Vice President of Sales - Defense SaaS/AI/Analytics

Our client transforms Defense Acquisition from an outdated manual process to a software-driven strategic advantage for the United States. Our flagship product supports Supply Chain, Science and Technology, Production, Sustainment, Logistics, and Modernization teams with AI-enabled Applications and best-in-class data to more rapidly imagine, develop, and field the capabilities we need.

Why join us?

🚀 Hypergrowth Opportunity: The VP role is an IC seat: you own a defined territory and carry the responsibility to source, progress, and close new business within the fiscal-year cycle.

🎯 Proven Market Traction: Product is deployed and proven; you’re not trying to get someone to be the first user.

🎯 Clear Impact & Ownership: Territory is yours — not shared, not a “team hunt.”

💡 Direct sales motion: no reliance on integrators or channel partners.

🏆 Typical cycle is ~6–7 months with known milestones; FY close patterns are predictable.

💰Base Salary: $180k-$200k OTE $350k-$600k plus equity!

🔍 Overview

Our client is seeking a dynamic and influential Vice President of Defense Sales to join our growing team. We are looking for an experienced sales professional in technology sales, specifically within the U.S. Federal Government's national security sector. This individual will be crucial in driving top-line revenue growth by developing, qualifying, and closing deals for innovative software products and services.

🧩 What You'll Be Doing:

• Own end-to-end new business opportunities, from lead generation to deal closure.
• Personally source, shape, and qualify new business opportunities.
• Manage complex sales cycles for multiple opportunities simultaneously.
• Develop, maintain, and execute account plans for national security clients and prospects.
• Present business solutions at the executive level and evangelize throughout the Federal/national security marketplace.
• Define and present compelling, customized value propositions and demonstrate our technology and solutions.

👤 What We're Looking For:

• 3 years of experience selling SaaS or data/analytics platforms into DoD
• Experience directly selling into the US Federal Government/DoD
• Has owned full- cycle territory and pipeline (prospect → discovery → white paper / scoping → contracting)
• Experience at a DoD- focused SaaS / AI / analytics company
• Former military service, ideally in acquisition, operations, logistics, or maintenance
• Has personally closed > 1 net new DoD SaaS deal ≥$2M TCV in the past 2 years
• Top 40 school (undergrad, Masters/MBA)
• Has carried and exceeded individual quota
• Has prospected and closed net- new, greenfield accounts
• Active security clearance (or clearly eligible to restore one)
• Work in Arlington office in- person when not traveling to meet with prospective clients or accounts