Vice President, Sales - Integrated Solutions
At a glance
Leadership Sales Leadership role at Exzj. Remote, United States · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Own bookings across RF Systems and Motion Control, moving qualified demand from initial lead through program award
- Set the Space and A&D go-to-market plan, including customer segments, primes, government users, and strategic partners
- Personally steer major captures, shaping executive engagement, pricing, teaming, and proposals for must-win programs
- Build the annual bookings plan, run operating reviews, forecast accurately, and define recovery actions when results fall short
- Lead sales, capture, and business development teams while aligning Engineering, Operations, Program Management, and Finance
What you bring
- At least fifteen years in sales, business development, or capture leadership within Space, A&D, or regulated hardware
- Five or more years managing sales teams and a record of delivering against a large bookings or orders target
- Experience creating an annual operating plan and reliable forecasts in long-cycle, program-based environments
- Strong executive relationships, negotiation ability, and leadership of complex capture efforts
- A bachelor's degree in engineering, business, or a related discipline
Who this fits
You’ll suit a senior sales leader who has owned bookings, forecasts, and major pursuits in Space, Aerospace & Defense, or related regulated hardware. The role manages sales, capture, and business development teams and reports to the Chief Growth Officer. It covers U.S. remote work and requires familiarity with primes, government programs, and procurement cycles.
From the employer
The Vice President of the Integrated Solutions Strategic Business Unit owns the top-line demand engine for the SBU across the Space and Aerospace & Defense (A&D) markets. Reporting to Chief Growth Officer, the VP is accountable for all Bookings and for building, committing to, and delivering the Annual Operating Plan (AOP) for the SBU. The role sets the go-to-market strategy, leads capture and pursuit of major programs, and orchestrates the account, business development, and sales resources required to convert a long-cycle, program-driven pipeline into predictable, on-plan orders.
The Integrated Solutions SBU consists of capabilities across active and passive RF and motion control mechanisms. The VP will be responsible for ensuring the success of the two business units (BUs) within the Integrated Solutions portfolio – RF Systems and Motion Control.
Success in this role means consistent achievement of the bookings plan, disciplined forecasting, healthy multi-year pipeline coverage, and the leadership of a high-performing sales organization aligned to Frontgrade's growth priorities and customer commitments.
Bookings & Revenue Ownership
Own achievement of the SBU's annual and quarterly bookings targets across all product lines and programs.
Drive the demand pipeline from lead through award, ensuring adequate qualified coverage against the plan at all times.
Lead major captures and competitive pursuits, personally leading executive engagement on strategic and must-win programs.
Shape pricing, teaming, and proposal strategy with BD, program, and finance stakeholders to win profitable business.
Annual Operating Plan (AOP)
Build and commit to the SBU's annual bookings plan, including market sizing, program phasing, and account-level targets.
Deliver the AOP through monthly operating reviews, translating strategy into quarterly and monthly booking commitments.
Provide timely, accurate forecasts and proactively close gaps to plan with defined recovery actions.
Partner on the annual and long-range plan (LRP) process for the unit in partnership with finance and operations.
Go-to-Market & Customer Strategy
Define the SBU go-to-market strategy, segmenting Space and A&D customers, primes, and government end-users.
Build and deepen executive relationships with key customers, primes, and strategic partners.
Feed competitive positioning and voice-of-customer insight back into product and portfolio roadmaps.
Leadership & Cross-Functional Alignment
Lead, recruit, develop, and retain a high-performing sales, capture, and business development team.
Align closely with Program Management, Engineering, Operations, and Finance to ensure bookings are executable and profitable.
Instill a culture of forecasting discipline, CRM hygiene, and data-driven pipeline management.
Represent and report on bookings performance, pipeline health, and market outlook to executive leadership.
Required
15+ years in sales, business development, or capture leadership, including 5+ years leading sales teams, within Space, Aerospace & Defense, or related regulated hardware markets.
Demonstrated ownership of a bookings/orders number at scale ([$XXM+ annually]) with a consistent track record of plan attainment.
Experience building and delivering an Annual Operating Plan and managing an accurate forecast in a long-cycle, program-based environment.
Deep understanding of the Space/A&D customer and acquisition landscape (primes, government programs, procurement cycles).
Proven executive-level relationship, negotiation, and capture leadership skills.
Bachelor's degree in engineering, business, or related field.
Preferred
Familiarity with the capabilities within the Integrated Solutions portfolio and its applications in defense and space systems.
MBA or advanced technical degree; experience with U.S. Government contracting and ITAR/export-controlled environments.
Ability to obtain and maintain a U.S. security clearance.
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