Director of Sales, Aerospace & Defense

We are seeking a seasoned executive sales leader to direct and expand commercial business operations across priority defense primes, major military branches, and tier-one strategic accounts. In this role, you will champion senior-level customer relationships, navigate complex multi-site softwaretoolchain and validation pursuits, and deploy comprehensive go-to-market methodologies. By managing high-value relationships in heavily regulated environments, you will elevate pipeline penetration, accelerate regional revenue, and establish a dominant market presence for a world leader in high-performance, safety-critical embedded software development tools.

Key Responsibilities

• Own and scale strategic relationships across major military divisions, tier-one defense systems integrators, and key industry program stakeholders.
• Lead comprehensive account architectures and executive engagements for high-value pursuits intersecting multiple programs, sites, and manufacturing centers.
• Formulate and deploy aggressive territory go-to-market strategies, prioritizing high-yield accounts and ensuring a robust pipeline development engine.
• Collaborate with internal software development, technical engineering, field marketing, and senior corporate leadership units to align resources for critical transactions.
• Orchestrate everyday account initiatives by guiding localized field sellers and account managers while preserving executive ownership over sector-specific strategies.
• Cultivate and preserve deep professional networks with high-level procurement officers, program influencers, and operational buyers.
• Direct complex sales cycles from initial qualification and deal positioning through to pricing optimization, master contract negotiations, and formal closure.
• Analyze evolving defense trends, competitive landscapes, software standard iterations, and prime program funding to reveal new market openings.
• Present the organization's technical portfolio at critical customer briefings, industrial symposia, and specialized military electronics forums.
• Deliver highly predictable revenue forecasting, granular pipeline transparency, and systematic progress reviews to the corporate executive staff.

• Bachelor's degree in Business, Electrical Engineering, Computer Science, or a closely related technical field.
• 5+ years of proven sales, business development, or major account leadership success specifically within the aerospace and defense sectors.
• Verified history of growing software revenue streams and managing sophisticated sales cycles inside highly regulated, high-reliability technical environments.
• Established industry credibility and a ready network of active contacts among major defense primes, system developers, and ecosystem partners.
• Elite presentation, executive presence, and contract negotiation skills with an ability to manage diverse, high-level stakeholder groups.
• Extensive experience coordinating matrixed deal pursuit teams, aligning software field engineers and internal support groups to advance strategic accounts.
• Natural ability to convert intricate mission demands and software verification needs into actionable commercial territory initiatives.
• Strong command of modern CRM databases, rigorous sales tracking tools, and precise corporate forecast reporting methodologies.
• Full availability to travel regionally and nationally to support key accounts, program milestones, and sector marketing events .