Director Business Development Army

Position Summary The Director, Army Sales is a senior player/coach sales leader responsible for driving personal sales performance while guiding and enabling a team of field sales managers and representatives. This role maintains direct customer engagement and may carry a personal or shared sales target, while providing leadership across territory strategy, pipeline development, and sales execution. The Director shares accountability for field sales performance within the service vertical, operating in close partnership with the VP, Business Unit Leader, who retains ultimate ownership of revenue outcomes and business performance. Success in this role is measured by Individual and shared revenue contribution, overall field sales execution effectiveness, pipeline health and opportunity progression, team development, coaching impact, and retention, and alignment with business unit sales strategy Essential Functions Reasonable Accommodations Statement To perform this job successfully, an individual must be able to perform the essential duties outlined below. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these essential functions. Essential Functions Statements Sales Performance & Territory Execution Contribute directly to revenue generation while supporting and influencing overall field sales performance across the service verticalPartner with the VP, Business Unit Leader to execute sales strategy, territory coverage models, and performance prioritiesSupport sales managers and representatives through coaching, deal strategy, and escalation support, while reinforcing accountability and execution disciplineDevelop and execute territory and account plans aligned to company objectivesMaintain and manage an active pipeline of opportunities, quotes, and ordersDrive opportunity progression from identification through order execution Customer & Account Management Maintain direct customer relationships and participate personally in key deals, strategic accounts, and complex sales efforts as both a seller and leaderEstablish and maintain strong relationships with end users, contracting offices, and program stakeholdersConduct regular in-person customer visits, briefings, and solution discussionsIdentify customer requirements and translate needs into product and service solutionsServe as the primary field point of contact for assigned accounts Market, Program & Budget Awareness Maintain working knowledge of DoD budget cycles, appropriations, and funding mechanisms as they impact customer buying behaviorMonitor customer programs, funding timelines, and mission prioritiesLiaise with strategy, business development, and capture teams to align field sales activity with longer-term pursuits Team and Cross Functional Leadership Collaborate with inside sales, contracts, pricing, and operations teams to support order fulfillment and customer satisfactionCoordinate vendor relationships, ride-alongs, and product demonstrationsCommunicate competitive intelligence, market trends, and customer feedback to leadershipServe as a player/coach by mentoring and supporting Field Sales Representatives, providing guidance on account strategy, customer engagement, and opportunity progression without serving as the sole owner of team outcomes Reporting & Systems Maintain accurate CRM (Salesforce) records, forecasts, and pipeline reportingPrepare sales reports, expense reports, and required administrative documentation Additional Duties Interface and effectively communicate with the management team, staff, customers, sub-contractors, vendors, business partners, and suppliersTake ownership and responsibility for all aspects of the customer and team sales processMaintain and update a Google calendar consisting of client calls, travel, and working sales pipeline Requirements POSITION QUALIFICATIONS AND EXPERIENCE To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. 10+ years of experience leading field sales teams in DoD or federal marketsDemonstrated success coaching quota-carrying sales teams to revenue targetsStrong knowledge of Navy and Marine Corps procurement environmentsStrong understanding of federal procurement, contracting, and customer environmentsPrior military service strongly preferredBachelor's degree preferred or equivalent industry experienceU.S. citizenship and eligibility to work in the United States required. This position requires the ability to obtain and maintain a U.S. government security clearance Computer Skills Proficiency with Microsoft Office Suite and Google Office SuiteExperience using Salesforce for pipeline management and forecasting accuracyProficiency with internet research and searchingNetSuite or familiarity with an ERP system a plus WORK ENVIRONMENT Personal at-home office for adminis