Director of Sales, Defense

Role Overview

dMetrics is seeking a high-energy, experienced Director of Sales, Defense to lead our strategic growth initiatives at the DoD and IC. In this high-impact role, you will shape and execute our defense sales strategy, build lasting partnerships, and contribute meaningfully to NatSec missions.

Why This Role Matters

You will be at the forefront of expanding dMetrics’ footprint within key DoD/IC agencies. This means you need to have a clear strategic vision for the application of machine learning (ML) and natural language processing (NLP) to their missions. Your success in driving new and deepening existing partnerships will directly impact dMetrics’ market position, long-term revenue, and ability to innovate. This is an opportunity to help modernize how AI-driven insights impact DoD decision-making, with use cases ranging from technical literature and budgetary analysis to CN/CT to geopolitical posture.

Key Responsibilities

  1. Develop and execute a robust sales strategy targeting DoD and IC.

  2. Identify new market opportunities and align our ML/NLP platform to mission needs.

  3. Build & manage a pipeline of mid- to large-scale deals ($2M+ ACV).

  4. Cultivate relationships with key decision-makers, leveraging your network within DoD/IC.

  5. Lead end-to-end contract negotiations.

  6. Oversee proposal development, delivering high quality responses to RFPs/ RFIs.

  7. Partner with our Product, Research, and Engineering teams to align our roadmap with mission needs.

  8. Moving forward, mentor and guide junior sales professionals.

  9. Define and meet quarterly and annual revenue targets, reporting key metrics to the executive team.

  10. Be data-driven, continuously refine your sales process, and forecast market trends.

Requirements

  1. 5+ years of sales and/or business development in the DoD/IC space.

  2. Demonstrated history of meeting or exceeding $3m+ revenue targets.

  3. Deep familiarity with contracting vehicles, procurement, and compliance.

  4. Ability to interface effectively with senior executives, PMs, and contracting.

  5. Confidence when speaking to mission owners and warfighters about the application of AI/ML/NLP algorithms in the text analytics space.

  6. TS/SCI Security Clearance.

  7. NCR location strongly preferred.

  8. Advanced degree in policy, law, analytics, or a technology field a plus.

  9. Prior sales experience in a fast-paced environment (ideally, startup).

Who Thrives Here

This position has no underlings. You will eventually hire a team, once it is supported by the revenue you generate. You:

  • See yourself as a leader.

  • Love being proactive and taking charge. You will talk up a stranger or 50 at the next conference you go to, and won’t wait for them to approach you.

  • Enjoy shaping the strategy and seeing immediate results in a high-growth environment.

  • Know how to overcome bureaucratic hurdles and thrive in government settings.

  • Form genuine, lasting relationships based on integrity and transparency.

  • Partner closely with internal teams, represent the customer, and are creative in coming up with solutions to address their mission needs despite lacking a perfect solution (technology is never perfect).

Why dMetrics?

We are on a mission to harness AI/ML to solve some of the most complex challenges in national security. Here’s what makes us stand out:

  • Cutting-Edge Technology: We invest heavily in R&D to stay at the forefront of machine learning and natural language processing. Our knowledge graph is very large, and is continuously growing.

  • Real-World Impact: Our platform helps harness warfighters’ expertise and make faster, data-informed decisions to protect our country.

  • Growth & Autonomy: You’ll have the freedom to shape your sales strategy and the resources to make it happen.

  • Meritocratic Culture: We believe in merit, healthy disagreement, low ego, curiosity, and speed. You speak your mind, articulate your rationale, and love being a team player. We are in it to win it.

Compensation & Benefits

  • Base + performance-based commission.

  • Health, dental, and vision insurance; 401(k).

  • Fully remote (apart from client work).

  • Budget for conferences.

  • Remote-friendly culture + a team full of good, smart people.

Next Steps

  1. Apply using the form on the right, describing why you are the right candidate. In particular:

    1. What is your vision of ML/NLP within USG?

    2. Do you have access to senior stakeholders and mission owners that trust you enough to take a meeting?

    3. Do you have experience selling to the mission owners? We are an ML company, but our clients aren’t technical (or just have better things to do)

  2. We aim to respond within 10 business days to relevant candidates.

  3. Our interview process typically includes a quick screen, followed by 2-3 in-depth interviews with company leadership.

  4. We value transparency — feel free to reach out with questions about the role or the hiring process.

We look forward to hearing from you.