Senior Gov't Sales Lead — DoD/IC, Simulation & Training

OptiTrack; San Diego (CA); On-site; USD 150,000 - 190,000; Full time

Benefits offered by this job

Health insurance

Dental & Vision

Long-term disability

Life insurance

401k Match

Paid holidays

Paid PTO

EAP

FSA

Job summary

OptiTrack is seeking an experienced Senior Business Development Manager to own and grow OptiTrack’s presence across the U.S. Government, DoD, and Intelligence Community.

This is a high-impact, full-cycle sales role focused on complex, technical solutions sold into simulation, training, test & evaluation, and related applications. You will build pipeline, manage long sales cycles, and close significant deals with end customers, primes, and subcontractors, requiring deep familiarity with

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.

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

Govt/DoD sales

Complex sales cycles

Tools

Salesforce

Job description

OptiTrack is seeking an experienced Senior Business Development Manager to own and grow OptiTrack’s presence across the U.S. Government, DoD, and Intelligence Community.

This is a high-impact, full-cycle sales role focused on complex, technical solutions sold into simulation, training, test & evaluation, and related applications. You will build pipeline, manage long sales cycles, and close significant deals with end customers, primes, and subcontractors, requiring deep familiarity with