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Defense Contractor Sales Jobs (NOW HIRING)

Fairbanks Morse Defense

Sales Director

Fairfield, OH · On-site

We're one of the nation's leading marine defense contractors because of the highly trained and ... Our sales distribution base consists of a diverse group of knowledgeable agents/representatives.

Marvin Group

DEPUTY PROGRAM MANAGER

Inglewood, CA

$121K/yr

... Marvin Group, a leading defense contractor, plays a crucial role in the development and ... Collaborate across functional groups--sales development, contracts, supply chain, production ...

Marvin Group

DEPUTY PROGRAM MANAGER

Inglewood, CA · On-site

$121K/yr

... Marvin Group, a leading defense contractor, plays a crucial role in the development and ... Collaborate across functional groups-sales development, contracts, supply chain, production ...

ROUSH

Business Development Manager - Defense

Troy, MI · On-site

This role will be responsible for all phases of the sales process, from lead generation to close ... contracting, including the various contracting mechanisms * U.S. citizenship * Must have the ...

Marvin Group

DEPUTY PROGRAM MANAGER

Inglewood, CA · On-site

$121K/yr

... Marvin Group, a leading defense contractor, plays a crucial role in the development and ... Collaborate across functional groups-sales development, contracts, supply chain, production ...

Marvin Group

DEPUTY PROGRAM MANAGER

Inglewood, CA

$121K/yr

... Marvin Group, a leading defense contractor, plays a crucial role in the development and ... Collaborate across functional groups--sales development, contracts, supply chain, production ...

ROUSH

Business Development Manager - Defense

Troy, MI · On-site

This role will be responsible for all phases of the sales process, from lead generation to close ... contracting, including the various contracting mechanisms * U.S. citizenship * Must have the ...

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Defense Contractor Sales information

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How much do defense contractor sales jobs pay per year?

As of Jun 9, 2026, the average yearly pay for defense contractor sales in the United States is $56,329.00, according to ZipRecruiter salary data. Most workers in this role earn between $35,000.00 and $65,000.00 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 are 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, and why are they important?

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.
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Defense Contractor Sales jobs near you
Foreign Military Sales (FMS) Business Development

Foreign Military Sales (FMS) Business Development

Noble

Washington, DC

Full-time

Posted 20 days ago

Job description

Position Summary

The Foreign Military Sales (FMS) Business Developer is responsible for identifying, developing,

and managing international defense business opportunities in support of U.S. Government

Foreign Military Sales programs. This position is primarily stateside and supports globally

distributed defense customers through frequent domestic and international travel. The role

serves as a strategic liaison between U.S. Government agencies, allied military customers,

defense contractors, and internal teams to drive business growth and support mission-critical

defense initiatives. This position requires a highly motivated professional with strong knowledge of the U.S. defense

acquisition process, security cooperation programs, and international military procurement

within a highly regulated environment.

Key Responsibilities

Business Development & Capture

- Identify, qualify, and pursue Foreign Military Sales opportunities aligned with company

capabilities and growth objectives.

- Develop and execute capture strategies for international defense and security cooperation

programs.

- Build and maintain strong working relationships with DSCA, DoD, military program offices,

Security Cooperation Offices, and allied nation military representatives.

- Represent the company at defense industry events, trade shows, international delegations, and

customer meetings.

International Customer Engagement

- Serve as a primary interface for foreign military customers and partner nations.

- Coordinate and support stateside customer visits, demonstrations, training events, and

executive briefings.

- Support overseas engagements related to program development, sustainment discussions, and

capability presentations.

Proposal & Program Support

- Collaborate with contracts, pricing, engineering, logistics, and program management teams to

develop compliant and competitive FMS proposals.

- Support preparation of Letters of Request (LORs), Letters of Offer and Acceptance (LOAs),

technical proposals, pricing packages, and capability presentations.

- Assist with contract negotiations and customer communications throughout the sales lifecycle.

Strategic Market Development

- Monitor global defense modernization efforts, geopolitical developments, and international

procurement trends.

- Conduct market analysis and competitive intelligence to identify emerging opportunities.

- Maintain opportunity pipeline forecasts and CRM reporting.

Compliance & Regulatory Oversight

- Ensure compliance with ITAR, EAR, FCPA, and U.S. Government security cooperation policies.

- Coordinate with internal compliance and legal teams regarding export licensing and

international trade requirements.

Required Qualifications

- Bachelor's degree in Business, International Relations, Political Science, Engineering, or related

field.

- 5+ years of experience in defense business development, Foreign Military Sales (FMS),

international programs, or government contracting.

- Strong understanding of DoD acquisition processes, security cooperation programs, U.S. export

controls, and defense contracting.

- Demonstrated experience developing capture strategies and supporting proposal efforts.

- Excellent communication, negotiation, and presentation skills.

- Ability to work independently in a fast-paced, customer-facing environment.

- Ability to obtain and maintain a U.S. Secret Security Clearance.

Preferred Qualifications

- Prior military service or experience supporting defense agencies.

- Existing relationships within DSCA, military acquisition commands, or allied defense

organizations.

- Experience with Direct Commercial Sales (DCS) programs.

- Familiarity with NATO and allied nation procurement processes.

- Active security clearance preferred.

Travel Requirements

- This is a U.S.-based (stateside) position.

- Travel is expected to be approximately 50% or greater.

- Travel includes domestic visits to military installations, program offices, and defense industry

events, as well as international travel supporting allied military customers and strategic

engagements.

Key Competencies

- Strategic Relationship Management

- Capture & Opportunity Development

- International Business Acumen

- Government Contracting Knowledge

- Executive Communication

- Experience with CECOM and TACOM

Apply