Defense AI Sales Director — Build Pipeline & Close with DoD

Sitreps; Washington; On-site; USD 150,000 - 165,000; Full time

Benefits offered by this job

Equity

Health benefits

401(k)

Commuting benefits

Office in Washington, DC / Northern VA

Job summary

Early-Stage Defense Tech Software, based in Washington, DC area, seeks a Director of Defense Sales to lead direct sales to DoD customers. This in-person role requires building pipeline from zero, engaging operators, and closing deals with OTs, CSOs, IDIQs. Travel up to 40%, and eligibility to obtain a U.S. security clearance is required.

You'll own the full sales cycle from prospecting to award, shape requirements, and run demos with staff officers, reporting to the founding team.

Qualifications

• Prior military service in a DoD organization.
• Proven record of originating and closing government business with concrete deals.
• Live network across DoD units, staffs, or program offices.
• Fluent in defense contracting pathways (OTAs, CSOs, IDIQs) and selecting the right one under pressure.
• Comfort demoing software yourself without an engineer present.
• High tolerance for ambiguity with action bias in a startup.
• Willingness to travel up to 40% to meet customers.
• Eligibility to obtain and maintain a U.S. security clearance.

Responsibilities

• Direct Sales: own new business from first contact through award across services and commands.
• Field Engagement: participate in exercises, industry days, wargames, and conferences to generate demand.
• Deal Execution: move opportunities through contracting pathways with speed.
• Pipeline Discipline: maintain an accurate pipeline and forecast honestly.
• Voice of the Customer: translate operator problems into actionable product feedback.

Skills

Military experience

Government sales

DoD contracting knowledge

Demo software

Pipeline development

Time management

Travel readiness

Clearance eligibility

Job description

Early-Stage Defense Tech Software, based in Washington, DC area, seeks a Director of Defense Sales to lead direct sales to DoD customers. This in-person role requires building pipeline from zero, engaging operators, and closing deals with OTs, CSOs, IDIQs. Travel up to 40%, and eligibility to obtain a U.S. security clearance is required.

You'll own the full sales cycle from prospecting to award, shape requirements, and run demos with staff officers, reporting to the founding team.