Sales Director, Defense Market - DoW

Janes empowers military, government, and defense leaders by delivering trusted defense, security, and geopolitical information through seamless digital platforms and system integrations. Our open‑source intelligence and data service turns overwhelming data into clear, actionable intelligence and insight, helping customers analyze threats, accelerate decisions, and stay ahead of emerging challenges.

To drive expansion in the US and Americas markets, Janes is seeking a highly capable Director of Sales to partner with the Vice President of Sales and lead the growth of our key market – the Department of War (DoW), Office of the Secretary of War (OSW), and Joint Staff (JS). This role will own a portfolio of government customers, build a continuous pipeline, and execute the capture of sales opportunities for subscription‑based products, enterprise‑wide solutions, and data content.

Key Responsibilities

• Identify and engage with key decision makers across the DoW, OSW, and JS to develop strong relationships and generate leads for business growth.
• Own existing assigned business, driving new business, renewals and targeted uplift for year‑on‑year growth.
• Develop strategy for new business pursuits and shape future opportunities.
• Build and maintain strong customer relationships that deliver ongoing value.
• Collaborate with the sales team to focus on lead generation and value creation.
• Build a disciplined sales pipeline, focusing on revenue recognition to ensure both near‑term (12‑18 months) and long‑term (2+ years) growth within the DoW market segment.
• Maintain accurate forecasting, pipeline, and close opportunities.

Requirements

• Proven track record of enterprise‑wide selling in software solutions, technology data, or services within the defense market.
• Experience interacting at a mid to senior level across command components.
• Experience building relationships within DoW, OSW, JS, and other defense organizations.
• Understanding of their mission needs and how to connect Janes' offerings to their goals.
• Experience engaging with industry partners in the DoW community.
• Five to ten years of sales experience closing large, complex deals in defense markets.
• Ability to work with a global team across marketing, customer success, and product functions.
• Strong oral and written communication skills.
• Proficiency with MS applications (Excel, Word, PowerPoint).
• Travel availability: 25%.

Preferred Experience

• At least 5 years of sales experience within OSW, JS, or DoW.
• Experience using Salesforce to qualify leads, document opportunity progress, and produce forecasts.
• Experience selling open‑source data or complex software.
• Security clearance (preferred).

Benefits

• 20 days vacation.
• 9 days flexible time off.
• 12 paid holidays.
• Paid parental leave.
• Health insurance (medical, dental, and vision).
• 401(k) retirement plan with company match and immediate vesting.
• Company‑paid life and disability insurance.
• Healthy Half program.
• Volunteering time.

Janes is an Equal Opportunity Employer-Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

This position is classified as exempt under the Fair Labor Standards Act (FLSA).

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