Job Overview
This role involves executing the Annual Operating Plan through pipeline development, customer engagement, and achieving monthly bookings targets. As a field-based seller, the position focuses on direct customer interactions, opportunity identification, and driving deals to closure in mission-critical communications and NC3-related capabilities.
Responsibilities
- Execute against assigned monthly, quarterly, and annual bookings targets
- Develop, maintain, and mature a qualified pipeline aligned to AOP objectives (3–5x coverage)
- Conduct regular on-site customer engagements, including capability briefings, demonstrations, and mission discussions
- Identify, qualify, and pursue opportunities across DoD and related mission partners
- Drive opportunity progression from identification through award, including customer follow-up and coordination with internal stakeholders
- Provide accurate forecasting, pipeline reporting, and sales activity tracking
- Collaborate with Business Development, Capture, and technical teams to shape opportunities and position solutions effectively
- Maintain awareness of customer priorities, funding timelines, and acquisition strategies
- Deliver timely market intelligence and competitive insights to support business unit growth strategy
Qualifications
- Bachelor’s degree in Business, Engineering, or related discipline (or equivalent experience)
- 5+ years of experience in DoD, defense contracting, or mission systems sales
- Demonstrated success in a quota-carrying, field-based sales role
- Experience managing pipeline development, forecasting, and deal execution
- Working knowledge of DoD acquisition processes and contracting environments
- Ability to travel frequently (50–70%)
- Active Secret security clearance
Preferred Skills
- Experience supporting NC3, HF communications, or mission-critical systems
- Established relationships within U.S. Navy, U.S. Air Force, or strategic communications communities
- Experience engaging with program offices, operators, and acquisition stakeholders to identify and shape opportunities
- Ability to effectively position technical solutions to both operational and acquisition audiences
Work Conditions
Remote with 50-70% travel required.
