About the roleUFORCE is seeking a Head of Sales to build a durable, profitable U.S. Army customer base and turn Army priorities into funded opportunities, contract awards, and sustained field adoption. You'll lead Army business development and capture from early opportunity shaping through customer engagement, acquisition strategy, proposal, award, and post-award adoption. You'll work across Army operators and warfighters, requirements and capability developers, acquisition decision-makers, primes, and key subcontractors, partnering closely with Government Relations, Contracts, Proposals, and Delivery.
This role may be remote within the U.S., with a preference for the Washington, D.C. metro area. Expect approximately 40% travel to Army customer sites, exercises, demonstrations, and industry events.
What you'll do- Build and execute an Army account and capture strategy that converts customer needs into qualified, fundable, winnable opportunities.
- Develop trusted relationships across Army echelons and mission sets, including operators, requirements owners, capability developers, PEO/PM offices, contracting organizations, and relevant Army Futures Command and ASA(ALT) stakeholders.
- Lead disciplined capture from shaping through award: qualify opportunities, establish customer-backed win themes, assess competitors, develop price-to-win recommendations, and make evidence-based bid/no-bid decisions.
- Map Army priorities to requirements, funding pathways, acquisition strategies, and timelines to obligation; partner with Government Relations to support compliant customer engagement and sponsor advocacy.
- Select and position the right acquisition route for each pursuit, including FAR-based competitions, OTAs, CSOs, BAAs, IDIQ task orders, prime partnerships, and subcontract channels.
- Lead proposal strategy and execution with Contracts, Pricing, SMEs, and partners; maintain compliance, traceability, and on-time submission readiness.
- Establish pipeline definitions, evidence standards, and review rhythms that support reliable forecasting and clear next steps.
- Partner with Delivery and Customer Success to plan onboarding, monitor adoption and readiness outcomes, address delivery risks, and build follow-on opportunities.
Required Skills- Demonstrated success winning and growing business with the U.S. Army or in closely related defense markets, with clear ownership of revenue, capture, and customer outcomes.
- Established ability to build durable relationships with Army operators, requirements and capability stakeholders, acquisition decision-makers, and industry partners.
- Strong understanding of the path from operational need to Army priorities, POM and budget alignment, appropriations, acquisition, and obligation.
- Practical fluency in FAR-based and alternative acquisition pathways, and sound judgment in selecting a compliant route to contract.
- Proven capture discipline, including qualification and stage gates, customer-evidenced win themes, competitive assessment, price-to-win, and bid/no-bid recommendations.
- Experience leading complex proposals and coordinating cross-functional teams and partner inputs to deliver compliant, on-time submissions.
- Strong forecasting and pipeline-management skills, supported by documented evidence, consistent definitions, and an operating cadence.
- High integrity and sound ethics in government engagement, including awareness of procurement integrity, organizational conflicts of interest, and fair-competition boundaries.
- Ability to collaborate across business development, Government Relations, Contracts, Proposals, Delivery, and Customer Success-and to stay accountable through post-award adoption.
- Willingness to travel approximately 40% to customer sites, exercises, demonstrations, and industry events.
Nice to have- Experience supporting Army requirements and funding efforts through the POM/Budget process in partnership with Government Relations.
- A record of positioning offerings on multiple Army-relevant contract vehicles, including direct-award opportunities, prime IDIQs, OTA consortia, or subcontract channels.
- Experience across multiple Army echelons, formations, mission sets, and CONUS or OCONUS commands.
- Experience with large, competitive defense proposals, including red-team reviews and multi-volume leadership.
- A Washington, D.C. metro-area base.
