Director of Business Development - Army Sales

Position Overview

The Director, Army Sales is a seasoned sales leader who balances personal sales responsibilities with leading a team of field sales managers and representatives. This senior role involves directly engaging with customers and may include carrying individual or shared sales targets. The Director leads efforts across territory planning, pipeline management, and sales execution.

Reporting collaboratively with the VP, Business Unit Leader — who holds ultimate accountability for revenue and business outcomes — the Director is evaluated on individual and team revenue contributions, pipeline health, opportunity advancement, coaching effectiveness, staff retention, and alignment with overall sales strategy.

Key Duties and Responsibilities

• Contribute actively to revenue generation while also guiding and influencing field sales performance across the service vertical
• Work closely with the VP to implement sales strategies, define territory coverage, and focus on performance priorities
• Coach sales managers and representatives, assist with deal planning and escalations, and enforce accountability and sales discipline
• Create and carry out territory and account plans that support corporate objectives
• Maintain a robust sales pipeline, including opportunities, quotes, and orders, ensuring steady progression from identification to order fulfillment
• Maintain direct relationships with customers, take part in critical deals, strategic accounts, and complex sales initiatives, serving both as a salesperson and as a leader
• Build and sustain strong connections with end users, contracting offices, and program stakeholders through regular in-person meetings, briefings, and solution presentations
• Understand and track Department of Defense budget cycles, funding mechanisms, and timelines to anticipate customer purchasing patterns
• Coordinate closely with strategy, business development, and capture teams to align sales activities with long-term plans
• Collaborate with internal teams such as inside sales, contracts, pricing, and operations to support order processing and ensure customer satisfaction
• Manage vendor relationships, including ride-alongs and product demonstration coordination
• Provide market and competitive intelligence feedback to leadership and serve as a mentor to field sales representatives, supporting account strategies and opportunity development
• Ensure accurate use of CRM systems like Salesforce for forecast and pipeline management and prepare sales and expense reports
• Communicate effectively with management, partners, customers, subcontractors, vendors, and suppliers, owning the sales and customer engagement processes fully
• Maintain an organized calendar of client calls, travel, and sales pipeline activities

Qualifications and Experience

• Over 10 years of experience directing field sales teams within Department of Defense or federal market sectors
• Proven track record of coaching sales teams to meet or exceed revenue goals
• In-depth knowledge of procurement processes within the Navy and Marine Corps
• Strong understanding of federal contracting and customer environments
• Prior military service is highly favored
• Bachelor’s degree preferred or equivalent professional background
• U.S. citizenship with ability to obtain and maintain government security clearance is mandatory

Technical Proficiencies

• Skilled in Microsoft Office and Google Workspace tools
• Experienced with Salesforce for managing sales pipelines and forecasting
• Competent in internet research techniques
• Familiarity with ERP systems such as NetSuite is advantageous

Work Environment

The role requires having a personal home office to complete administrative tasks.