Remote Senior Channel Manager Jobs in Virginia (NOW HIRING)

OptiTrack is seeking an experienced Senior Business Development Manager to own and grow OptiTrack's presence across the U.S. Government, Department of Defense (DoD), and Intelligence Community. This is a high-impact, full-cycle sales role focused on complex, technical solutions sold into simulation, training, test & evaluation, and related applications.

You will be responsible for building pipeline, advancing opportunities through long sales cycles, and closing significant deals with end customers, primes, and key subcontractors. Success in this role requires deep familiarity with how the U.S. government and defense ecosystem evaluates, procures, and adopts high-technology solutions.

Key Responsibilities

• Own the full sales cycle for OptiTrack solutions across U.S. Government, DoD, and Intelligence Community accounts

• Identify, qualify, and advance opportunities with program offices, training commands, test ranges, research labs, primes, and major subcontractors

• Build and maintain strong relationships with key decision-makers, technical influencers, and acquisition professionals

• Develop and execute account and opportunity strategies for complex, multi-stakeholder deals

• Partner closely with technical resources to scope solutions, support demonstrations, and address customer requirements

• Accurately forecast pipeline and maintain complete, timely, and accurate opportunity data in Salesforce

• Represent OptiTrack at relevant industry events, including I/ITSEC and other defense, simulation, and training conferences

• Provide market feedback to product and leadership teams on customer needs and competitive dynamics

• Collaborate with channel partners and integrators where appropriate while maintaining and strengthening direct customer relationships

Requirements

Required Qualifications

• 7+ years of successful B2B sales or business development experience selling high-technology products or solutions

• Demonstrated track record of selling directly into the U.S. Government, DoD, military services, and/or Intelligence Community

• Experience navigating complex government sales cycles, including work with primes, subcontractors, and end-user organizations

• Proven ability to manage long-cycle, high-value technical sales

• Strong understanding of government procurement processes and customer buying behaviors

• Excellent communication, relationship-building, and presentation skills

• Demonstrated ability to work independently, manage competing priorities, and maintain accountability in a remote environment

• Willingness and ability to travel regularly for customer meetings, demos, and industry events

Preferred Qualifications

• Prior experience selling simulation, training systems, modeling & simulation, VR/AR/XR, robotics, or related defense technologies

• Existing relationships within key military training commands, program offices, or major defense primes

• Experience with ITAR/EAR-controlled products or export-controlled technology

• Current or previously held U.S. security clearance (Secret or higher)

• Familiarity with contract vehicles, OTAs, or other common government acquisition pathways

• Prior professional experience within the U.S. military, DoD, or a related government environment is a plus

What Success Looks Like

• Consistent generation of qualified pipeline in the government and military simulation & training space

• Accurate forecasting and disciplined opportunity management

• Closed revenue that contributes meaningfully to OptiTrack's Americas growth targets

• Strong, trusted relationships with key customers and partners

• Clear ownership and accountability for results across the government and defense vertical

Benefits

All benefits start on first day of employment!

• 75% employer-paid medical for employee. Family coverage also included. 
• 100% employer paid dental, and vision for employee and dependents
• 100% employer paid long-term, short-term disability, and life insurance policy
• 401k Match, if you're contributing 5% we match 4%. 100% vested immediately.
• 10 paid holidays
• Starting at 15 days paid PTO (inclusive of sick and vacation time) annually
• Employee Assistance Program (EAP)
• Flexible Spending Account (FSA)

EEOC Statement:

OptiTrack is an equal opportunity employer, we believe in fostering a culture of equality, diversity, and inclusivity. Our commitment to this goal is clearly expressed in our zero-tolerance policy for discrimination and harassment of any kind, including on the basis of race, color, sex, age, religion, sexual orientation, national origin, disability, genetic information, pregnancy, protected veteran status or any other characteristic protected by applicable federal, state, or local laws. Our hiring practices ensure that decisions are based solely on qualifications, merit, and current business needs, while extending to all aspects of our operations - from recruitment and promotion to layoff and recall, to leave of absence, compensation, benefits, and training.  We are committed to remaining a drug free workplace