Director, Department of Defense Sales

POSITION SUMMARY

The Director, Department of Defense (DoD) Sales is responsible for leading, scaling, and executing Noble’s DoD sales strategy across assigned regions, accounts, and mission areas. This role owns revenue performance, pipeline health, customer relationships, and team execution within the DoD portfolio and serves as a senior-facing representative of the company to military, federal, and defense stakeholders.

This position operates as both a strategic leader and player-coach, responsible for guiding sales representatives, shaping go-to-market strategy, influencing contract and bid development, and ensuring disciplined execution across the full sales lifecycle. The Director partners closely with executive leadership, vendors, inside sales, contracts, and operations to deliver mission-focused solutions while maintaining compliance with federal procurement requirements.

ESSENTIAL FUNCTIONS

Leadership & Strategy

• Own and deliver assigned DoD revenue, margin, and growth targets, aligned to annual and quarterly business objectives.
• Develop and execute regional and/or account-based sales strategies in coordination with executive leadership.
• Lead, coach, and develop DoD sales representatives to improve performance, discipline, and consistency.
• Establish clear expectations for pipeline management, forecasting accuracy, and customer engagement cadence.

Customer & Market Engagement

• Serve as a senior point of contact for key DoD, military, federal agency, and defense customer relationships.
• Drive executive-level customer engagement, including base visits, senior briefings, and mission-critical discussions.
• Identify, qualify, and advance complex sales opportunities, including new programs, contracts, and emerging requirements.
• Represent Noble at industry events, symposiums, trade shows, and vendor engagements.

Sales Execution & Pipeline Management

• Oversee and review sales pipelines, forecasts, quotes, and orders to ensure accuracy and timely execution.
• Partner with Contracts, Inside Sales, and Operations to support bid development, pricing strategy, and delivery execution.
• Actively develop and communicate competitive intelligence, customer insights, and market trends to leadership.
• Ensure disciplined use of CRM and ERP systems for opportunity tracking, reporting, and compliance.

Cross-Functional Collaboration

• Collaborate with vendors, suppliers, and partners to align solutions with customer mission needs.
• Influence product development, sourcing strategies, and service offerings based on customer feedback and market demand.
• Support the implementation of an effective inside/outside sales model across assigned teams and territories.

ADDITIONAL RESPONSIBILITIES

• Maintain a professional presence and executive-level demeanor with customers and partners.
• Ensure team compliance with company policies, federal contracting standards, and ethical sales practices.
• Prepare and present reports, forecasts, and updates to senior leadership as required.
• Maintain an accurate calendar reflecting customer engagements, travel, and pipeline activities.

POSITION QUALIFICATIONS

To perform this role successfully, the individual must demonstrate the following:

• Proven success in DoD, federal, or government sales leadership roles.
• Strong understanding of federal contracting, procurement processes, and defense customers.
• Demonstrated ability to lead teams, influence outcomes, and execute under pressure.
• Strong negotiation, communication, and relationship-building skills.
• High level of personal accountability, judgment, and integrity.
• Ability to obtain and maintain a security clearance, if required.
• Valid driver’s license and ability to travel extensively.

EDUCATION & EXPERIENCE

• Bachelor’s degree strongly preferred.
• 7–10+ years of progressive sales experience, including DoD or federal sales.
• Prior experience leading sales teams or complex accounts strongly preferred.
• Equivalent industry experience may be considered in lieu of formal education.

COMPUTER SKILLS

• Microsoft Office Suite.
• Google Workspac.e
• Salesforce (or comparable CRM).
• NetSuite or ERP familiarity strongly preferred.
• Proficient internet and market research skills.

PHYSICAL DEMANDS

The physical demands described here are representative of those required to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

Typical office environment

• Frequent travel and customer site visits.

WORK ENVIRONMENT

• Combination of home office, customer locations, military installations, and corporate environments.
• Required to operate professionally in diverse and sometimes mission-critical settings.

EQUAL OPPORTUNITY STATEMENT

Noble provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other protected category in accordance with applicable law.