Vice President, Business Development, U.S. Air Force

Decision Lens; Arlington (VA); On-site; USD 150,000 - 200,000; Full time

Benefits offered by this job

Great Place to Work certified

Innovative work environment

High growth company

Job summary

A leading planning software company is seeking a Vice President of Business Development for the U.S. Air Force. This role involves closing enterprise-class business, managing complex sales cycles, and collaborating with teams to drive growth. Ideal candidates should have over 10 years of experience in the federal sector, with strong relationships with senior government executives and expertise in the U.S. Air Force. The position is based in Arlington, VA, with preferred location in the Washington D.C. area.

Qualifications

• 10+ years of experience selling enterprise software solutions in the federal sector.
• Subject matter expertise or deep familiarity with the U.S. Air Force.
• Proven ability to sell to senior government executives.

Responsibilities

• Help the pod achieve or exceed its quota.
• Develop and grow pipeline through targeted outreach.
• Manage a complex sales cycle with senior-level stakeholders.

Skills

Enterprise software sales

Stakeholder engagement

Negotiation skills

Emotional intelligence

Account management

Education

Bachelor's degree in business or related field

Tools

CRM (HubSpot)

Job description

Vice President, Business Development, U.S. Air Force

Decision Lens is seeking a highly motivated Vice President of Business Development,U.S. Air Force. In this role, you will be responsible for closing enterprise-class business within the Government. Operating as part of a sales team, you will collaborate to drive account penetration and revenue growth. Success in this position requires a consultative, value-based sales approach that builds trust with senior stakeholders, navigates complex procurement cycles, and aligns customer mission needs with Decision Lens solutions. This role reports directly to the SVP for the territory.

Duties and Responsibilities

• Take direct responsibility for helping your respective pod achieve or exceed its quota – collaborate with your team and align strategies and execution plans to achieve growth targets.
• Develop and grow pipeline through targeted outreach, partner engagement, and other channels.
• Manage a complex sales cycle with senior-level stakeholders to close new business.
• Increase efforts where appropriate to secure more “outcome-focused” contracts that integrate CX services with product licenses.
• Collaborate with Marketing on territory events, campaigns, and account-based initiatives.
• Collaborate with Customer Experience to drive expansion opportunities in current accounts.
• Build and expand relationships with C-level and senior executives across assigned agencies.
• Deliver compelling functional and business-value overview presentations.
• In partnership with the SVP of the territory, consistently and accurately forecast monthly and quarterly bookings in CRM (HubSpot).
• Stay abreast of client drivers, funding cycles, and mission priorities to inform account strategy.
• Represent Decision Lens at key events, briefings, and industry forums.
• Demonstrate thought leadership by articulating how Decision Lens helps customers achieve mission success.
• Understand and develop strategies to address the competitive landscape in your market area.

Job Qualifications

• Bachelor’s degree in business or related field.
• 10+ years of experience selling enterprise software solutions in the federal sector.
• Subject matter expertise or deep familiarity with the U.S. Air Force, including mission priorities, procurement processes, and organizational landscape.
• Proven ability to sell to senior government executives and manage long, complex sales cycles.
• Exceptional emotional intelligence, communication, presentation, and negotiation skills.
• Security clearance eligibility required.
• CRM discipline (HubSpot or similar).
• 30% Travel.

Location: Washington D.C.area preferred. Decision Lens is headquartered in Arlington, VA.

Company Overview

Decision Lens develops integrated planning software which modernizes how government prioritizes, plans, and funds. We have been transforming public sector planning since 2005, delivering the people, process and technology which empower agencies to effectively meet the needs of today while delivering the cutting-edge capabilities of tomorrow.Decision Lens is an innovative, tech-driven high growth company, ranked number one Best SaaS for Business Intelligence or Analytics by SaaS Awards and a certified “Great Place to Work” by the Great Place to Work Institute. Our client list includes the US Department of Defense including Navy, Army, Air Force and numerous other agencies: USDA, GSA, FAA, and USDOT.

Decision Lens Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.