Senior Business Development Manager, Defense & Government
Overview
Own OptiTrack's U.S. Government, DoD, and Intelligence Community sales. You will drive full-cycle deals for complex technical solutions in simulation, training, and test & evaluation. Collaborate with technical teams, primes, and channel partners to win multi-stakeholder contracts. Your success grows Americas revenue and deepens trusted relationships with defense customers.
What You'll Do9
- 1Own the full sales cycle for OptiTrack solutions across U.S. Government, DoD, and Intelligence Community accounts.
- 2Identify and qualify opportunities with program offices, training commands, test ranges, research labs, primes, and major subcontractors.
- 3Build strong relationships with key decision-makers, technical influencers, and acquisition professionals.
- 4Develop account and opportunity strategies for complex, multi-stakeholder deals.
- 5Partner with technical resources to scope solutions, support live demos, and address customer requirements.
- 6Forecast pipeline accurately and maintain complete opportunity data in Salesforce.
- 7Represent OptiTrack at defense events including I/ITSEC.
- 8Provide market feedback on customer needs and competitive dynamics to product and leadership teams.
- 9Collaborate with channel partners and integrators while strengthening direct customer relationships.
Requirements10
- 17+ years in B2B sales or business development selling high-technology products or solutions.
- 2Proven track record selling directly into U.S. Government, DoD, military services, or Intelligence Community.
- 3Experience navigating complex government sales cycles, including work with primes and subcontractors.
- 4Ability to manage long-cycle, high-value technical sales.
- 5Strong understanding of government procurement processes and buying behaviors.
- 6Excellent communication and presentation skills, with ability to build relationships remotely.
- 7Willingness to travel regularly for customer meetings and industry events.
- 8Preferred: experience selling simulation, training systems, modeling & simulation, VR/AR/XR, or robotics.
- 9Preferred: existing relationships with military training commands or defense primes.
- 10Preferred: experience with ITAR/EAR-controlled products, or current security clearance (Secret or higher).
Salary Insight
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