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Defense Contractor Sales Jobs in Virginia (NOW HIRING)

National Industries for the Blind

Be Seen First

Sales Manager, Business Development

Alexandria, VA · On-site

$87K - $132K/yr

Sales Manager, Business Development Description National Industries for the Blind (NIB) is seeking ... Defense, with specific knowledge of U.S. Army organizations, procurement processes, contracting ...

Credence

Senior Defense Capture Manager

Mclean, VA · On-site

$120 - $150/hr

Must have an understanding of federal sales and business development methodology and an aptitude ... contracting. * Must have excellent written and verbal communication skills. * Must be a U.S ...

New

Sparks Group

Federal Sales Director

Vienna, VA · On-site +1

... Federal Sales Director to drive strategic business development efforts across the U.S. Federal ... the defense, intelligence, homeland security, and federal contractor communities. The ideal ...

Kratos Defense

Sales Representative - Cyber

Herndon, VA · Hybrid

$70K - $100K/yr

The Sales Representative plays a key role in driving customer success, retention, and growth for ... Contractors, or Professional Services organizations. * Experience supporting federal, defense, or ...

Kratos Defense

Sales Representative - Cyber

Herndon, VA · Hybrid

$70K - $100K/yr

The Sales Representative plays a key role in driving customer success, retention, and growth for ... Contractors, or Professional Services organizations. * Experience supporting federal, defense, or ...

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All JobsDefense Contractor Sales JobsDefense Contractor Sales Jobs in Virginia

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 Sep 4, 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 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 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 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 80% Full Time, 19% Part Time, and 1% Contract. Highlights an 84% Physical, 1% Hybrid, and 15% Remote job distribution, with an average salary of $55,846 per year, or $26.8 per hour.

Director of Business Development

Red Frog Solutions

Arlington, VA • Remote

$180K - $210K/yr

Full-time

Posted 9 days ago

Job description

This is a remote position.

Director of Business Development
100% Remote – United States - East Coast Preferred; Candidates Nationwide Considered
Base Salary: $160K–$180K
On-Target Earnings: $200K–$210K Plus Equity 
Extensive US Travel

Our client, a global provider of advanced communication, networking, and cybersecurity solutions for mission-critical platforms, is seeking a Director of Business Development to expand its presence within the U.S. defense market.

This senior, hands-on role will focus on opening strategic accounts, generating revenue, and developing long-term partnerships with drone manufacturers, defense integrators, robotics companies, and autonomous-platform developers. The Director will sell cybersecure communication technologies and cybersecurity solutions designed to protect mission computers and autonomous systems.

Requirements
10+ years of B2B sales and business development experience
Strong experience selling into the U.S. defense ecosystem
Established relationships with defense OEMs, integrators, drone manufacturers, robotics companies, or autonomous-platform developers
Proven success opening strategic accounts and generating new business
Experience selling complex hardware, software, or integrated technology solutions
Ability to manage long defense sales cycles, typically 12–36 months
Track record of closing multimillion-dollar opportunities and building sales pipelines exceeding $10M
Strong understanding of defense procurement, platform integration, and design-in sales
Ability and willingness to travel extensively throughout North America

Nice-to-Haves
Experience selling secure communications, networking, datalinks, software-defined radio, cybersecurity, or autonomous-system technologies
Relationships within the U.S. drone and unmanned-systems market
Experience introducing emerging technology that requires market education and category development
Experience working with international teams and across different business cultures

Responsibilities
Develop new relationships with defense contractors, OEMs, drone manufacturers, integrators, and autonomous-systems companies
Generate new opportunities across U.S. defense programs and strategic accounts
Own the complete sales process, from initial outreach and technical discussions through negotiation and contract award
Build and manage a multimillion-dollar pipeline
Expand adoption of secure communication, networking, and cybersecurity technologies
Position cybersecurity as a critical requirement for mission computers and autonomous platforms
Identify early adopters, design-in opportunities, and platform-integration partnerships
Develop long-term relationships with senior technical, program, procurement, and executive stakeholders
Collaborate with Product, Marketing, Engineering, and Customer Success teams throughout the sales process