This requirement is mandatory for this position.
The Opportunity
StaffRight Associates is recruiting for a Vice President of Sales, Federal Markets to join an aerospace and defense technology organization and accelerate its growth among customers in U.S. defense, homeland security, law enforcement, public safety, and critical infrastructure. This is a full-time, on-site position based in McLean, Virginia.
Reporting directly to the organization’s U.S. General Manager, the Vice President of Sales, Federal Markets will own the sales function end to end: shaping growth strategy, deepening ties with government agencies and industry partners, and broadening adoption of the client’s next-generation counter-unmanned aircraft systems (C-UAS) portfolio. It’s a high-visibility executive seat for a seasoned leader who has built winning teams, captured complex federal awards, and grown revenue in demanding defense, aerospace, or security tech markets.
The client wants someone who pairs executive leadership with real in-the-field selling ability, understands federal acquisition inside and out, and can turn innovative technology into lasting customer wins and sustained business expansion. The right person is strategic yet hands-on, carries executive presence alongside a personal record of closing, and shows sound business judgment, high emotional intelligence, and the drive and ownership needed to grow a federal sales operation at scale in a fast-moving, growth-focused setting.
What You’ll Do
- Coach and develop a group of sales executives, setting clear performance standards and holding each person accountable.
- Build a high-caliber sales organization centered on revenue expansion, durable customer relationships, and sustained success.
- Guide pursuits personally at every stage, from spotting an opportunity through contract award and follow-on expansion.
- Craft and carry out strategic sales plans that hit revenue goals and widen market share.
- Grow the client’s footprint with DoD, DHS, DOJ, DOE, and other federal agency customers.
- Uncover new markets, customer segments, strategic alliances, and channels that can speed growth.
- Define go-to-market approaches that position the client’s distinctive counter-drone technologies and adjacent security offerings.
- Spearhead intricate federal campaigns and back the team in winning high-value awards.
- Cultivate trusted ties with senior agency officials, acquisition executives, primes, and key industry allies.
- Expand existing accounts through renewals and add-on revenue opportunities.
- Uphold reliable forecasts, clear pipeline visibility, and well-defined pursuit strategies through rigorous CRM discipline.
- Partner closely with the executive team and with marketing, product, engineering, and pre-sales colleagues so customer requirements shape business direction.
- Channel market intelligence and customer insight back into product roadmaps and competitive positioning.
- Align with global leadership to advance company-wide growth initiatives and keep the broader organization in sync.
- Brief the Board of Directors and senior executives on sales results, forecasts, pipeline progress, and emerging strategic openings.
- Represent the client’s brand at prominent trade shows, industry conferences, and federal events.
- Track competitor moves, procurement trends, and new openings throughout the federal and security landscape.
What You Bring
Required
- At least 10 years of Sales Leadership experience spanning public safety, homeland security, aerospace and defense, or adjacent technology markets.
- Bachelor’s degree (3–4 year university program).
- A history of guiding sales teams to consistent Revenue Target Attainment.
- A strong record in Complex Deal Closing, landing high-value wins with law enforcement, homeland security, or federal defense customers.
- Thorough command of Federal Acquisition Cycles, Government Contracting, and the DoD Procurement and DHS Procurement processes.
- Hands-on experience pursuing federal opportunities through RFIs, RFPs, and Program-of-Record Pursuits.
- An existing network spanning agency decision-makers, acquisition authorities, primes, and industry partners.
- Proficiency in Strategic Planning, Business Development, Pipeline Management, and Sales Forecasting.
- Outstanding Negotiation, Communication, Leadership, and Relationship Building abilities.
- Skill at Technical Solution Selling, translating sophisticated capabilities into mission outcomes, customer priorities, and business value.
- Ability to be on-site full-time in McLean, Virginia, with domestic travel of up to 60%.
- Authorization to work in the U.S. without sponsorship; the client will not sponsor visas.
Preferred
- Time spent in an entrepreneurial or fast-scaling technology company.
- Prior sales success with Counter-UAS, Electronic Warfare, aerospace, defense, or similarly advanced security solutions.
- Experience inside global organizations, working alongside international executive teams.
- Knowledge of the opportunity landscape at DoD, DHS, DOJ, DOE, and DOT, as well as within airport security.
Compensation & Total Rewards
- Salary: $230,000–$260,000 (USD, annual)
- Commissions plus a top-tier benefits package
- Engagement: Full-time, direct hire; on-site in McLean, Virginia (no remote option)
- Relocation: Not provided
Joining StaffRight Associates
When you partner with StaffRight Associates in your search for your next role, you’re doing more than pursuing a job, you’re aligning yourself with a team of experts committed to placing top-tier talent in truly impactful positions. We take pride in fostering professional growth and connecting forward-thinking individuals with organizations that value innovation and excellence. We look forward to showcasing your expertise in a way that resonates with our clients and opens the door to meaningful opportunities.
