Senior Business Development Manager

OptiTrack; United States; Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

75% employer-paid medical for employee

100% employer paid dental

100% employer paid vision

401k Match

10 paid holidays

15 days PTO

EAP

FSA

Job summary

OptiTrack in the United States seeks a seasoned sales professional to own the full sales cycle for government accounts, including DoD and the Intelligence Community, building relationships with program offices and primes. You will scope solutions with technical teams and forecast pipelines in Salesforce.

The role demands navigating complex procurement, managing long-cycle, high-value deals, and travel for customer meetings, demos, and conferences such as I/ITSEC.

Qualifications

• 7+ years of successful B2B sales or business development experience selling high-technology products or solutions.
• Demonstrated track record of selling directly into the U.S. Government, DoD, military services, and/or Intelligence Community.
• Experience navigating complex government sales cycles, including work with primes, subcontractors, and end-user organizations.
• Proven ability to manage long-cycle, high-value technical sales.
• Strong understanding of government procurement processes and customer buying behaviors.
• Excellent communication, relationship-building, and presentation skills.
• Demonstrated ability to work independently, manage competing priorities, and maintain accountability in a remote environment.
• Willingness and ability to travel regularly for customer meetings, demos, and industry events.

Responsibilities

• Own the full sales cycle for OptiTrack solutions across U.S. Government, DoD, and Intelligence Community accounts.
• Identify, qualify, and advance opportunities with program offices, training commands, test ranges, research labs, primes, and major subcontractors.
• Build and maintain strong relationships with key decision-makers, technical influencers, and acquisition professionals.
• Develop and execute account and opportunity strategies for complex, multi-stakeholder deals.
• Partner closely with technical resources to scope solutions, support demonstrations, and address customer requirements.
• Accurately forecast pipeline and maintain complete, timely, and accurate opportunity data in Salesforce.
• Represent OptiTrack at relevant industry events, including I/ITSEC and other defense, simulation, and training conferences.
• Provide market feedback to product and leadership teams on customer needs and competitive dynamics.
• Collaborate with channel partners and integrators where appropriate while maintaining and strengthening direct customer relationships.

Skills

B2B sales

Gov/DoD sales

Complex sales cycles

Relationship building

Presentation skills

Remote work

Travel readiness

Forecasting pipeline

Job description

Key Responsibilities

• Own the full sales cycle for OptiTrack solutionsacross U.S. Government, DoD, and Intelligence Community accounts
• Identify, qualify, and advance opportunities with program offices, training commands, test ranges, research labs, primes, and major subcontractors
• Build and maintain strong relationships with key decision-makers, technical influencers, and acquisition professionals
• Develop and execute account and opportunity strategies for complex, multi-stakeholder deals
• Partner closely with technical resources to scope solutions, support demonstrations, and address customer requirements
• Accurately forecast pipeline and maintaincomplete, timely, and accurate opportunity data in Salesforce
• Represent OptiTrack at relevant industry events,including I/ITSEC and other defense, simulation, and training conferences
• Provide market feedback to product and leadership teams on customer needs and competitive dynamics
• Collaborate with channel partners and integrators where appropriate whilemaintaining and strengtheningdirect customer relationships

Required Qualifications

• 7+ years of successful B2B sales or business development experience selling high-technology products or solutions
• Demonstrated track record of selling directly into the U.S. Government, DoD, military services,and/or Intelligence Community
• Experience navigating complex government sales cycles, including work with primes, subcontractors, and end-user organizations
• Proven ability to manage long-cycle, high-value technical sales
• Strong understanding of government procurement processes and customer buying behaviors
• Excellent communication, relationship-building, and presentation skills
• Demonstrated ability to work independently, manage competing priorities, and maintain accountability in a remote environment
• Willingness and ability to travel regularly forcustomer meetings, demos, and industry events

Preferred Qualifications

• Prior experience selling simulation, training systems, modeling & simulation, VR/AR/XR, robotics, or related defense technologies
• Existing relationships within key military training commands, program offices, or major defense primes
• Experience with ITAR/EAR-controlled products or export-controlled technology
• Current or previously heldU.S. security clearance (Secret or higher)
• Familiarity with contract vehicles, OTAs, or other common government acquisition pathways
• Prior professional experience within the U.S. military, DoD, or a related government environment is a plus

What Success Looks Like

• Consistent generation of qualified pipeline in the government and military simulation & training space
• Accurate forecasting and disciplined opportunity management
• Closed revenue that contributes meaningfully to OptiTrack's Americas growth targets
• Strong, trusted relationships with key customers and partners
• Clear ownership and accountability for results across the government and defense vertical

All benefits start on first day of employment!

• 75% employer-paid medical for employee. Family coverage also included.
• 100% employer paid dental, and vision for employee and dependents
• 100% employer paid long-term, short-term disability, and life insurance policy
• 401k Match, if you’re contributing 5% we match 4%. 100% vested immediately.
• 10 paid holidays
• Starting at 15 days paid PTO (inclusive of sick and vacation time) annually
• Employee Assistance Program (EAP)
• Flexible Spending Account (FSA)

EEOC Statement

OptiTrack is an equal opportunity employer, we believe in fostering a culture of equality, diversity, and inclusivity. Our commitment to this goal is clearly expressed in our zero-tolerance policy for discrimination and harassment of any kind, including on the basis of race, color, sex, age, religion, sexual orientation, national origin, disability, genetic information, pregnancy, protected veteran status or any other characteristic protected by applicable federal, state, or local laws. Our hiring practices ensure that decisions are based solely on qualifications, merit, and current business needs, while extending to all aspects of our operations - from recruitment and promotion to layoff and recall, to leave of absence, compensation, benefits, and training.We are committed to remaining a drug free workplace