Vice President of Sales – Military
Remote (Travel)
$200,000-$240,000
Position Overview:
We have an exciting opportunity for a market expansion focused Vice President of Sales to accelerate growth across the conventional U.S. military market. The VP will expand the company into a preferred integrated solutions and support partner serving multiple military branches. The role will focus on profitable, sustainable growth by developing strategic relationships, securing major programs.
This is a hands-on business development and growth leadership position within a lean organization. The VP will lead four military growth verticals, personally manage the highest-value opportunities, and build relationships with major defense primes, government customers, and military acquisition organizations.
Key Responsibilities
- Develop and execute short, medium, and long-term growth strategies across the U.S. military portfolio.
- Identify emerging military requirements, future programs, new platforms, and opportunities for expanded product content and services.
- Evaluate opportunities based on customer need, acquisition strategy, competition, funding, margin, investment requirements, and execution risk.
- Develop transformational opportunities including strategic partnerships, integrated solutions, new program content, and long-term agreements.
- Recruit, develop, and manage four commercially focused leaders responsible for market strategy, customer relationships, pipeline development, capture plans, and new business
- Expand company’s existing fighter jet position through additional content, technology integration, lifecycle services, and framework agreements.
- Pursue opportunities with additional fixed-wing platforms and military customers.
- Develop a military aircraft growth strategy utilizing technology capability.
- Pursue aircrew relations solutions focused on integrated equipment opportunities.
- Expand naval and submarine escape, maritime survival, and larger life raft programs.
- Develop conventional Army and Marine Corps growth strategies.
- Expand relevant Special Operations technologies into conventional military applications.
- Develop defense opportunities involving build-to-print supply and differentiated solutions.
- Work with a dedicated defense bidding specialist to coordinate opportunities across military verticals.
- Set direction, challenge each vertical strategy, connect opportunities across markets, and ensure each leader has the resources and accountability needed to deliver results.
- Build senior-level relationships with military acquisition organizations.
- Leverage defense-industry relationships, strategic partners, and industry network to expand market access and identify teaming opportunities.
- Work with government relations advisers on appropriate congressional engagement, program funding opportunities, acquisition priorities, and federal or state funding.
- Develop targeted procurement strategies for channels in naval and aviation organizations.
- Ensure all government and industry engagement follows applicable procurement, ethics, and lobbying requirements.
- Lead major program captures, strategic negotiations, partnerships, and long-term commercial agreements.
- Establish clear win strategies, ownership, timelines, and next steps for priority opportunities.
- Build a balanced pipeline covering immediate opportunities, medium-term programs, and long-term pursuits.
- Establish Salesforce as the primary source for pipeline, forecasting, customer activity, and opportunity management.
- Ensure major opportunities are supported by credible funding, differentiated solutions, strong business cases, and realistic execution plans.
- Partner with Finance, Contracts, Engineering, and Operations to evaluate pricing, capacity, risk, and profitability.
- Ensure successful handoff of awarded programs to Program Management and Operations.
- Partner with Product & Technology and Engineering to translate military requirements into product roadmaps and commercially viable solutions.
- Identify opportunities to expand successful Special Operations innovations into conventional military markets.
- Develop integrated solutions that combine company products, complementary technologies, and support services.
- Increase lifetime customer value through: Training, Fitting and test stations Inspection Spares, Maintenance, Upgrades, Sustainment, Long-term support agreements
- Establish conventional military messaging and strategic account priorities in partnership with the marketing team.
- Support technical demonstrations, industry events, customer campaigns, and strategic positioning.
- Help position the company as an integrated survivability solutions partner rather than solely an equipment supplier.
- Build a culture focused on profitable growth, disciplined opportunity evaluation, and long-term market development.
Required Qualifications:
- Bachelors Degree in Business or related field of study.
- Strong understanding of U.S. military acquisition, procurement, funding, and program development.
- Established relationships with relevant military organizations, defense primes, and industry stakeholders.
- Proven record of market expansion, significant contract wins, partnerships, and business development.
- Experience leading strategic captures and complex customer pursuits.
- Ability to recruit, develop, and hold business development professionals accountable.
- Strong commercial and financial understanding, including pricing, profitability, capture economics, recurring revenue, and long-term program value.
- Ability to work effectively with Engineering, Operations, Finance, Contracts, Product, and external partners.
- Comfortable operating in a lean, entrepreneurial environment with limited corporate infrastructure.
- Demonstrated ability to personally open doors, develop relationships, and close business.
Preferred Qualifications:
- Experience with aerospace, defense technology, engineered equipment, or military survival/protective systems.
- Experience with integrated solutions and lifecycle/sustainment services.
- Government relations or government funding experience.
- Experience expanding products or technologies across military branches or markets.
- Experience working with smaller or mid-sized defense companies.
