Foreign Military Sales (FMS) & Defense Director

Role overview

This position leads business growth, sales execution, and strategic account development across the U.S. Department of Defense, Foreign Military Sales, Direct Commercial Sales, allied governments, defense contractors, and military procurement organizations. The role calls for a solid grasp of defense acquisition, military logistics, government contracting, and the FMS/DCS landscape, with responsibility for spotting opportunities, building relationships, and creating new business in the defense and government sectors.

What you will do

• Create and carry out a sales strategy aimed at military, defense, and government buyers.
• Prospect and develop opportunities tied to FMS, DCS, DoD programs, defense contractors, subcontractors, and allied procurement agencies.
• Build a healthy pipeline of qualified opportunities and keep it active.
• Work toward or surpass yearly revenue and profit goals.
• Develop business with defense contractors, military commands, government bodies, and international military customers.
• Travel for customer meetings, presentations, and business development activity across the Washington, D.C. area and other locations as needed.

Relationship management

• Develop and strengthen long-term relationships that help expand FMS and DCS business with allied nations, diplomatic missions, and host-nation defense organizations.
• Maintain active contact with Defense Attachés and Assistant Defense Attachés in Washington, D.C. and the National Capital Region.
• Act as a key contact for allied DAO personnel seeking U.S. defense equipment, logistics, and sustainment support.
• Track DAO engagement to surface new needs, acquisition priorities, and expected procurement timing.
• Use DAO relationships to influence early requirements and position the company before formal solicitations or Letters of Request.
• Arrange introductions between DAO contacts and internal experts, program managers, and technical teams.
• Build relationships with procurement officials, military users, and program leaders in allied defense ministries and armed forces.
• Understand partner nations’ defense priorities, modernization plans, and multi-year procurement roadmaps.
• Support allied customers through FMS and DCS by explaining U.S. contracting, security assistance, and Foreign Military Financing processes.
• Work with Security Cooperation Officers and in-country Military Groups to advance relationships and opportunities.
• Track budget cycles, parliamentary approvals, and defense funding windows to time outreach and proposals effectively.
• Develop relationships with host-nation defense offices, joint staffs, and acquisition authorities to support DCS pursuits.
• Coordinate with company representatives, agents, and teaming partners in-country to keep messaging aligned and engagement compliant.
• Understand host-nation procurement rules, offset obligations, industrial participation requirements, and local content expectations.
• Attend country visits, defense exhibitions, and bilateral defense cooperation events to expand visibility and engagement.
• Maintain relationships with DSCA stakeholders, PEOs, SAMDs, and the Office of Defense Cooperation network.
• Stay aligned with U.S. Embassy defense teams and Security Cooperation Organizations to follow allied priorities and support joint engagement.
• Build trust with DoD case managers, contracting officers, and logisticians supporting active FMS cases.
• Develop and manage relationships with prime contractors, integrators, and subcontractors on FMS and DCS pursuits.
• Partner with industry to build joint solutions, coordinate proposals, and present a cohesive capability offering.
• Represent the company at embassy functions, defense forums, AUSA, DSA, DVD, and other domestic or international defense events.
• Prepare executive briefings, capability decks, and relationship materials for allied nation and DAO stakeholders.
• Track relationship activity in the CRM, including contacts, engagement history, linked opportunities, and follow-up actions.
• Report regularly to leadership on relationship strength, pipeline impact, and revenue outlook.

Requirements

• A bachelor’s degree in Business, International Relations, Political Science, Military Studies, Supply Chain Management, or a similar discipline.
• At least 5 years of experience in defense, military, government contracting, logistics, transportation, freight forwarding, or FMS-related sales.
• An existing professional network in the defense community and the Washington, D.C. metro area.
• Strong working knowledge of FMS, DCS, U.S. government acquisition, defense procurement cycles, and military logistics/supply chain operations.
• Prior military service is preferred.
• Background in defense logistics, security cooperation programs, international military programs, aerospace and defense contracting, or government transportation/supply chain operations is preferred.
• Active security clearance or the ability to obtain one.
• Experience with ITAR, EAR, military packaging, freight forwarding, or government transportation programs.
• Intermediate proficiency with Microsoft Office tools.
• Excellent communication, presentation, and relationship-building ability.
• Strong planning, prioritization, and deadline management skills.
• Ability to juggle multiple tasks in a busy environment while staying organized and detail-focused.
• Comfort working across diverse teams and settings.
• Self-motivated, collaborative, and positive in approach.
• Strong analytical and problem-solving ability in a time-sensitive logistics environment.
• Client-focused mindset with flexibility as priorities change.
• Reliable follow-through, sound judgment, and a high level of personal integrity.
• Alignment with ICAT’s core values.
• Work is primarily office-based indoors.
• Must be able to adapt work style to client needs and project demands.
• Ability to use hands for typing and handling objects.
• Vision requirements include close, distant, color, peripheral, and depth perception, plus the ability to focus.
• Clear spoken communication is required.
• Must be able to lift, carry, push, pull, or move up to 20 pounds.
• Ability to sit for extended periods and occasionally stoop, climb, or squat.
• No supervisory responsibility.
• Travel may be required up to 50% by air and/or car for multi-site national operations.

Additional information

Salary range: $125,000 to $150,000.

Supervisory responsibilities: none.

Travel requirement: up to 50%.

This role may involve travel by air and/or car to support multi-site national operations.

Most work takes place indoors in an office setting.

The schedule must remain flexible to support client needs and project requirements.

Physical demands and work environment

This position requires regular computer use, sustained sitting, clear verbal communication, and the ability to handle normal office and travel demands. The role may occasionally involve lifting or moving items up to 20 pounds and performing movements such as stooping, climbing, or squatting.

Compensation

The annual salary for this role is expected to fall between $125,000 and $150,000.