Executive Director, Sales and Business Development

Location ( Remote See Highlighted below ) 

THE POSITION:

We are actively recruiting an Executive Director of Sales and Business Development to help drive the growth, commercialization and strategic positioning of the company. This role is foremost about revenue generation, both with existing and new customers. We are seeking a highly capable and proactive Executive Director who can increase sales and long-term awards, as well as to achieve teaming arrangements, secure wins on programs of record and develop new opportunities for our client
The ideal candidate will have significant experience and track record of success in sales within the RF/microwave/microelectronics space, or more broadly within defense electronics systems and related verticals in the aerospace and defense industry. We are also looking to pursue opportunities in adjacent markets such as commercial space and public safety, where we can leverage our track record in our core defense market.
The Executive Director is a senior position within client and will report directly to the company’s President. This is a hands-on position and the right candidate will be both a doer and a manager of the work involved. There will be engineering, program management and administrative support and the opportunity to hire additional sales personnel as the company grows.
The compensation for this position is competitive and will range according to candidates’ skills, qualifications, level of experience and other market factors. Compensation will include a base salary, performance bonus and equity incentive plan. It will also include access to the company’s top-tier benefits plan which includes healthcare with premium coverage for employees and dependents, PTO, 401(k) with matching, and other benefits.
RESPONSIBILITIES:

Generate and capture sales and new business opportunities. Responsible for managing all
phases of the sales lifecycle including lead generation, opportunity development, bid/proposal preparation, funnel building/analysis, client presentations and closing deals. Candidates should thrive and excel at achieving wins, pricing strategy and negotiating contracts.

Grow existing business. Collaborate closely with our customers and partners to grow our
business and increase clients presence and penetration with these customers. This includes expanding upon current work, developing sales plans for each target account, leveraging existing partnerships and maintaining high visibility within customers. Requires an in-depth understanding both clients  technology and products as well as customer gaps that we can seek to address.
Collaborate internally with product development, engineering, program management and finance teams. Inform team of market opportunities and work with teams to translate customer needs into relevant results that maximize clients existing products and technology. Ensure proposed contracted product specifications can be executed on time and budget.
Communicate our unique technology and value proposition to customers and industry partners. Ensure that these stakeholders can translate our value proposition into defined opportunities that client can capture. Support marketing strategy and communications to ensure alignment with sales activities.
Manage and report sales activities, progress and prospects to company’s Senior Leadership team. Support development and execution of company’s Operating Plan and budget as lead on Sales activities. Maintain sales related activities in the CRM system.

10+ years of relevant experience in a comparable sales or business development function, ideally
focused on aerospace and defense RF/microelectronics/related systems.
Solid understanding of aerospace/defense industry procurement processes, US government and commercial defense contract structures and bid and proposal strategies and processes.
Excellent leadership, analytical, communications and interpersonal skills.
Bachelor’s degree in an engineering field, preferably RF or electrical engineering. MBA or Masters’ degree an advantage, but not required.
Ability to travel to meet with customers and partners, represent company at conferences and industry tradeshows (up to 50%).
Our preference is a candidate in the greater Boston area, but we are also open to candidates on the east coast who can be on-site regularly.
Must be U.S. citizen or legal resident.
Must have or be able to hold DoD Secret (or higher) security clearance.