Director, Business Development – Army Sales

About the role

The Director, Business Development – Army Sales is a senior player‑coach responsible for driving personal sales while leading a team of field sales managers and representatives. This role balances direct customer engagement with strategic oversight of territory planning, pipeline development, and sales execution.

Key responsibilities

• Generate personal revenue and influence overall field sales performance across the service vertical.
• Partner with the VP, Business Unit Leader to define and execute sales strategy, territory coverage, and performance priorities.
• Coach sales managers and representatives on deal strategy, escalation support, and accountability.
• Develop and maintain territory and account plans aligned with company objectives.
• Maintain an active pipeline of opportunities, quotes, and orders, driving progression to order execution.
• Manage direct customer relationships, participate in key deals, and act as primary field contact for assigned accounts.
• Stay informed on DoD budget cycles, appropriations, and funding mechanisms affecting customer buying behavior.
• Collaborate with inside sales, contracts, pricing, and operations to ensure order fulfillment and customer satisfaction.

Required profile

• Proven senior sales leadership experience, preferably in defense or government contracting.
• Demonstrated ability to coach and develop high‑performing sales teams.
• Strong knowledge of Department of Defense budgeting, appropriations, and procurement processes.
• Excellent relationship‑building skills with end users, contracting offices, and program stakeholders.
• Track record of meeting or exceeding individual and shared revenue targets.

Required skills