Sales Team Lead - US Navy & Marine Corps

esri; Vienna (VA); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Health benefits

Dental and vision

Life insurance

401(k) plan

Profit sharing

Vacation leave

Paid holidays

Job summary

Esri is seeking a Sales Team Lead in Vienna, VA to guide US Navy and Marine Corps account management, expanding enterprise geospatial solutions across defense stakeholders. You will coach a team, drive account planning, and accelerate enterprise agreement growth while building executive level relationships.

The role demands 8+ years in enterprise sales, 3+ years mentoring, DoD knowledge, and ArcGIS expertise. Travel up to 50% and strong negotiation skills are required to deliver strategic value.

Qualifications

• 8+ years in enterprise sales or equivalent consulting/PM roles.
• 3+ years mentoring, motivating, coaching a team.
• Ability to craft compelling account growth strategies.
• Deep understanding of DoD, Navy, or related government orgs; GIS knowledge.
• Strategic negotiator across levels of an organization.
• Knowledge of government budgeting, procurement, and cycles.
• Willingness to travel up to 50% domestically or internationally.
• Bachelor’s degree in business, geography, GIS, IT, engineering, or military studies.

Responsibilities

• Lead sales activities of your team through all stages of account management.
• Mentor and coach for Navy/Marine Corps customers with regular feedback.
• Develop account plans and drive enterprise agreement growth.
• Build relationships with senior military and civilian leaders; engage partners.
• Articulate Esri value; align solutions with customer goals; support negotiations.
• Close new opportunities and support pipeline development within defense sector.
• Represent Esri at engagements, events, and workshops.

Skills

Enterprise sales

Mentoring

Account growth strategy

DoD knowledge

GIS expertise

ArcGIS

Negotiation

Travel up to 50%

Education

Bachelor's degree (business / geography / GIS / IT / engineering / military studies)

Tools

ArcGIS

Job description

Overview

At Esri, our Defense team is helping the United States military modernize operations, accelerate decision-making, and enable mission success through enterprise geospatial technology. We are looking for a collaborative and results-driven Sales Team Lead to guide our US Navy and Marine Corps account management efforts as we continue to expand our impact.

In this role, you will lead a team responsible for developing and executing strategies across the Department of the Navy, including Navy headquarters, systems commands, fleets, warfare centers, installations, Marine Corps organizations, and supporting commands. You will coach and develop high-performing account managers, drive strategic account planning, accelerate enterprise agreement growth, and build strong relationships with senior military, civilian, and industry leaders.

At Esri, we are committed to helping our customers solve complex challenges through geography. This is a place where you can do your best work while supporting some of the nation's most important missions.

Responsibilities

Empower your team. Manage the sales activities of your team by strategically leading all stages of the account management process. Mentor and coach your team supporting U.S. Navy and Marine Corps customers through active coaching, clear direction, and regular feedback. Establish and support sales objectives, account planning efforts, and cultivate a collaborative environment that drives results and customer success.

Build relationships. Prospect, develop, and implement location strategies for large, complex defense organizations. Build relationships with senior military leaders, civilian executives, program managers, and strategic partners. Create and lead opportunities within high-level lines of business and represent Esri at customer engagements, industry events, workshops, and seminars

Understand our customers. Use your advanced knowledge of the Navy and Marine Corps and their mission priorities to clearly articulate the value of Esri technology. Understand customer budgeting, acquisition, and modernization initiatives. Identify key stakeholders across organizations and gain access to executive and enterprise-level decision makers to align business strategies with customer goals.

Be an expert. Demonstrate expert knowledge of ArcGIS and its value propositions within the defense community. Communicate how geospatial technology supports mission readiness, operational effectiveness, and decision-making. Continuously pursue professional development and maintain competitive knowledge of industry trends, customer challenges, and emerging technologies. Expertly plan and prepare negotiations with customers.

Deliver Results. Successfully execute the sales cycle to close new opportunities to achieve sector goals. Support pipeline development, strategic account growth, and broader adoption of Esri technology across Navy and Marine Corps organizations. Work creatively to develop solutions that help customers achieve their objectives while maintaining disciplined opportunity management and forecasting practices. Use innovative communication and presentation skills to support customer engagement and business outcomes.

Requirements

8+ years of enterprise sales and/or relevant consulting or program management experience

3+ years of experience mentoring, motivating, and coaching on a team

Ability to build compelling account growth strategies

Advanced knowledge of the Department of Defense, Department of the Navy, or related government organizations and the ability to translate customer challenges into complex business solutions. Deep understanding of GIS and Esri technology

Expert visual storyteller and negotiator across all levels of an organization

Knowledge of government budgeting, procurement, and acquisition cycles

Ability to travel domestically or internationally up to 50%

Bachelor's degree in business, geography, GIS, information technology, engineering, military studies, or a related field

Applicants must be a US Citizen, undergo a background investigation, and obtain/maintain security clearance eligibility requirements for a Secret, Top Secret (TS), TS/SCI, or TS/SCI with polygraph

Recommended Qualifications

Experience working with defense contractors, systems integrators, or government partners

Knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations

Master's degree in business, geography, GIS, information technology, engineering, military studies, or a related field

Questions about our interview process? We have answers .

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Total Rewards

Esri's competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throu