Field Sales Defense Products

Fully Remote • Culpeper, VA 22701

• Salary Range: $120,000.00 - $140,000.00 Salary/year
• Position Type: Full Time
• Job Shift: Day
• Education Level: Bachelor's Degree
• Travel Percentage: Up to 50%
• Category: Sales

Field Sales Defense Products

Job Summary
The role is responsible for developing and managing relationships with military organizations, government agencies, prime contractors, system integrators, and defense industry partners. This role requires a deep understanding of the defense procurement process, customer requirements, and strategic sales methodologies.

Essential Job Duties/Functions (Not all inclusive)

Business Development
• Identify, qualify, and pursue new sales opportunities within the U.S. Department of Defense (DoD), military branches, federal agencies, and defense contractors.
• Develop and execute account strategies to achieve revenue and growth targets.
• Build and maintain a robust pipeline of opportunities through direct engagement, networking, industry events, and strategic partnerships.
• Track and influence defense acquisition programs from early requirements through contract award.
Customer Relationship Management
• Establish trusted relationships with procurement officials, program managers, military decision-makers, and industry partners.
• Serve as the primary customer interface for assigned accounts.
• Conduct customer visits, product demonstrations, technical briefings, and capability presentations.
• Ensure high levels of customer satisfaction and long-term account retention.
Sales Execution
• Lead projects from enquiry to response for Requests for Information (RFIs) and Requests for Proposals (RFPs).
• Negotiate pricing, terms, and contracts while maintaining profitability objectives.
• Coordinate with engineering, program management, product engineering and operations teams to develop winning customer solutions.
• Maintain accurate forecasts, opportunity tracking, and sales reporting within CRM systems.
Market Intelligence
• Monitor defense budgets, procurement programs, competitive activities, and emerging requirements.
• Identify trends and provide strategic recommendations to leadership.
• Support market-entry initiatives and product positioning strategies.

Qualifications

U.S. Person Requirement
This position is subject to the requirements of the International Traffic in Arms Regulations (ITAR) or Export Administration Regulations (EAR), as such, applicants must be a U.S. person defined as a citizen, national, U.S. lawful permanent resident, person granted asylee status in the U.S., or person admitted into the U.S. as a refugee.

Education
Bachelor's degree in Business, Engineering, Military Science, or a related field.

Work Experience
• 5+ years of sales, business development, or account management experience in the defense, aerospace, government, or military sectors.
• Proven track record of meeting or exceeding sales targets.
• Experience working with U.S. government procurement processes and defense contracting environments.

Required & Preferred Skills and Competencies
Required Qualifications
• Strong understanding of DoD acquisition programs and procurement cycles.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel up to 50% within the United States.

Preferred Qualifications
• Existing relationships within the DoD, military services, government agencies, or major defense contractors.
• Experience selling military equipment, tactical systems, communications equipment, sensors, electronics, vehicles, weapons systems, or related defense technologies.
• Knowledge of Federal Acquisition Regulations (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
• Military service experience , particularly Naval or Coast Guard is highly desirable.