Federal Sales Director
About Armaments Research Company
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.
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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