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Defense Contractor Sales Jobs in Virginia (NOW HIRING)

SAP

SAP NS2 Mid-Market Account Executive

Herndon, VA · On-site

... defense contractors, government systems integrators, and other security-conscious commercial organizations. You will own the full sales cycle - from territory planning and pipeline generation through ...

Makwa Global LLC

Director, Defense Growth

Mclean, VA · On-site

$180K - $220K/yr

Makwa Global is seeking a Director of Defense Growth to lead strategic growth across the Department ... Build and maintain trusted relationships with Program Managers, Contracting Officers, Contract ...

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Defense Contractor Sales information

See Virginia salary details

$16.4K

$55.8K

$117K

How much do defense contractor sales jobs pay per year?

As of Aug 12, 2026, the average yearly pay for defense contractor sales in Virginia is $55,846.00, according to ZipRecruiter salary data. Most workers in this role earn between $34,700.00 and $64,400.00 per year, depending on experience, location, and employer.

What are some common challenges faced by defense contractor sales professionals when navigating government procurement processes?

Defense Contractor Sales professionals often encounter complex and lengthy government procurement processes, which can involve strict compliance requirements, extensive documentation, and multiple approval stages. Navigating these procedures requires a strong understanding of federal acquisition regulations and the ability to build relationships with key decision-makers. Staying updated on changes in policy, adapting proposals to meet specific contract needs, and managing long sales cycles are crucial for success in this role.

What is defense contractor sales?

Defense contractor sales involve the marketing and selling of products, services, or technologies to military organizations, government agencies, or allied nations. Sales professionals in this field typically work for companies that manufacture or supply defense equipment, such as weapons, vehicles, electronics, or cybersecurity solutions. Their responsibilities include identifying potential clients, understanding government procurement processes, negotiating contracts, and ensuring compliance with regulations like the International Traffic in Arms Regulations (ITAR). The work often requires security clearances and a strong understanding of both technical products and governmental policies.

What are the key skills and qualifications needed to thrive as a defense contractor sales professional?

To excel in Defense Contractor Sales, you need a deep understanding of military procurement processes, government contracting regulations, and a track record in B2G (business-to-government) sales, often supported by a relevant degree and security clearance. Familiarity with CRM software, federal acquisition systems such as SAM.gov, and compliance certifications like ITAR or FCPA is typically required. Exceptional relationship-building, negotiation, and communication skills set top performers apart in this field. These competencies are crucial for navigating complex sales cycles, maintaining regulatory compliance, and building trust with government clients.
What are the most commonly searched types of Defense Contractor Sales jobs in Virginia? The most popular types of Defense Contractor Sales jobs in Virginia are:
What are popular job titles related to Defense Contractor Sales jobs in Virginia? For Defense Contractor Sales jobs in Virginia, the most frequently searched job titles are:
What job categories do people searching Defense Contractor Sales jobs in Virginia look for? The top searched job categories for Defense Contractor Sales jobs in Virginia are:
What cities in Virginia are hiring for Defense Contractor Sales jobs? Cities in Virginia with the most Defense Contractor Sales job openings:
Defense Contractor Sales jobs near you
Infographic showing various Defense Contractor Sales job openings in Virginia as of August 2026, with employment types broken down into 96% Full Time, and 4% Part Time. Highlights an 87% In-person, and 13% Remote job distribution, with an average salary of $55,846 per year, or $26.8 per hour.

Senior Director of Capture Management

Agile Defense

Mclean, VA • On-site

Full-time

Re-posted 13 days ago

Job description

About Agile Defense
 
At Agile Defense we know that action defines the outcome and new challenges require new solutions. That's why we always look to the future and embrace change with an unmovable spirit and the courage to build for what comes next.
 
Our vision is to bring adaptive innovation to support our nation's most important missions through the seamless integration of advanced technologies, elite minds, and unparalleled agility-leveraging a foundation of speed, flexibility, and ingenuity to strengthen and protect our nation's vital interests.

Requisition #: 1572

Job Title: Senior Director of Capture Management

Location: McLean, VA

Clearance Level: Must Have Secret Security Clearance to Start

Job Description
The Senior Director of Capture Management serves as a strategic leader within Agile Defense's Growth organization, reporting directly to the Chief Revenue Officer (CRO). This role is responsible for establishing, standardizing, and enforcing capture management processes, methodologies, and best practices across all six divisional Pods (Air Force, Army, Navy, CCMD/4th Estate, Federal Civilian, and DHS).
 
The Senior Director will drive process rigor, pipeline hygiene, and capture excellence by providing oversight, mentorship, and governance to the Capture Leads embedded within each Pod. This individual will ensure consistent execution of the capture lifecycle, from opportunity identification through proposal submission, while maintaining the integrity of the pipeline, enforcing gate reviews, and delivering actionable intelligence to executive leadership on win probability, pipeline health, and revenue forecasting. The Senior Director will be instrumental in building a scalable, repeatable capture framework that accelerates Agile Defense's growth trajectory across the federal marketplace.
Education and Background
  • Bachelor's degree in Business Administration, Engineering, Information Technology, or a related field (Master's degree or MBA strongly preferred)
  • Formal capture management training (e.g., Shipley, APMP certification, or equivalent)
  • Demonstrated background in the Government Contracting (GovCon) industry, with deep familiarity across DoD (Air Force, Army, Navy, Combatant Commands/4th Estate) and civilian agencies (Federal Civilian, DHS)
  • Experience operating within a matrixed Growth organization structure with cross-functional Pod-based teams (BD, Capture, Solution Architecture, Proposal Management, and Pricing)
  • Track record of leading and winning captures valued at $100M+ across various contract vehicles (IDIQ, BPA, single-award, GWAC, etc.)
  • Prior experience in a senior leadership role at a mid-tier to large defense/IT services contractor or non-traditional defense contractor
Years of Experience
  • 10+ years of progressive experience in capture management, business development, or growth leadership within the federal government contracting space, with at least 5 years in a senior leadership role overseeing capture teams and/or a capture center of excellence.
Required Skills
  • Capture Process Governance: Proven ability to design, implement, and enforce end-to-end capture management frameworks, including gate review processes (Interest -> Bid), win theme development, competitive assessments, and color team reviews
  • Pipeline Management & Hygiene: Expert-level proficiency in maintaining pipeline accuracy, enforcing data discipline, and leveraging CRM tools (e.g., Salesforce, Pipedrive, or similar) to drive forecasting accuracy and opportunity qualification (using frameworks such as P-WIN scoring)
  • Leadership & Mentorship: Demonstrated ability to lead, coach, and develop a distributed team of Capture Leads across multiple divisions, fostering accountability and a culture of winning
  • Strategic Thinking: Ability to assess market dynamics, competitive landscapes, and customer missions across DoD and FedCiv to shape capture strategies
  • Executive Communication: Exceptional ability to present pipeline health, capture status, and strategic recommendations to C-suite leadership (CRO, CEO, COO)
  • Cross-Functional Collaboration: Experience working closely with Solution Architects, Proposal Managers, Pricers, and BD professionals in an integrated team environment
  • Government Acquisition Knowledge: Deep understanding of FAR/DFARS, federal procurement processes, source selection methodologies, and contract types
  • Financial Acumen: Ability to assess deal economics, pricing strategies, and bid/no-bid decisions based on investment thresholds and ROI
  • Security Clearance: Active Secret clearance (Top Secret preferred)
Preferred Skills
  • Experience standing up or transforming a Growth organization, including building capture centers of excellence from the ground up
  • Familiarity with Agile Defense's core markets: cybersecurity, IT modernization, digital transformation, AI, cloud, and mission support services
  • PMP certification or equivalent project management credentials
  • Experience with AI-enabled tools for competitive intelligence, pipeline analytics, or proposal automation
  • Established relationships with government decision-makers and procurement officials across DoD and civilian agencies
  • Experience with M&A integration as it relates to pipeline consolidation and capture strategy alignment
  • Knowledge of MEDDICC or similar enterprise sales qualification methodologies adapted for GovCon
Working Conditions
  • Location: Hybrid work environment with primary presence at Agile Defense headquarters (McLean, VA or applicable office location); regular in-office collaboration expected for pipeline reviews, gate reviews, and leadership meetings
  • Travel: Approximately 10-20% travel required to support customer engagements, division Pod coordination, industry events, and conferences across CONUS
  • Work Hours: Full-time, salaried position; may require extended hours during peak capture and proposal periods (e.g., color team reviews, proposal submissions, and gate review cycles)
  • Environment: Professional office setting with regular use of computer systems, video conferencing, and collaboration platforms; may occasionally require access to classified environments or SCIFs depending on opportunity requirements
  • Physical Requirements: Primarily sedentary work with the ability to sit for extended periods; occasional lifting of materials up to 15 lbs (e.g., proposal binders, event materials)
$150,000 - $225,000 a year
Our Core Values
 
Employees of Agile Defense are our number one priority, and the importance we place on our culture here is fundamental. Our culture is alive and evolving, but it always stays true to its roots. Here, you are valued as a family member, and we believe that we can accomplish great things together. Agile Defense has been highly successful in the past few years due to our employees and the culture we create together. 
 
What makes us Agile? We call it the 6Hs, the values that define our culture and guide everything we do. Together, these values infuse vibrancy, integrity, and a tireless work ethic into advancing the most important national security and critical civilian missions. It's how we show up every day. It's who we are.
 
  • Happy - Be Infectious. Happiness multiplies and creates a positive and connected environment where motivation and satisfaction have an outsized effect on everything we do.
  • Helpful - Be Supportive. Being helpful is the foundation of teamwork, resulting in a supportive atmosphere where collaboration flourishes, and collective success is celebrated.
  • Honest - Be Trustworthy. Honesty serves as our compass, ensuring transparent communication and ethical conduct, essential to who we are and the complex domains we support.
  • Humble - Be Grounded. Success is not achieved alone, humility ensures a culture of mutual respect, encouraging open communication, and a willingness to learn from one another and take on any task.
  • Hungry - Be Eager. Our hunger for excellence drives an insatiable appetite for innovation and continuous improvement, propelling us forward in the face of new and unprecedented challenges.
  • Hustle - Be Driven. Hustle is reflected in our relentless work ethic, where we are each committed to going above and beyond to advance the mission and achieve success.
 
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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