Recruiting from Scratch · 1 week ago
Vice President of Defense Sales
Arlington, VA
Full-time
Onsite
Lead/Staff, Director/Executive
$180K/yr - $200K/yr
3+ years expRecruiting from Scratch is partnering with a fast-growing technology company building data-driven solutions for the national security and defense community. The Vice President of Defense Sales will own the entire sales cycle, manage complex sales processes, and build strategic plans to engage with key defense agencies.
Staffing Agency
Hiring Manager
Santa B.
Responsibilities
Own a full end-to-end new business sales cycle, from pipeline creation to contract execution
Personally source, develop, qualify, and progress new opportunities within the defense and national security ecosystem
Manage multiple complex sales cycles simultaneously with predictable fiscal-year milestones
Build and execute strategic account plans for key defense agencies and programs
Present compelling, tailored value propositions to senior-level stakeholders across operations, logistics, acquisition, sustainment, and related domains
Deliver product demonstrations, collaborate with internal teams on solution scoping, and ensure successful handoff to delivery post-sale
Represent the company at industry events, onsite meetings, and executive briefings
Qualification
Required
3+ years of experience selling SaaS, AI, data, analytics, or enterprise software into the U.S. Federal Government, preferably DoD
Demonstrated success owning a territory and full sales cycle (prospecting → discovery → technical evaluation → proposal → close)
Experience closing new, greenfield deals with large federal or defense organizations
Strong understanding of defense acquisition, program management, operations, logistics, or sustainment workflows
Excellent communication, executive presence, and ability to operate autonomously in a high-accountability role
Ability to work on-site in Arlington, VA when not traveling for client meetings
Preferred
Experience at a defense-focused SaaS, AI, or analytics company
Prior military or government service—especially in acquisition, operations, logistics, or maintenance
Experience closing 7-figure software deals with federal agencies
Existing relationships across DoD, national security, or defense industrial base
Benefits
Comprehensive medical, dental, vision, retirement offerings, and additional employee benefits
Competitive equity package
Company
Recruiting from Scratch
A recruiting agency working with technology companies to help them hire software engineers, data roles, product managers, and hardware.
11-50 employees
Funding
Current Stage
Early StageLeadership Team
Will Sanders
Founder / CEO
Tom Callahan
Managing Partner, Retained Executive Search
Recent News
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