Strategic Sales Lead, 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

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.