Sales Director, A&D Sales

Job Overview: 

Exostar is seeking an experienced Sales Director to lead its Aerospace & Defense (A&D) sales team. Reporting directly to the VP of Sales, you will build, coach, and manage a team of four to eight Account Executives selling SaaS subscriptions of the Exostar Platform to A&D prime contractors and their supplier base. 

This is a quota-carrying sales leadership role, with quota based on the performance of your assigned team. As the leader of the CMMC compliance go-to-market (GTM) sales team within Exostar’s A&D business unit, you will own the team’s pipeline, forecast, and revenue results, and shape how Exostar wins in a fast-growing, compliance-driven market. 

Key Responsibilities: 

In this role, you will: 

• Manage, lead, coach, and develop a team of four to eight Account Executives to consistently meet or exceed quota 

• Recruit, hire, and onboard top-tier Account Executive talent as the team grows 

• Run weekly one-on-ones, pipeline reviews, and deal strategy sessions, and coach Account Executives on live opportunities 

• Set clear performance expectations, track activity and results, and address underperformance promptly 

• Own the team’s quota and deliver accurate weekly, monthly, and quarterly forecasts to the VP of Sales 

• Build and execute the A&D territory and account plan, including target account assignments and coverage across prime contractors and their supplier base 

• Ensure the team creates and maintains sufficient pipeline coverage to achieve the assigned quota 

• Engage directly in strategic deals, executive meetings, and negotiations to help close large and complex opportunities 

• Drive disciplined use of HubSpot CRM and a consistent sales methodology across the team 

• Partner with marketing, demand generation, and the SDR team on campaigns and the conversion of MQLs to SQLs 

• Collaborate with pre-sales, product, customer success, and contracts teams to shorten sales cycles and improve win rates 

• Share market and competitive insights from the field with sales leadership to inform product and GTM strategy 

• Represent Exostar at A&D industry events and build relationships with prime contractors, industry associations, and partners 

• Serve as a trusted advisor to A&D suppliers on CMMC and NIST SP 800-171 requirements 

• Ensure compliance with all company policies and government regulatory requirements 

Required Qualifications: 

You meet our “must haves” for this role if you have: 

• Bachelor’s degree in business, marketing, finance, or a related field. 

• 8+ years of B2B SaaS sales experience, including at least 3 years in a quota-carrying sales leadership role managing Account Executives 

• A documented record of leading sales teams that met or exceeded quota 

• 3+ years of experience selling to Aerospace & Defense companies, Defense Industrial Base (DIB) suppliers, or Federal Government prime contractors 

• Proven success recruiting, hiring, and developing high-performing sales talent 

• Strong forecasting and pipeline management skills, with proficiency in HubSpot or a comparable CRM 

• Excellent executive presence, communication, and presentation skills 

• Ability to travel as needed to meet with customers, attend industry events, and work with team members 

Preferred Qualifications: 

You’re exactly who we’re looking for if you have: 

• Working knowledge of CMMC 2.0, DFARS 252.204-7012, and NIST SP 800-171, and how they affect A&D suppliers 

• Working knowledge of Supply Chain Solutions, Supplier Management & Onboarding, and Secure Collaboration Solutions 

• Experience leading teams that sell cybersecurity, compliance, or identity and access management solutions 

• An established network across A&D prime contractors and their supplier base 

• Experience implementing a structured sales methodology (e.g., MEDDICC, Challenger, or Solution Selling) 

• Experience building or scaling a sales team in a growth-stage company 

Location: Hybrid (3 days/week in office at Herndon, VA headquarters) for candidates in the VA/DC area 

Remote: Open to candidates residing in the following states: 

NC, GA, TX, NJ, PA, IL, DC, MD, OH, FL, SC, CO, IN, WA, NV, CA, MA 

The annual base salary range for this position is $150,000k - $175,000k/yr; plus, eligibility for variable commission compensation, however, the final compensation will be determined based on factors including experience, skills, qualifications, and location. Exostar also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, EAP, Flexible Spending Accounts, 401(k) matching, flexible time off and sick leave).. 

Exostar - The Company: 

Exostar’s cloud-based platforms create exclusive communities within the Aerospace and Defense, Life Sciences, and other highly regulated industries where members securely collaborate, share information, and operate compliantly. Within these communities we build trust. By analyzing community data, we provide insights and intelligence, enabling organizations to make better, timelier decisions, to mitigate risk, and operate more efficiently. 

• We believe in employee development: we promote internally and provide training and educational assistance 

• We provide a fun, engaged workplace, with social and community-building events 

• We offer comprehensive benefits and flexible time off plans 

Exostar is an Equal Opportunity Employer. The company provides equal employment opportunities to all applicants without regard to race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, disability status, protected veteran status, genetic information, or any other characteristic protected by law. Exostar is committed to providing equal employment opportunities for all persons in all facets of employment including recruiting, hiring, compensation, promotion, training, benefits, transfers and working conditions.