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Federal Sales Director

Virginia, United States

About Armaments Research Company   

 
Armaments Research Company (ARC) is a startup dedicated to bringing real time situational awareness and battlefield logistics capabilities to both the DoD and law enforcement personnel. You will be an integral part of the ARC team, and will be creating innovative and powerful IoT devices that feed data to the ARC technology stack. Our core offering is an embedded device designed in-house that pushes real time data to the cloud and back down to tactical users on a mobile android device. The information our device provides enables battlefield/tactical awareness that does not exist today. ARC technologies were initially developed in support of the US Defense Advanced Research Projects Agency (DARPA) and the National Science Foundation (NSF) and leverage internet-of-things (IoT) technology and machine learning (ML) to develop actionable insights and transform security responses. 
 
ARC’s core technology gathers data related to key weapon platform outputs which requires a suite of sensors that are transparent to the end user. The ARC products enable aggregated insights over big data sets that will be used to save lives on the frontline. This novel technology is deployed at scale on US Military and Law Enforcement weapons to enhance safety, decision making, and transparency for ground personnel.

What You'll Do

As ARC’s Federal Sales Director, you will spearhead the execution of product Go-To-Market strategies with a primary focus on driving new and on-contract growth for defense research and development contracts (and eventually direct-to-unit sales) within key DoD accounts, including the US Army, SOCOM, and Combatant Commands. This quota-carrying role requires you to strategically develop and manage a robust sales pipeline, ensuring consistent deal flow and achieving revenue targets. 

You will be at the forefront of ARC’s engagement with warfighters, gathering critical insights to shape and execute end-to-end sales campaigns tailored to meet their needs. Your autonomy in this role allows you to craft and implement sales strategies that align with your personal sales approach, ultimately leading to successful deal closures. Additionally, you will collaborate closely with ARC’s product and engineering teams to influence the development of emerging technologies, while also pursuing research and development contracts that support ARC’s innovation roadmap. 

Role Responsibilities - How You Will Make an Impact

  • Lead Strategic Sales Initiatives: Develop and execute a comprehensive sales strategy targeting key DoD entities, including the US Army, SOCOM, and Combatant Commands, to maximize direct-to-unit sales and achieve revenue targets. 
  • Pipeline Development & Management: Proactively build, manage, and expand a robust sales pipeline, ensuring consistent deal flow and a predictable conversion rate from lead generation to deal closure.
  • Close High-Impact Deals: Utilize your deep understanding of defense procurement processes to navigate complex sales cycles, proposal development, negotiate contracts, and close high-value deals that align with ARC’s strategic objectives.
  • Customer Engagement & Relationship Management: Cultivate strong relationships with key decision-makers and mission partners within the DoD to position ARC as a trusted solutions provider, ensuring sustained engagement and repeat business.
  • Sales Campaign Planning & Execution: Design and lead targeted sales campaigns that resonate with warfighter needs, leveraging your autonomy to tailor your approach to different customer segments and deal sizes.
  • Market Intelligence & Product Feedback: Serve as the primary conduit between the field and ARC’s product and engineering teams, delivering actionable market insights and customer feedback to inform product development and roadmap priorities.
  • Contracting & Procurement Navigation: Guide customers through the complexities of federal contracting vehicles, purchasing authorities, and adjacent funding sources to streamline the sales process and secure favorable contract terms.
  • Collaboration with Internal Teams: Partner closely with ARC’s product, engineering, and leadership teams to align sales strategies with product capabilities and business objectives, ensuring that customer requirements are met with precision. 

Relevant Skills and Experience

  • Prior military experience, preferably combat arms MOS
  • Comprehensive understanding of defense acquisitions to include the POM process, rapid prototyping, and direct to unit sales
  • Understanding of DoD modernization priorities and impacts to procurement
  • Demonstrated ability to win contracts in a quota-carrying role
  • Managing a CRM and multi-year opportunity pipeline
  • Experience with product lifecycles and associated selling cycles
  • Existing understanding of mission partners and complimentary technologies  
  • Possess a Secret security clearance 

This position will require access to restricted information and facilities protected under U.S. laws and regulations, including the National Industrial Security Program Operating Manual (NISPOM). Please note that any offer for employment will be conditioned on any required authorization to receive access to such restricted information and facilities necessary to perform the responsibilities of the position.  

Citizenship Verification: This position requires verification of U.S. Citizenship to meet federal government security screening requirements required for this role. The successful candidate must be a U.S. Citizen and otherwise eligible to obtain access to classified information and facilities necessary to perform the responsibilities of the position.  

What We Offer:

Equity Options
401k plan
Employer paid employee medical, dental and vision

12 paid holidays plus Flexible PTO Policy 

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