Noble

Director – Defense Sales

Noble

full-time

Posted on:

Location Type: Remote

Location: Massachusetts • United States

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Job Level

Lead

Tech Stack

ERP

About the role

  • Own and deliver assigned DoD revenue, margin, and growth targets, aligned to annual and quarterly business objectives.
  • Develop and execute regional and/or account-based sales strategies in coordination with executive leadership.
  • Lead, coach, and develop DoD sales representatives to improve performance, discipline, and consistency.
  • Establish clear expectations for pipeline management, forecasting accuracy, and customer engagement cadence.
  • Serve as a senior point of contact for key DoD, military, federal agency, and defense customer relationships.
  • Drive executive-level customer engagement, including base visits, senior briefings, and mission-critical discussions.
  • Identify, qualify, and advance complex sales opportunities, including new programs, contracts, and emerging requirements.
  • Represent Noble at industry events, symposiums, trade shows, and vendor engagements.
  • Oversee and review sales pipelines, forecasts, quotes, and orders to ensure accuracy and timely execution.
  • Partner with Contracts, Inside Sales, and Operations to support bid development, pricing strategy, and delivery execution.
  • Actively develop and communicate competitive intelligence, customer insights, and market trends to leadership.
  • Ensure disciplined use of CRM and ERP systems for opportunity tracking, reporting, and compliance.
  • Collaborate with vendors, suppliers, and partners to align solutions with customer mission needs.
  • Influence product development, sourcing strategies, and service offerings based on customer feedback and market demand.
  • Support the implementation of an effective inside/outside sales model across assigned teams and territories.
  • Maintain a professional presence and executive-level demeanor with customers and partners.
  • Ensure team compliance with company policies, federal contracting standards, and ethical sales practices.
  • Prepare and present reports, forecasts, and updates to senior leadership as required.
  • Maintain an accurate calendar reflecting customer engagements, travel, and pipeline activities.

Requirements

  • Proven success in DoD, federal, or government sales leadership roles.
  • Strong understanding of federal contracting, procurement processes, and defense customers.
  • Demonstrated ability to lead teams, influence outcomes, and execute under pressure.
  • Strong negotiation, communication, and relationship-building skills.
  • High level of personal accountability, judgment, and integrity.
  • Ability to obtain and maintain a security clearance, if required.
  • Valid driver’s license and ability to travel extensively.
  • Bachelor’s degree strongly preferred.
  • 7–10+ years of progressive sales experience, including DoD or federal sales.
  • Prior experience leading sales teams or complex accounts strongly preferred.
  • Equivalent industry experience may be considered in lieu of formal education.
  • Microsoft Office Suite.
  • Google Workspace.
  • Salesforce (or comparable CRM).
  • NetSuite or ERP familiarity strongly preferred.
  • Proficient internet and market research skills.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales strategiespipeline managementforecasting accuracycustomer engagementcompetitive intelligencemarket trendsnegotiationrelationship-buildingsales experiencefederal contracting
Soft skills
leadershipinfluencecommunicationpersonal accountabilityjudgmentintegrityteam developmentexecutive presencedisciplineexecution under pressure
Certifications
security clearanceBachelor's degree