Director Business Development Army

Position Summary

The Director, Army Sales is a senior player/coach sales leader responsible for driving personal sales performance while guiding and enabling a team of field sales managers and representatives. This role maintains direct customer engagement and may carry a personal or shared sales target, while providing leadership across territory strategy, pipeline development, and sales execution.

The Director shares accountability for field sales performance within the service vertical, operating in close partnership with the VP, Business Unit Leader, who retains ultimate ownership of revenue outcomes and business performance. Success in this role is measured by Individual and shared revenue contribution, overall field sales execution effectiveness, pipeline health and opportunity progression, team development, coaching impact, and retention, and alignment with business unit sales strategy

Essential Functions

Reasonable Accommodations Statement

To perform this job successfully, an individual must be able to perform the essential duties outlined below. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these essential functions.

Essential Functions Statements

Sales Performance & Territory Execution

• Contribute directly to revenue generation while supporting and influencing overall field sales performance across the service vertical
• Partner with the VP, Business Unit Leader to execute sales strategy, territory coverage models, and performance priorities
• Support sales managers and representatives through coaching, deal strategy, and escalation support, while reinforcing accountability and execution discipline
• Develop and execute territory and account plans aligned to company objectives
• Maintain and manage an active pipeline of opportunities, quotes, and orders
• Drive opportunity progression from identification through order execution
  
  

Customer & Account Management

• Maintain direct customer relationships and participate personally in key deals, strategic accounts, and complex sales efforts as both a seller and leader
• Establish and maintain strong relationships with end users, contracting offices, and program stakeholders
• Conduct regular in-person customer visits, briefings, and solution discussions
• Identify customer requirements and translate needs into product and service solutions
• Serve as the primary field point of contact for assigned accounts
  
  

Market, Program & Budget Awareness

• Maintain working knowledge of DoD budget cycles, appropriations, and funding mechanisms as they impact customer buying behavior
• Monitor customer programs, funding timelines, and mission priorities
• Liais