Sales Director, A&D Sales

Exostar India Pvt Ltd; Herndon (VA); Hybrid; USD 150,000 - 175,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Flexible time off

Training and education assistance

Job summary

Exostar is seeking an experienced Sales Director to lead its Aerospace & Defense sales team. You will coach a four- to eight-person Account Executive group, own territory plans, and drive pipeline and revenue results in a fast-growing, compliance-driven market.

You will collaborate with marketing, demand generation, and the SDR team, while engaging in strategic deals and executive meetings to close large opportunities. This role requires CMMC/NIST knowledge and travel as needed.

Qualifications

• Bachelor’s degree in business, marketing, finance, or related field.
• 8+ years of B2B SaaS sales, incl. 3+ years leading Account Executives
• Proven record of meeting/exceeding quota
• 3+ years selling to Aerospace & Defense or government prime contractors
• Strong forecasting and pipeline management; HubSpot proficiency
• Excellent executive presence, communication, and presentations
• Willingness to travel as needed

Responsibilities

• Lead and coach a team of 4–8 Account Executives to meet quota.
• Recruit, hire, and onboard AE talent as the team grows.
• Run weekly pipeline reviews and deal strategy sessions with coaching.
• Own the team’s quota and deliver accurate forecasts.
• Build and execute territory and account plans across primes and suppliers.
• Ensure pipeline coverage to achieve quota and assist in strategic deals.
• Collaborate with marketing, SDR, pre-sales, product, CS, and contracts.

Skills

Sales leadership

Forecasting

HubSpot

Executive presence

Communication

Travel willing

B2B SaaS sales

Education

Bachelor's degree

Tools

MEDDICC

CRM (HubSpot)

Job description

Exostar is seeking an experienced Sales Director to lead its Aerospace & Defense (A&D) sales team. Reporting directly to the VP of Sales, you will build, coach, and manage a team of four to eight Account Executives selling SaaS subscriptions of the Exostar Platform to A&D prime contractors and their supplier base.

This is a quota-carrying sales leadership role, with quota based on the performance of your assigned team. As the leader of the CMMC compliance go-to-market (GTM) sales team within Exostar’s A&D business unit, you will own the team’s pipeline, forecast, and revenue results, and shape how Exostar wins in a fast-growing, compliance-driven market.

Key Responsibilities:

In this role, you will:

• Manage , lead, coach, and develop a team of four to eight Account Executives to consistently meet or exceed quota
• Recruit, hire, and onboard top-tier Account Executive talent as the team grows
• Run weekly one-on-ones, pipeline reviews, and deal strategy sessions, and coach Account Executives on live opportunities
• Set clear performance expectations, track activity and results, and address underperformance promptly
• Own the team’s quota and deliver accurate weekly, monthly, and quarterly forecasts to the VP of Sales
• Build and execute the A&D territory and account plan, including target account assignments and coverage across prime contractors and their supplier base
• Ensure the team creates and maintains sufficient pipeline coverage to achieve the assigned quota
• Engage directly in strategic deals, executive meetings, and negotiations to help close large and complex opportunities
• Drive disciplined use of HubSpot CRM and a consistent sales methodology across the team
• Partner with marketing, demand generation, and the SDR team on campaigns and the conversion of MQLs to SQLs
• Collaborate with pre-sales, product, customer success, and contracts teams to shorten sales cycles and improve win rates
• Share market and competitive insights from the field with sales leadership to inform product and GTM strategy
• Represent Exostar at A&D industry events and build relationships with prime contractors, industry associations, and partners
• Serve as a trusted advisor to A&D suppliers on CMMC and NIST SP 800-171 requirements
• Ensure compliance with all company policies and government regulatory requirements

Required Qualifications:

You meet our “must haves” for this role if you have:

• Bachelor’s degree in business, marketing, finance, or a related field.
• 8+ years of B2B SaaS sales experience, including at least 3 years in a quota-carrying sales leadership role managing Account Executives
• A documented record of leading sales teams that met or exceeded quota
• 3+ years of experience selling to Aerospace & Defense companies, Defense Industrial Base (DIB) suppliers, or Federal Government prime contractors
• Proven success recruiting, hiring, and developing high‑performing sales talent
• Strong forecasting and pipeline management skills, with proficiency in HubSpot or a comparable CRM
• Excellent executive presence, communication, and presentation skills
• Ability to travel as needed to meet with customers, attend industry events, and work with team members

Preferred Qualifications:

You’re exactly who we’re looking for if you have:

• Working knowledge of CMMC 2.0, DFARS 252.204-7012, and NIST SP 800-171, and how they affect A&D suppliers
• Working knowledge of Supply Chain Solutions, Supplier Management & Onboarding, and Secure Collaboration Solutions
• Experience leading teams that sell cybersecurity, compliance, or identity and access management solutions
• An established network across A&D prime contractors and their supplier base
• Experience implementing a structured sales methodology (e.g., MEDDICC, Challenger, or Solution Selling)
• Experience building or scaling a sales team in a growth‑stage company

Location: Hybrid (3 days/week in office at Herndon, VA headquarters) for candidates in the VA/DC area

Remote: Open to candidates residing in the following states:

NC, GA, TX, NJ, PA, IL, DC, MD, OH, FL, SC, CO, IN, WA, NV, CA, MA

The annual base salary range for this position is $150,000k - $175,000k/yr; plus, eligibility for variable commission compensation, however, the final compensation will be determined based on factors including experience, skills, qualifications, and location. Exostar also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, EAP, Flexible Spending Accounts, 401(k) matching, flexible time off and sick leave)..

Exostar - The Company:

Exostar’s cloud-based platforms create exclusive communities within the Aerospace & Defense, Life Sciences, and other highly regulated industries where members securely collaborate, share information, and operate compliantly. Within these communities we build trust. By analyzing community data, we provide insights and intelligence, enabling organizations to make better, timelier decisions, to mitigate risk, and operate more efficiently.

• We believe in employee development: we promote internally and provide training and educational assistance
• We provide a fun, engaged workplace, with social and community‑building events
• We offer comprehensive benefits and flexible time off plans

Exostar is an Equal Opportunity Employer. The company provides equal employment opportunities to all applicants without regard to race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, disability status, protected veteran status, genetic information, or any other characteristic protected by law. Exostar is committed to providing equal employment opportunities for all persons in all facets of employment including recruiting, hiring, compensation, promotion, training, benefits, transfers and working conditions.

Qualifications

Education

Preferred

Bachelors or better.

Equal Opportunity Employer
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