Senior Business Development Manager

OptiTrack

Senior Business Development Manager growing OptiTrack’s high-technology sales across U.S. Government, DoD, and Intelligence Community accounts.

Posted 8/7/2026full-timeRemote • California, Florida, Massachusetts, Texas, Virginia • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing the full sales cycle for high-technology products within U.S. Government and Defense sectors, leveraging strong relationships and understanding of government procurement processes to drive complex, multi-stakeholder deals.

Highest-signal resume keywords

B2B Sales ExperienceGovernment Sales Cycle NavigationRelationship BuildingSalesforce ProficiencyTechnical Sales Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentOpportunity QualificationAccount ManagementForecasting PipelineTechnical Solution ScopingMarket Feedback AnalysisComplex Deal ExecutionGovernment Procurement KnowledgeExport-Controlled Technology FamiliaritySimulation and Training Systems Sales

Soft Skills

Excellent CommunicationPresentation SkillsIndependent WorkAccountabilityRelationship Management

Tools & Technologies

SalesforceI/ITSECDefense Simulation ToolsVR/AR/XR TechnologiesRobotics

Certifications & Qualifications

U.S. Security Clearance (Secret or Higher)

Industry Keywords

U.S. GovernmentDoDIntelligence CommunityMilitary ServicesAcquisition ProfessionalsContract VehiclesOTAsDefense TechnologiesTraining CommandsSubcontractors

About the role

Key responsibilities & impact

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 relationships with key decision-makers, technical influencers, and acquisition professionals
Develop and execute account and opportunity strategies for complex, multi-stakeholder deals
Partner with technical resources to scope solutions, support demonstrations, and address customer requirements
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 while maintaining and strengthening direct customer relationships

Requirements

What you’ll need

7+ years of successful B2B sales or business development experience selling high-technology products or solutions
Demonstrated track record selling directly into the U.S. Government, DoD, military services, and/or Intelligence Community
Experience navigating complex government sales cycles 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
Ability to work independently, manage competing priorities, and maintain accountability in a remote environment
Willingness and ability to travel regularly for customer meetings, demonstrations, and industry events
Preferred: experience selling simulation, training systems, modeling and simulation, VR/AR/XR, robotics, or related defense technologies
Preferred: existing relationships within military training commands, program offices, or major defense primes
Preferred: experience with ITAR/EAR-controlled products or export-controlled technology
Preferred: current or previously held U.S. security clearance (Secret or higher)
Preferred: familiarity with contract vehicles, OTAs, or common government acquisition pathways
Prior professional experience within the U.S. military, DoD, or a related government environment is a plus

Benefits

Comp & perks

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 disability, short-term disability, and life insurance policy
401k Match: if contributing 5%, employer matches 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)
All benefits start on first day of employment