We are seeking a results-driven, strategic Vice President of Sales – Federal Markets to lead sales growth across the U.S. defense, homeland security, public safety, law enforcement, and critical infrastructure markets.
This is a high-impact leadership opportunity for an experienced sales executive with a proven record of building high-performing teams, closing complex federal contracts, and driving revenue growth in competitive aerospace, defense, or security technology markets.
The VP of Sales will lead the sales organization, develop and execute growth strategies, strengthen relationships with key government agencies and industry partners, and expand market adoption of advanced counter-unmanned aircraft systems (C-UAS) technologies.
The ideal candidate combines executive-level leadership with hands-on sales expertise, deep knowledge of federal procurement, and the ability to translate innovative technologies into successful customer engagements and long-term business growth.
Key Responsibilities
Sales Leadership & Team Development
- Lead, coach, and mentor a team of sales executives, establishing clear performance expectations and accountability.
- Build a high-performing sales organization focused on revenue growth, customer relationships, and long-term success.
- Provide hands-on leadership throughout the sales process, from opportunity identification through contract award and expansion.
Federal Sales Strategy & Growth
- Develop and execute strategic sales plans to achieve revenue targets and expand market share.
- Drive business development across the Department of Defense (DoD), Department of Homeland Security (DHS), Department of Justice (DOJ), Department of Energy (DOE), and other federal agencies.
- Identify new market opportunities, customer segments, strategic partners, and channels to accelerate growth.
- Establish effective go-to-market strategies for differentiated counter-drone technologies and related security solutions.
Strategic Pursuits & Revenue Generation
- Lead complex federal sales campaigns and support the team in securing high-value contracts.
- Develop and maintain relationships with senior government officials, acquisition leaders, prime contractors, and strategic industry partners.
- Drive account expansion, renewals, and additional revenue opportunities within existing customer relationships.
- Maintain accurate sales forecasts, pipeline visibility, and pursuit strategies through disciplined CRM management.
Cross-Functional Collaboration
- Partner with executive leadership, marketing, product development, engineering, and pre-sales teams to align customer needs with business strategy.
- Provide market intelligence and customer feedback to support product development and competitive positioning.
- Collaborate with global leadership to execute corporate growth initiatives and maintain alignment across the organization.
Executive Reporting & Industry Representation
- Report sales performance, forecasts, pipeline development, and strategic opportunities to executive leadership and the Board of Directors.
- Represent the organization at major industry conferences, trade shows, and federal government events.
- Monitor competitive activity, procurement trends, and emerging opportunities across federal and security markets.
Required Qualifications
- 10+ years of sales leadership experience in aerospace and defense, homeland security, public safety, or related technology markets.
- Demonstrated success leading sales teams and consistently achieving revenue targets.
- Proven track record of closing complex, high-value sales involving federal defense, homeland security, or law enforcement customers.
- Deep understanding of DoD and DHS procurement processes, government contracting, and federal acquisition cycles.
- Experience navigating federal procurement opportunities, including RFIs, RFPs, and program-of-record initiatives.
- Established relationships with government decision-makers, acquisition officials, prime contractors, and industry partners.
- Strong business development, strategic planning, forecasting, and pipeline management capabilities.
- Exceptional leadership, communication, negotiation, and relationship-building skills.
- Ability to communicate complex technical capabilities in terms of customer needs, mission requirements, and business value.
- Willingness to work full-time on-site in McLean, Virginia, and travel domestically up to 60%.
Preferred Qualifications
- Experience in a high-growth technology company or entrepreneurial environment.
- Background selling counter-UAS, aerospace, defense, electronic warfare, or other advanced security technologies.
- Experience working within global organizations and collaborating with international executive teams.
- Familiarity with federal opportunities across DoD, DHS, DOJ, DOE, DOT, and airport security markets.
Ideal Candidate Profile
The successful candidate is a strategic, hands-on sales leader who combines executive presence with a strong record of individual and team success. They know how to navigate complex federal procurement environments, build trusted customer relationships, develop talent, and convert market opportunities into measurable revenue.
This individual thrives in a fast-paced, growth-oriented environment, demonstrates sound business judgment and high emotional intelligence, and brings the initiative and accountability needed to scale a federal sales organization.
