Director, Defense Sales

BizFirst LLC

. Own the U.S. defense revenue target . Build pipeline and close strategic hardware, data, and software deals . Manage and coach the existing defense sales team . Develop new customer opportunities and lead customer

Posted 11/6/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in U.S. defense technology sales, with a proven track record of leading teams to achieve revenue targets and successfully closing complex federal opportunities. Possesses strong technical fluency in hardware, software, and data products, along with the ability to navigate federal budgets and engage effectively with multiple stakeholders.

Highest-signal resume keywords

10+ Years U.S. Defense Technology Sales ExperienceExperience Leading A Sales TeamRecord Of Coaching Others To Sales GoalsEstablished Network Across U.S. Defense CommunityTechnical Fluency With Hardware, Software, And Data Products

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Federal OpportunitiesHardware-Enabled SolutionsData-As-A-ServiceIntegrated Technical CapabilitiesFederal Proposals PreparationRevenue Target ManagementCustomer EngagementPipeline DevelopmentTeaming StrategiesSales Goal Achievement

Soft Skills

Strong Written CommunicationStrong Verbal CommunicationSound JudgmentAttention To DetailConsistent Follow-Through

Certifications & Qualifications

U.S. CitizenshipSecret Or Higher U.S. Government Security Clearance

Industry Keywords

U.S. DefenseIntelligenceSecurity CommunityFederal BudgetsAuthorization And AppropriationsMaritime ProgramsEnvironmental ProgramsDecision-Support ProgramsFast-Paced Defense Technology CompanyU.S. Military Or Intelligence Organizations

Tech Stack

Tools & technologies

TypeScript

About the role

Key responsibilities & impact

Own the U.S. defense revenue target
Build pipeline and close strategic hardware, data, and software deals
Manage and coach the existing defense sales team
Develop new customer opportunities and lead customer engagements, proposals, and closing activity
Build relationships with operational users, program offices, contracting organizations, prime contractors, and technology partners
Connect mission needs with funding and a workable path to award
Report pipeline health, capture progress, risks, resource needs, and recommended actions to leadership
Represent the client at customer meetings, industry events, partner discussions, exercises, and demonstrations
Develop teaming strategies
Collaborate with sales, product, engineering, legal, finance, marketing, operations, and leadership on priority pursuits

Requirements

What you’ll need

10+ years of U.S. defense technology sales experience
Demonstrated success winning complex federal opportunities involving multiple stakeholders
Experience leading a sales team
Direct responsibility for a team revenue target
Record of coaching others to sales goals while personally originating and closing deals
Experience selling hardware-enabled solutions, data-as-a-service, software, and/or integrated technical capabilities
Established network across the U.S. defense, intelligence, and security community
Ability to align operational users, program managers, contracting officials, funders, policymakers, and partners around a clear path to award
Working knowledge of federal budgets, authorization, and appropriations
Technical fluency with sophisticated hardware, software, and data products
Strong written and verbal communication, sound judgment, attention to detail, and consistent follow-through
Willingness to work directly on partner strategies, presentations, proposals, and customer follow-up
Willingness to travel up to 25%
U.S. citizenship required
Previously held or current Secret or higher U.S. government security clearance required
Preferred: Active Secret or TS/SCI security clearance
Preferred: Experience with maritime, ocean, weather, environmental, autonomy, sensing, data, or decision-support programs; a fast-paced defense technology company; and/or specified U.S. military or intelligence organizations
Preferred: Experience preparing federal proposals for hardware-enabled solutions, data-as-a-service, software, or integrated technical capabilities

Benefits

Comp & perks

Competitive base pay plus commission and equity
Medical, dental and vision coverage
Continued learning and development stipend
One-time home office stipend for remote team members
Relocation bonus for team members moving to the Bay Area
Flexible PTO
10 company-wide office closure days
Last week of December off for everyone
12 weeks of parental leave
4 additional weeks for birthing parents
Military leave and job protection for reservists and guard members under USERRA
Annual company onsite week
Team events throughout the year