Area Vice President, National Security & Defense Industrial Base

Area Vice President, National Security & Defense Industrial Base

Government Solutions | McLean, Virginia, United States

Work Environment: Hybrid

 

About Exiger:

Exiger Government Solutions empowers U.S. and international governments and National Security organizations to identify and mitigate supply chain, software, customer, and third-party risks that threaten mission readiness and national security. Leveraging AI-powered technology, trusted data, and deep domain expertise, Exiger enables organizations to make faster, more informed decisions in increasingly complex operational environments.

Exiger is seeking an accomplished, technology-minded sales executive to lead one integrated growth strategy across the Department of War (DoW), national security agencies, and the Aerospace & Defense (A&D) industrial base. This leader will own revenue, pipeline, talent, forecast, and market execution across government customers, prime contractors, systems integrators, mid-tier suppliers, and critical sub-tier manufacturers.

Reporting to the Head of Global Public Sector, the Area Vice President will lead through managers while personally sponsoring Exiger's most consequential pursuits and executive relationships. This executive will mobilize Sales, Product, Marketing, Customer Success, Solutions Engineering, Delivery, Partnerships, and Executive Leadership around repeatable solutions that increase mission impact, customer adoption, and predictable growth.

EO 14415 and its implementing guidance are creating linked needs across government and industry. The Area Vice President will translate this market shift into differentiated sell-to, sell-through, and partner-led strategies addressing critical-supply-chain mapping, multi-tier and indented bill of materials (iBOM) visibility, FOCI and financial-risk vetting, mitigation planning, alternate-source qualification, and continuous monitoring.

What You'll Do:

Sales Leadership & Team Development

• Lead through leaders, coach, and develop a high-performing sales organization across Exiger's National Security and Defense Industrial Base markets while personally sponsoring the highest-value strategic pursuits.
• Recruit, hire, onboard, develop, and retain top Federal sales leaders and individual contributors while fostering a culture of accountability, collaboration, continuous learning, and operational excellence.
• Establish clear performance expectations through regular coaching, opportunity reviews, forecasting, pipeline management, and career development.
• Drive team performance against agreed bookings and ARR, qualified-pipeline coverage, forecast accuracy, win rate, expansion, partner-sourced pipeline, seller productivity, and strategic growth objectives.
• Partner with executive leadership to develop organizational strategy, leadership structure, territory alignment, resource planning, and long-term growth initiatives across the National Security businesses.
• Build one operating model across Sales, Customer Success, Product, Marketing, Solutions Engineering, Delivery, Partnerships, and Executive Leadership, with clear ownership, handoffs, and accountability for customer outcomes and growth.
• Partner with the Product Market Leadership Team and Sales Enablement to ensure managers and sellers have the training, value propositions, competitive positioning, use cases, tools, and playbooks required to execute priority National Security and DIB motions consistently.

Business Growth & Market Strategy

• Own and execute one integrated go-to-market strategy across DoW and A&D/DIB markets, positioning Exiger for sustained growth with government customers, prime contractors, systems integrators, mid-tier suppliers, and critical sub-tier manufacturers.
• Develop and maintain executive relationships with senior leaders across military services, national security agencies, prime contractors, systems integrators, and strategic technology partners.
• Translate mission requirements, acquisition priorities, Federal supply chain policy, and EO 14415 implementation milestones into differentiated sell-to, sell-through, and partner-led strategies across government and industry.
• Own differentiated segment strategies for government customers, Tier 1 primes, mid-tier contractors, and small or non-traditional sub-tier manufacturers, reflecting each segment's buying motion, urgency, and compliance burden.
• Convert EO implementation milestones and emerging acquisition requirements into timely account campaigns, executive engagements, diagnostic offerings, pilots, partner solutions, and enterprise expansion opportunities.
• Build a repeatable regulator-to-regulated market-intelligence loop that translates government priorities into actionable DIB solutions—and industry readiness challenges into better government outcomes—while respecting procurement integrity, proprietary information, CUI, classification requirements, and organizational-conflict guardrails.
• Lead strategic account and whitespace planning across Exiger's most significant National Security and DIB markets, ensuring coordinated pursuits, partner alignment, cross-market expansion, and long-term account growth.
• Serve as executive sponsor—and, when required, an active deal leader—for Exiger's most strategic DoW and A&D/DIB customer relationships and opportunities.
• Represent Exiger at executive briefings, customer engagements, conferences, and industry events as a thought leader in AI-powered risk intelligence, supply chain resilience, software supply chain security, and national security.

Revenue Leadership

• Lead complex enterprise pursuits from qualification through executive engagement, capture and proposal strategy, procurement pathway, negotiation, and close.
• Deliver predictable growth across prospecting, pipeline generation, closing, renewals, and adoption through disciplined forecasting and consistent execution of Exiger's enterprise sales methodology.
• Maintain executive visibility into pipeline health, territory performance, customer engagement, and strategic opportunities.
• Drive consistent achievement of revenue objectives while building a scalable business capable of supporting future growth.
• Champion operational excellence through rigorous CRM utilization, AI-enabled market and account intelligence, analytics, forecasting discipline, and data-driven decision-making.

Cross-Functional Leadership

• Partner closely with Product, Customer Success, Marketing, Solutions Engineering, Delivery, Partnerships, and Executive Leadership to align DoW and A&D/DIB needs with Exiger's product roadmap, operating model, and long-term strategy.
• Act as the connective leader across the broader go-to-market organization, working closely with the Product Market Leadership Team, Sales Enablement, Marketing, Customer Success, Solutions Engineering, Delivery, Partnerships, and Executive Leadership to fully execute the integrated strategy through coordinated segment plans, differentiated messaging, seller readiness, campaigns, partner plays, customer adoption, and measurable revenue outcomes.
• Establish cross-functional pursuit teams for Exiger's most strategic National Security opportunities, with clear account ownership, qualification standards, executive sponsors, partner roles, mutual close plans, and decision-making authority.
• Translate market intelligence and customer feedback into repeatable offerings for multi-tier mapping, iBOM development, material and country-of-origin visibility, FOCI and financial-risk screening, mitigation tracking, alternate-source qualification, and continuous compliance monitoring.
• Build joint go-to-market relationships with prime contractors, systems integrators, technology partners, and industry associations that expand Exiger's reach across lower tiers of the defense supply chain and increase partner-sourced revenue.
• Act as a senior leader within Global Public Sector, contributing to organizational planning, leadership development, talent strategy, and strategic initiatives that support Exiger's continued growth.

What Success Looks Like:

Within the First 90 Days

• Establish an integrated government and DIB account, territory, partner, and leadership model with clear ownership and operating cadences.
• Establish a shared GTM execution plan and operating cadence across Sales, the Product Market Leadership Team, Sales Enablement, Marketing, Customer Success, Solutions Engineering, Delivery, and Partnerships, with clear owners, milestones, handoffs, and performance measures.
• Complete a prioritized map of Exiger's most important EO-driven accounts, whitespace opportunities, strategic partners, and enterprise pursuits.
• Implement consistent qualification, forecasting, opportunity-review, mutual-close-plan, and executive-sponsorship standards.

Within the First 6–12 Months

• Deliver agreed bookings and ARR, qualified-pipeline coverage, forecast accuracy, win rate, expansion, and partner-sourced-pipeline targets.
• Launch repeatable EO 14415 campaigns and offerings across government, primes, mid-tier contractors, and sub-tier manufacturers.
• Advance or close an agreed portfolio of strategic, multi-stakeholder government and DIB opportunities.
• Build a strong leadership bench and demonstrate measurable improvement in seller productivity, pipeline conversion, and cross-functional execution.
• Establish Exiger as a recognized executive-level partner for critical-supply-chain visibility and resilience across the National Security ecosystem.

What You Bring:

• Equivalent combination of education and professional experience appropriate to the scope of this executive role.
• 15+ years of enterprise SaaS, AI, cybersecurity, data analytics, or technology sales experience with significant success selling into the U.S. Federal Government, national security organizations, and the Defense Industrial Base.
• 5+ years of sustained second-line sales leadership experience leading managers and multi-layered Federal, enterprise, or National Security sales organizations.
• Demonstrated success recruiting, coaching, developing, and retaining both sales leaders and top-performing individual contributors.
• Proven track record of building and scaling multi-layered government and industry sales organizations while consistently exceeding ambitious bookings, ARR, and growth objectives.
• Deep understanding of the DoW, national security, and A&D/DIB ecosystems, including military services, acquisition organizations, prime contractors, mid-tier and sub-tier suppliers, Federal systems integrators, and strategic technology partners.
• Established executive relationships across the Federal Government and Defense Industrial Base, with a documented record of converting credibility and access into qualified enterprise pursuits, strategic partnerships, and closed revenue.
• Demonstrated success personally leading and closing complex, multi-million-dollar enterprise platform sales cycles involving mission owners, acquisition organizations, executive stakeholders, legal and contracting teams, and technical decision-makers.
• Deep command of Federal budgeting and acquisition cycles, appropriations, FAR/DFARS requirements, contract vehicles, capture and proposal strategy, and alternative acquisition pathways, together with strong fluency in EO 14415, Federal supply chain policy, AI, software supply chain security, cybersecurity, and supply chain resilience.
• Demonstrated ability to translate Executive Orders, legislation, acquisition policy, and mission requirements into differentiated market strategies and executable revenue opportunities.
• Strong technology and data fluency, including the use of CRM, AI-enabled market intelligence, analytics, and structured sales methodologies to improve account prioritization, coaching, pipeline conversion, and forecast accuracy.
• Experience growing direct and partner-influenced revenue through defense primes, systems integrators, technology alliances, and industry ecosystems.
• Demonstrated ability to lead through leaders, operate as an executive player-coach, influence senior stakeholders, and align cross-functional organizations in a fast-paced, high-growth environment.
• Exceptional executive presence with outstanding communication, presentation, negotiation, and relationship-building skills.
• Experience applying enterprise sales methodologies such as MEDDPICC, MEDDIC, or Command of the Message to qualification, mutual close planning, coaching, and forecast management is preferred.
• Willingness to travel as needed to support customer engagements, leadership meetings, conferences, and strategic business development.
• U.S. citizenship is required. An active U.S. Government security clearance is strongly preferred, with demonstrated eligibility to obtain and maintain a clearance as required.

Why Exiger:

Exiger is uniquely positioned at the intersection of government requirements and DIB execution, transforming how both sides understand and manage supply chain, software, and third-party risk. As Area Vice President, National Security & Defense Industrial Base, you'll have a unique opportunity to:

• Shape Exiger's response to EO 14415 and the future of its DoW and A&D/DIB businesses while influencing the company's long-term Global Public Sector growth strategy.
• Lead and scale a high-performing, multi-layered sales organization with meaningful executive support and investment.
• Partner with government agencies and leading defense organizations on mission-critical programs that strengthen national security and operational resilience.
• Influence go-to-market strategy, product direction, and customer engagement while helping define Exiger's next phase of Federal growth.
• Play a defining leadership role as Exiger expands across government, prime, mid-tier, and sub-tier defense markets.

Why You'll Love Working at Exiger:

• High-performance culture rooted in accountability, collaboration, and a shared commitment to excellence.
• Discretionary Time Off for all employees, with no maximum limits on time off.
• Industry-leading health, vision, and dental benefits.
• Competitive compensation package.
• 16 weeks of fully paid parental leave.
• Flexible, hybrid approach to working from home and in the office where applicable.
• Focus on wellness and employee health through stipends and dedicated wellness programming.
• Purposeful career development programs with reimbursement provided for educational certifications.

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