Head of Defense Sales

We are seeking a senior defense sales leader to own and scale our expansion into the US Department of Defense. This is a high-impact role for a strategic builder who has successfully sold software into defense organizations and knows how to stand up a new revenue motion from the ground up.

You will own the defense go-to-market strategy, build pipeline, develop key partnerships, and close complex, mission-critical deals across DoD and national security customers.

This role reports directly to executive leadership and has clear growth potential into building and leading a dedicated defense sales team.

What You Will Do

As Head of Defense Sales, you will be responsible for driving all defense-sector growth. You will:

• Build and execute the full DoD go-to-market and partnership strategy

• Identify, qualify, and close new business across defense programs and commands

• Develop relationships with senior government stakeholders, integrators, and technology partners

• Translate complex technology into clear mission and operational value

• Lead capture strategy, proposals, pricing, and account planning

• Partner closely with product, engineering, and leadership on customer requirements

• Represent the company at industry events, demos, briefings, and onsite engagements

• Own an individual quota with the opportunity to build a team as the business scales

What We Are Looking For

Required Experience

• Proven success selling software into the US Department of Defense

• Track record of closing new logos, not just managing existing accounts

• Strong understanding of defense procurement, budgeting, and acquisition cycles

• Ability to build pipeline and GTM motion independently in a fast-moving environment

• Experience working with system integrators, defense primes, and platform partners

• Strong ability to communicate technical value to both mission and technical audiences

• Comfortable working across time zones with distributed teams

• High ownership mindset with strong strategic and execution skills

Preferred Experience

• Active or recently lapsed DoD or IC clearance

• Background in data, analytics, cyber, AI, or privacy-enhancing technologies

• Experience in startup or growth-stage environments

• Established network across Army, SOCOM, Space Force, Navy, Air Force, or Combatant Commands

Location

US-based. East Coast or DMV preferred. Strong candidates in key defense hubs including Huntsville, Denver or Colorado Springs, Tampa, and San Diego will be considered.

Why Join

• Competitive compensation with uncapped commission

• Opportunity to build a defense sales function from the ground up

• Work with cutting-edge technology supporting critical national security missions

• High-visibility role with direct executive access and long-term leadership growth

• Collaborative, mission-driven, and innovation-focused culture