Senior Government Solutions Sales Lead (DoD & IC)

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

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.