Senior Defense Account Executive

Orbis; United States; Remote; USD 120,000 - 160,000; Full time

Job summary

A leading defense technology firm in the United States is looking for a Senior Defense Sales Executive who has 10+ years of experience in defense sales and a proven track record of winning work with DoD entities. The role involves driving business growth across Defense accounts, collaborating with various teams, and developing key customer relationships. A Bachelor's degree and active TS/SCI clearance are required. This position offers a remote work option with 60% travel.

Qualifications

• 10+ years of direct defense sales experience required.
• Demonstrated success selling to DoD entities.
• Ability to mentor junior staff.

Responsibilities

• Identify and win new business opportunities across Defense accounts.
• Own and drive the full sales lifecycle from lead generation to contract award.
• Develop deep, trust-based relationships with senior Defense leaders.

Skills

Active TS/SCI clearance

Strong understanding of the DoD acquisition lifecycle

Excellent communication skills

Proven track record of meeting sales targets

Education

Bachelor's Degree

Job description

Overview

Orbis is seeking a mission-driven, results-oriented Senior Defense Sales Executive to lead growth and capture efforts across Defense accounts. This role is ideal for a strategic seller with deep experience navigating the defense landscape, closing complex deals, and building trusted customer relationships that translate into impactful technology-enabled programs. You will serve as a primary revenue driver, shaping and capturing opportunities that align with our firm’s technical vision and strategic priorities.

Responsibilities

• Identify, qualify, and win new business opportunities across DoD organizations, with a focus on Special Operations, and Combatant Commands.
• Own and drive the full sales lifecycle, from lead generation through capture, proposal development, and contract award.
• Lead pipeline development and opportunity management using CRM tools to ensure disciplined execution and strategic prioritization.
• Collaborate closely with Capabilities Managers and Program Managers to ensure offerings meet mission needs and are positioned competitively.

Customer Engagement

• Develop deep, trust-based relationships with senior Defense leaders and future influencers.
• Serve as a strategic advisor to clients by understanding mission priorities and aligning them with firm capabilities.
• Minimize single-threaded relationships by building multi-touchpoint engagement strategies across accounts.

Capture & Proposal Excellence

• Lead capture planning efforts and contribute directly to solution design, teaming strategies, and win themes.
• Drive the development of compelling proposals and SOWs in collaboration with delivery and technical teams.
• Ensure pricing and offering strategies reflect both client value and firm objectives.

Cross-Functional Collaboration

• Partner with the EVP of Defense to shape and implement defense go-to-market strategy.
• Provide market feedback to influence internal capability development, investment decisions, and long-term growth strategy.
• Support delivery teams post-capture to ensure program success and long-term client satisfaction.

Leadership & Mentorship

• Serve as a leader across the defense team by mentoring junior staff, modeling ethical selling, and promoting a high-performance culture.
• Champion continuous improvement, sharing best practices from the field to evolve how the firm engages defense customers.

Education & Experience

• 10+ years of direct defense sales, capture, or growth leadership experience.
• A Bachelors Degree is desired for this position

Required Skills & Abilities

• Active TS/SCI clearance
• Demonstrated success selling to and winning work with DoD entities, particularly within Special Operations and Combatant Commands.
• Strong understanding of the DoD acquisition lifecycle, proposal development, and federal contracting practices.
• Proven track record of meeting or exceeding sales targets and driving multi-million dollar growth.
• Excellent communication, relationship-building, and executive presence.

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Routine video conference and/or in-person meetings.
• Remote with 60% travel

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, or protected veteran status.