Vice President of Sales (Federal)

Overview

The Vice President will spearhead market expansion across key verticals, including defense, homeland security, public safety and law enforcement, and critical infrastructure sectors.

Key Responsibilities:

The VP of Sales will report to the US GM and oversee a team of sales executives in a rapid-growth environment. A primary responsibility of this position is providing hands-on team management, coaching, and mentoring to foster individual development and team success while driving high performance. This role is charged with the development and execution of the sales and business development function and aggressively expanding market opportunities and new business relationships to ensure long-term profitability, efficiency, competitiveness, and strategic delivery for D-Fend Solutions.

Whereas the Vice President will have a high degree of autonomy in driving the revenue growth of the business, he/she must possess strong interpersonal skills and be a collaborative team player who excels at working alongside leaders and professionals across the organization globally in alignment with D-Fend Solutions' core values.

The VP of Sales will assess market opportunities through a variety of lenses including region, channel, and customer base, ensuring resources are aligned to achieve market-penetrating success through D-Fend Solutions' system- and product-level offerings.

The VP of Sales is responsible for US sales performance, bringing a strong track record of quota achievement. The candidate will possess in-depth knowledge of selling strategies and methods for capturing sales of highly differentiated products within US Defense, Federal, and Security Markets. With a strong working knowledge of the D-Fend Solutions product set and the competitive landscape, the VP of Sales will take an active approach to leading the team, directly engaging customers and partners, and generating executable sales plans and forecasts.

The candidate will possess exceptional leadership, executive communication, interpersonal, and customer service skills. They must be experienced in strategic planning, exhibit high business acumen, and possess deep expertise in Government procurement regulations and processes.

Specific Duties and Activities:

• Leadership & People Management: Serve as a mentor and coach to the sales organization, managing day-to-day sales processes, supporting professional growth, and building a high-performing sales team.
• Strategy & Execution: Develop and drive sales strategies and initiatives to consistently achieve sales goals and revenue quotas.
• Federal Market Penetration: Lead the sales team in driving advanced C-UAS products and solutions into the Department of Defense (DoD), Department of Homeland Security (DHS), Department of Justice (DOJ), Department of Energy (DOE), and Critical Infrastructure sectors.
• Deal Support: Actively support the sales team in closing complex deals, driving strategic pursuits, and expanding offerings to existing customers (including warranty and renewals).
• Pipeline & CRM Management: Ensure the sales pipeline, pursuit capture plans, and forecasts are rigorously managed, updated, and accurate within the CRM system.
• Cross-Functional Collaboration: Partner closely with Presales, Product Development, R&D, and Marketing to align go-to-market strategies and product feedback.
• Executive Alignment: Work directly with the D-Fend US GM and CEO to execute overall corporate growth strategies and present reports/forecasts to executive management and the Board of Directors.
• Relationship Management: Build and nurture high-level relationships with key government procurement officials, prime contractors, and strategic industry partners.
• Industry Representation: Represent the company at major industry conferences, trade shows, and federal networking events.

Requirements:

Primary & Core Qualifications

• Interpersonal & Team Leadership: Proven strong interpersonal, team management, coaching, and mentoring skills as a primary job function, with a track record of building and developing high-performing sales teams.
• DoD & DHS Expertise: Demonstrated knowledge, experience, and key relationships in Department of Defense (DoD) and Department of Homeland Security (DHS) procurement regulations, processes, and direct sales execution.
• Sales Leadership Experience: At least 10 years of proven experience successfully leading sales teams within aerospace & defense, public safety, and homeland security sectors.
• Closing Track Record: Personal, proven track record in executing and closing complex sales campaigns and major deals within federal defense and law enforcement agencies.
• Government Bidding Process: Deep experience selling into DoD, DHS, DOJ, DOT, DOE, federal, and airport environments, with comprehensive understanding of federal procurement cycles (RFI, RFP, POR).

Desirable & Additional Qualifications

• Start-Up Experience: Prior experience working in high-growth, start-up oriented companies is highly desirable.
• Global Collaboration: Cross-cultural experience working within global corporations and interfacing with executive peers internationally (experience with Israeli companies is an advantage).

Attributes & Job Parameters

• Energetic, forward-thinking, and high emotional intelligence (EQ) with strong ethical standards.
• Strong analytical skills with the ability to translate technical product features into compelling customer value propositions.
• Availability for a full-time, in-office position in McLean, VA (not remote or hybrid).
• Ability to travel frequently (up to 60%) within the United States.