Sales Account Management Director

Mercury Systems is a technology company that makes the world a safer, more secure place. They are seeking an experienced Director of Business Unit Sales to drive strategic growth and revenue across the Southwest and Rocky Mountains territory, focusing on advanced mixed-signal and RF solutions for radar and electronic warfare applications.

Responsibilities:

• Develop and execute comprehensive territory sales strategy aligned with corporate objectives
• Lead and influence cross-functional teams to achieve business unit goals
• Drive strategic account planning and executive-level customer engagement
• Identify and pursue new market opportunities within the Southwest/Rocky Mountains defense and aerospace ecosystem
• Provide strategic direction and mentorship to field sales representatives and channel partners in the region
• Own and deliver annual bookings, revenue, and design win targets for the territory
• Develop, implement, and maintain a successful sales methodology cycle across the business unit
• Build and maintain a growth-oriented profitable customer base aligned with company strategic direction
• Directly manage critical strategic accounts; establish and implement short and long-term sales goals and objectives
• Analyze and evaluate the effectiveness of sales methods, costs, and results across the territory
• Prepare and present accurate and timely performance, pipeline, and activity reports to senior executive management
• Forecast bookings, revenue, and design win information with high accuracy
• Lead the development of complex project proposals requiring technical and business acumen
• Evaluate competitive intelligence and market dynamics; implement strategic responses
• Manage contract negotiations, pricing strategies, and deal structures for major opportunities
• Oversee sales dashboards ensuring accuracy, visibility, and actionable insights
• Partner with Marketing to develop sales support functions including collateral, trade shows, and webinar tools
• Collaborate with Product Management and Engineering to influence product roadmap based on customer needs
• Work with Operations and Program Management to ensure customer satisfaction and program execution
• Represent the voice of the customer to executive leadership

Requirements:

• 4-year degree in Engineering, Business, or equivalent from an accredited institution; advanced degree preferred
• Typically requires a minimum of 8+ years of progressive outside sales experience with demonstrated track record of exceeding quota
• Proven experience in sales leadership or director-level role managing complex, multi-million-dollar opportunities
• Experience in solution selling, both direct and indirect through channel partners
• History of building and executing strategic territory plans
• Strong understanding of mixed-signal IC architectures and applications
• In-depth knowledge of RF (Radio Frequency) design, systems, and applications
• Working knowledge of radar systems and electronic warfare (EW) applications and requirements
• Semiconductor to subsystem-level technical understanding enabling credible engagement with chief engineers and technical executives
• Ability to architect complex technical solutions addressing customer system requirements
• Expert proficiency with Salesforce CRM platform including pipeline management, forecasting, and analytics
• Highly self-driven individual with proven ability to manage large territories and complex sales cycles independently
• Demonstrated excellence in driving organizational change and communicating strategic vision
• Executive-level communication and presentation skills
• Proven competencies in structuring complex sales targets, revenue models, contract negotiations, and strategic partnerships
• Strong business acumen with P&L understanding
• Ability to obtain and maintain a DoD Secret Clearance
• Federal government, Aerospace & Defense, and/or Prime Contractor sales experience
• This position requires an active DoD Secret Clearance, or the ability to obtain one. US Citizenship is required
• An active DoD Secret Clearance
• Existing executive-level relationships within the Southwest/Rocky Mountains defense and aerospace community
• Experience with ITAR and export control regulations
• Previous experience selling into radar, EW, or signals intelligence programs