Director Business Development Army

The Director, Army Sales is a senior sales leader responsible for driving personal sales performance and leading a team of field sales managers and representatives within the DoD or federal markets, with a focus on Army sales.

Location: Florida, United States

Responsibilities

• Contribute directly to revenue generation and support overall field sales performance.
• Partner with the VP, Business Unit Leader to execute sales strategy, territory coverage, and performance priorities.
• Support sales managers and representatives through coaching, deal strategy, and escalation support.
• Develop and execute territory and account plans aligned to company objectives.
• Maintain and manage an active pipeline of opportunities, quotes, and orders.
• Drive opportunity progression from identification through order execution.
• Maintain direct customer relationships and participate personally in key deals, strategic accounts, and complex sales efforts.
• Establish and maintain strong relationships with end users, contracting offices, and program stakeholders.
• Conduct regular in-person customer visits, briefings, and solution discussions.
• Identify customer requirements and translate needs into product and service solutions.
• Serve as the primary field point of contact for assigned accounts.
• Maintain working knowledge of DoD budget cycles, appropriations, and funding mechanisms.
• Monitor customer programs, funding timelines, and mission priorities.
• Liaise with strategy, business development, and capture teams.
• Collaborate with inside sales, contracts, pricing, and operations teams.
• Coordinate vendor relationships, ride-alongs, and product demonstrations.
• Communicate market intelligence, trends, and customer feedback.
• Mentor and support Field Sales Representatives.
• Maintain accurate CRM records, forecasts, and pipeline reporting.
• Prepare sales reports, expense reports, and administrative documentation.
• Interface and communicate with management, staff, customers, vendors, and partners.
• Take ownership of all aspects of the customer and team sales process.
• Maintain and update a Google calendar.

Requirements

• 10+ years of experience leading field sales teams in DoD or federal markets.
• Demonstrated 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 and eligibility to work in the United States.
• Ability to obtain and maintain a U.S. government security clearance.