity to help scale a growing team

What's on Offer

• Base salary $150K-$200K (with total comp typically landing $300K-$450K+)
• 70/30 comp split (base + variable) with uncapped commission on top
• Commission typically ~2-3% on revenue, with strong earners clearing $100K+ annually in commission
• Equity / RSUs with a 3-year vesting schedule (rare for companies at this stage, real long-term upside)
• 401(k) with company match
• Medical benefits with high employer contribution (up to ~95% covered on select plans)
• Fully covered dental and vision
• 3 weeks PTO + 11 paid holidays
• Opportunity to step into leadership as the team scales and the business grows
• ~50% travel, primarily East Coast; fully remote role with flexibility and high autonomy