Sales In Tech Jobs in Ashburn, VA (NOW HIRING)

LMI is a mission-driven digital solutions provider accelerating government impact through innovation, speed, and commercial-grade technology. We develop and deploy advanced RFID, sensor-mesh, and integrated hardware/software solutions that support mission-critical operations across the federal government, with a particular focus on the Department of War. 

Our SPECTR portfolio is seeking an experienced Director of Sales & Growth to lead customer acquisition, sales execution, capture, and revenue growth for an expanding family of integrated hardware and software solutions. 

The ideal candidate is a seller and builder who combines strong technology-sales instincts with an understanding of how government customers buy. This individual should be comfortable engaging senior leaders and operational users, understanding complex customer problems, shaping solutions, navigating acquisition pathways, and advancing opportunities toward funded outcomes. 

The strongest candidates will bring experience selling technical hardware, software, or integrated solutions in commercial, government, or dual-use markets, along with sufficient government contracting experience to navigate the unique buying processes of federal customers. Department of War experience is particularly valuable. 

This role will work closely with SPECTR Product & Customer Success, Engineering, Hardware Systems, Portfolio Operations, Go-to-Market, and executive leadership to identify attractive opportunities, qualify customer demand, develop sales strategies, and convert opportunities into sustained business growth. 

• Own SPECTR sales strategy: Develop and execute focused sales strategies across priority Department of War and other federal markets. 

• Own the sales pipeline: Establish clear accountability for opportunity identification, qualification, progression, forecasting, and conversion. 

• Generate and qualify new opportunities: Proactively engage prospective customers, partners, program offices, acquisition organizations, and other stakeholders to identify mission needs aligned with SPECTR capabilities. 

• Lead consultative technology sales: Translate complex hardware and software capabilities into compelling mission and business value propositions for operational, technical, acquisition, and executive audiences. 

• Conduct customer discovery: Understand customer workflows, mission problems, technical environments, funding constraints, acquisition approaches, and decision criteria before significant resources are committed. 

• Develop government buying strategies: Identify viable contract vehicles, acquisition pathways, funding sources, partners, and contracting approaches that allow qualified customers to purchase SPECTR capabilities. 

• Shape opportunities: Work with customers and internal teams to mature requirements, scope, acquisition approaches, and implementation strategies that align customer needs with scalable SPECTR capabilities. 

• Lead capture for priority pursuits: Develop capture strategies, competitive positioning, stakeholder maps, win themes, teaming approaches, pricing inputs, and pursuit plans. 

• Drive proposal performance: Provide active leadership and substantive input to high-priority proposals, ensuring customer needs, technical value, competitive positioning, and win themes are clearly articulated. 

• Lead sales-oriented demonstrations: Work with Product, Customer Success, Engineering, Hardware Systems, and the Go-to-Market Lead to ensure demonstrations are aligned to specific customer problems and sales objectives. 

• Drive expansion within existing customers: Partner with Product & Customer Success to identify follow-on opportunities, additional use cases, adjacent organizations, and broader enterprise deployments. 

• Build a repeatable sales operating model: Establish practical approaches for opportunity qualification, pipeline reviews, account planning, capture, forecasting, and leadership reporting. 

Required Qualifications 

• 10+ years of experience in technology sales, federal growth, business development, capture, or related customer-facing growth roles. 

• Demonstrated success developing and closing significant technology opportunities. 

• Experience selling technical hardware, software, or integrated hardware/software solutions. 

• Strong understanding of consultative and solution-based sales, including qualification, customer discovery, value proposition development, stakeholder management, and opportunity progression. 

• Experience navigating federal government acquisition, contracting, funding, capture, and proposal processes. 

• Experience supporting Department of War customers or markets strongly preferred. 

• Demonstrated ability to engage senior government leaders, operational customers, technical stakeholders, and acquisition professionals. 

• Ability to understand complex technical products sufficiently to represent them credibly while effectively engaging Product, Engineering, Hardware Systems, and other technical experts when needed. 

• Strong written, verbal, and executive presentation skills. 

• Ability to operate effectively in a fast-moving environment with evolving products, customers, and priorities. 

• Willingness to travel regularly to customer sites and other sales-related engagements.