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Defense Industry Sales Jobs (NOW HIRING)

Janes

Industry Sales Director, Americas

Arlington, VA · On-site

Our trusted defense, security, and geopolitical information delivered through seamless digital ... Janes is searching for a highly capable Director of Sales , to be part of a strategic business ...

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Defense Industry Sales information

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How much do defense industry sales jobs pay per hour?

As of Aug 8, 2026, the average hourly pay for defense industry sales in the United States is $21.20, according to ZipRecruiter salary data. Most workers in this role earn between $18.03 and $23.56 per hour, depending on experience, location, and employer.

What are the typical challenges faced when selling products or services in the defense industry?

Sales professionals in the defense industry often encounter complex challenges such as navigating lengthy procurement cycles, ensuring strict compliance with government regulations, and building trust with clients who require high security and confidentiality. Additionally, proposals and contracts can involve multiple stakeholders from both public and private sectors, requiring excellent communication and project management skills. Staying current with evolving defense technologies and understanding customer needs are also crucial for success in this specialized field.

How do you get into defense industry sales?

To enter defense industry sales, candidates typically need a background in sales, engineering, or related fields, along with knowledge of defense products and regulations. Relevant skills include strong communication, negotiation, and understanding of government contracting processes. Certifications such as security clearances or industry-specific training can also improve job prospects.

What is defense industry sales?

Defense Industry Sales involves selling products and services such as weapons, vehicles, technology, and equipment to government agencies, military organizations, and defense contractors. Professionals in this field are responsible for managing client relationships, understanding complex government procurement processes, and ensuring compliance with regulations. The role often requires a deep understanding of both technical products and the defense sector’s unique needs, as well as strong negotiation and communication skills.

What is the difference between Defense Industry Sales vs Defense Contract Specialist?

AspectDefense Industry SalesDefense Contract Specialist
Required credentialsSales experience, knowledge of defense products, communication skillsLegal or contractual background, understanding of defense regulations
Work environmentClient meetings, trade shows, corporate officesContract negotiations, government offices, legal review
Employer usageDefense contractors, government agenciesDefense contractors, government procurement offices

Defense Industry Sales focuses on promoting and selling defense products to clients, emphasizing relationship-building and product knowledge. In contrast, a Defense Contract Specialist handles the legal and contractual aspects of defense agreements, ensuring compliance with regulations. Both roles are vital in the defense industry but differ in daily tasks, skills, and focus areas.

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

To thrive as a Defense Industry Sales professional, you need a solid understanding of defense products, government procurement processes, and typically a background in business, engineering, or a related field. Familiarity with CRM software, federal acquisition regulations (FAR/DFARS), and security clearance requirements is essential. Strong relationship-building, negotiation, and communication skills help navigate complex sales cycles and stakeholder environments. These skills are vital for meeting compliance standards, securing government contracts, and building long-term client relationships in a highly regulated industry.
More about Defense Industry Sales jobs
What cities are hiring for Defense Industry Sales jobs? Cities with the most Defense Industry Sales job openings:
What states have the most Defense Industry Sales jobs? States with the most job openings for Defense Industry Sales jobs include:
What job categories do people searching Defense Industry Sales jobs look for? The top searched job categories for Defense Industry Sales jobs are:
Defense Industry Sales jobs near you
Infographic showing various Defense Industry Sales job openings in the United States as of August 2026, with employment types broken down into 1% As Needed, 78% Full Time, 13% Part Time, and 8% Contract. Highlights an 92% Physical, 2% Hybrid, and 6% Remote job distribution, with an average salary of $44,098 per year, or $21.2 per hour.

Aerospace & Defense Industry Manager

The Mathworks

Natick, MA • On-site

$144K - $231K/yr

Full-time

Re-posted 5 days ago

Job description

Job Summary
MathWorks has a hybrid work model that enables staff members to split their time between office and home. The hybrid model provides the advantage of having both in-person time with colleagues and flexible at-home life optimizations. Learn More: https://www.mathworks.com/company/jobs/resources/applying-and-interviewing.html#onboarding.
MathWorks is seeking a senior industry professional to join the Aerospace & Defense (AeroDef) Industry Marketing team in the Americas. This role works as part of a collaborative regional team, where Industry Managers each own and deliver impact within defined business and application areas, while partnering closely with Sales, Customer-Facing Engineering, Product teams, and fellow Industry Managers to help customers successfully apply MATLAB and Simulink across complex, regulated AeroDef programs. By combining deep industry expertise with strong knowledge of MathWorks products, the role shapes industry strategy, messaging, and product direction, enabling teams across MathWorks to operate more consistently and effectively in the evolving Aerospace & Defense landscape.
MathWorks nurtures growth, appreciates inclusivity, encourages initiative, values teamwork, shares success, and rewards excellence.
Responsibilities
1. Architect MathWorks' Engagement Model for the AeroDef Market
  • Lead and contribute to the definition and execution of the Aerospace & Defense industry strategy for the Americas with the Industry Field Team leadership team.
  • Identify recurring customer challenges, adoption barriers, and maturity gaps, as well as new technologies (such as AI) impacting customer workflows and use those insights to shape how MathWorks engages with AeroDef customers at scale.
  • Develop, test and refine reusable industry guidance, messaging, and content that help account teams address enterprise-scale digital engineering, lifecycle continuity across development and deployment through sustainment.

2. Enable Account Teams with AeroDef Industry Strategy
  • Enable Sales and Services teams with industry context, messaging, and strategic framing for complex AeroDef programs.
  • Work directly with account teams to tailor this positioning to specific customers and programs while reinforcing consistent, reusable engagement approaches.
  • Drive adoption of MATLAB and Simulink within customer initiatives such as digital engineering and MBSE at scale, software-defined and autonomous systems, and verification, validation, certification, and sustainment workflows.

3. Influence Product Direction Through Applied Industry Insight
  • Serve as a bridge between AeroDef customers, account teams, and MathWorks Product Development teams to influence product roadmaps.
  • Synthesize customer feedback and usage patterns across key technologies and workflows (such as MBSE, digital engineering, autonomy, V&V and agentic AI) into actionable input for product planning and long-term technology direction.

Minimum Qualifications
  • A bachelor's degree and 10 years of professional work experience (or equivalent experience) is required.
  • Candidates for this position must be authorized to work in the United States on a full-time basis for any employer without restriction.
  • Visa sponsorship will not be provided for this position.

Additional Qualifications
  • Strong background in the Aerospace & Defense industry.
  • Experience working effectively with Sales teams and engaging with customers in complex, multi-stakeholder environments.
  • Advanced degree in an engineering discipline and/or MBA.
  • Experience with MATLAB, Simulink, or comparable multi-domain modeling and simulation tools.
  • Familiarity with digital engineering, MBSE, or system-centric development approaches.
  • Experience in DO-178, DO-254, or other compliance standards is a plus

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