Enterprise Sales Director | $150K-$200K Base + OTE + Hybrid | Exciting Profitable Defense AI Tech Startup

Company Description

***YOU MUST BE A CITIZEN OF THE UNITED STATES. You must be within commuting distance of the office and able to commute to the office at least once a week.***
Are you ready to disrupt the Federal OTA and commercial R&D industry with a proven, industry-leading AI, database, decision support, and analytics solution? 

Our client is a profitable AI tech startup that provides comprehensive software tools and data services for maximizing operational efficiencies in AI/ML workflows, data sharing, and local/distributed analytics for the Department of Defense (DoD). 

They have goals to further penetrate the Federal market, while in parallel getting into the commercial R&D market. 

They offer 3 key technology services:

AI Engine: A triple-store database that enables analysts to immediately query data packages - save time and reduce the cost and effort of pre-processing data via this service. 

Data Packaging Service: Create self-contained files with a next-generation ETL that eliminates bulk loading while ensuring a reliable and secure data supply chain for analytics, AI/ML, and high-performance computing workflows - streamlined data processing for seamless data integration.

Custom Services: Assist customers with deployments of the AI Engine and Data Packages. Integrate with existing customer analytics including dashboards and AI LLMs. Develop new capabilities specific to customer needs.

Their AI Engine and Data Packaging services have helped make DoD cyber testing scientifically repeatable and efficient while optimizing security. They’ve offloaded integration and data tasks for the DoD cyber testers eliminating unnecessary testing leading to significant cost savings and increased productivity.

BENEFITS:

• 401K with a 3% company match.
• Health Insurance including Life, Vision, and Dental.
• Health Savings Account.
• Paid Federal Holidays.
• Paid Time Off.
• Paid Sick Time.
• Flexible work schedule with hybrid model. 

Job Description

This is an exciting growth opportunity - our client wants to diversify within commercial R&D clients while also working with the defense sector. As the Enterprise Sales Director, you will take ownership of the full sales cycle, leveraging your expertise to identify, engage, and convert enterprise prospects into long-term clients. This role requires a strong understanding of SaaS sales specifically focused on R&D AI solutions and OTAs with the ability to navigate complex enterprise environments. You’ll be key in driving revenue and building relationships within defense or commercial industries, turning qualified leads into high-value partnerships.

RESPONSIBILITIES:

• Oversee the full sales lifecycle for large, complex deals, from lead generation and qualification to closing, ensuring consistent, predictable revenue growth.
• Develop and execute a strategic sales plan focused on selling AI R&D solutions to commercial or defense businesses, ensuring alignment with the company's long-term growth objectives. 
• Manage the full sales cycle, from lead generation and qualification to closing multi-million-dollar deals, ensuring that our R&D AI solutions meet the unique needs of both commercial and defense clients. 
• Utilize your experience with Other Transaction Authority (OTA) agreements to negotiate and close sales with DoD agencies, ensuring compliance and alignment with government procurement processes.
• Provide accurate sales forecasting, reporting, and performance tracking, ensuring alignment with company goals and objectives.
• Leverage the CEO’s existing network to assist in generating leads. 
• Target new markets and customer segments, identifying opportunities for expanding AI-driven R&D solutions into industries such as defense, biotech/pharma, fintech, manufacturing, and healthcare.

Qualifications

• 6-10+ years of SaaS sales experience with a proven track record of booking $1M-$2M in ARR in non-federal business. 
• Experience winning Federal OTA business opportunities up to $5M along with having contacts and network in these areas to quickly identify new opportunities. 
• Must have sales experience focused on selling R&D software solutions to defense or commercial sectors. 
• Ability to negotiate and close multi-stakeholder SaaS deals for large and complex organizations.
• Strong understanding and hands-on experience with Other Transaction Authority (OTA) agreements, including navigating the complexities of DoD contracting and procurement processes.
• Excellent interpersonal and communication skills, with the ability to build relationships with C-level executives, government officials, and technical teams. 
• Ability to obtain security clearance if needed. 
• A self-starter with an entrepreneurial mindset and the ability to manage multiple priorities in a fast-paced environment.
• Must be able to work in a fast-paced environment with the ability to prioritize, multi-task, perform well under pressure, meet deadlines, and work a flexible schedule.
• An entrepreneurial and determined attitude with a massive drive to meet targets, and the confidence to work independently without daily oversight. 

Additional Information

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