Skills
DoD federal sales leadership
Salesforce pipeline management
Federal procurement and contracting
About the Role
We’re seeking a senior, player/coach sales leader to drive Army business development and field execution across the service vertical. In this role, you’ll contribute directly to revenue while leading, coaching, and enabling a team of field sales managers and representatives. You’ll partner closely with the VP and Business Unit Leadership to ensure territory strategy, pipeline health, and opportunity progression align with business goals.
Responsibilities
- Drive personal sales performance while supporting overall field sales execution
- Partner with leadership to implement sales strategy, territory coverage models, and performance priorities
- Coach sales managers and representatives on deal strategy, escalation support, and execution discipline
- Develop and execute territory and account plans aligned to company objectives
- Manage a robust pipeline of opportunities, quotes, and orders and ensure movement through the sales cycle
- Lead key pursuits personally, including strategic accounts and complex sales efforts
- Build and maintain strong relationships with end users, contracting offices, and program stakeholders
- Conduct in-person customer visits, briefings, and solution discussions
- Translate customer requirements into product and service solutions
- Act as the primary field point of contact for assigned accounts
- Maintain awareness of DoD budget cycles, funding mechanisms, and program timelines that influence buying behavior
- Coordinate with strategy, business development, and capture teams to align field activity with longer-term pursuits
- Collaborate cross-functionally with inside sales, contracts, pricing, and operations to support fulfillment and customer satisfaction
- Maintain accurate CRM records (Salesforce) including forecasts and pipeline reporting
- Provide required administrative reporting and maintain a working calendar for client calls, travel, and pipeline activities
Requirements
- 10+ years of experience leading field sales teams in DoD or federal markets
- Proven success coaching quota-carrying sales teams to revenue targets
- Strong knowledge of Navy and Marine Corps procurement environments
- Strong understanding of federal procurement, contracting, and customer environments
- Prior military service strongly preferred
- Bachelor’s degree preferred or equivalent industry experience
- U.S. citizenship required; ability to obtain and maintain a U.S. government security clearance
- Proficiency with Microsoft Office and Google Office tools
- Experience using Salesforce for pipeline management and forecasting
- Internet research and searching proficiency
- NetSuite or ERP familiarity is a plus
Benefits
- Work in a mission-focused environment with leadership opportunities to coach and develop a sales team
- Collaborate with cross-functional teams to support customer outcomes and revenue growth
- Administrative work supported by an at-home office setup
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