Director, USG Defense Business Development

Company: Esri
Location: Vienna
Posted on: July 1, 2025

Job Description:

Overview At Esri, we’re empowering the next wave of innovation by leading the way in GIS technology, and we need a visionary leader like you to help us drive our US Government Defense business to new heights. As a Director of Business Development, you’ll be at the forefront of our mission to accelerate Esri’s impact across the Department of Defense, guiding and inspiring a dynamic, high-performing team dedicated to promoting and expanding the adoption of Esri technology. This is your chance to apply your proven leadership and sales expertise to shape the future of defense solutions while meeting or exceeding ambitious sector goals for revenue growth. You’ll have the opportunity to drive change, uncover new business opportunities, and directly impact the success of both our clients and Esri’s expanding presence in the USG Defense sector. Responsibilities Lead with Purpose. As a strategic leader, you’ll empower and guide your team through all phases of the sales process—from prospecting to closing deals. Your leadership will inspire, motivate, and provide the clear direction needed to deliver outstanding results. You’ll coach your team to maximize their potential while consistently achieving key sales milestones. Be a Visionary. Develop and execute a bold strategy to elevate the use of GIS across the Department of Defense. Transform high-level corporate goals into actionable plans, and lead a collaborative team of engineers, partners, and cross-divisional resources to accelerate Esri’s growth in the sector. You’ll model business excellence and drive the team toward success with integrity and innovation. Drive Revenue Growth. Leverage deep insights and data to refine and execute strategic plans that result in continuous revenue growth. Use your expertise with CRM tools like PowerBI and Salesforce to stay ahead of customer needs, pivoting as necessary to adapt to new opportunities or challenges. Your ability to turn strategy into measurable success will be a key driver in meeting and exceeding goals. Understand and Anticipate Customer Needs. Anticipate challenges and proactively address them with your expertise in change management and conflict resolution. As a thought leader within the DoD, you’ll build executive relationships, facilitating strong, long-lasting partnerships that enable you to deliver tailored solutions that meet the evolving needs of your customers. Requirements 10 years of experience managing, coaching, and leading high-performing sales or consulting teams 8 years of experience in enterprise sales, successfully providing solutions to business challenges Proven experience in the USG defense space, with a track record of success in business development and strategic sales Proven expertise in securing high-value projects through sophisticated business development techniques In-depth knowledge of GIS, Esri technology, and their transformative impact on the defense sector Extensive understanding of procurement processes within the defense industry Advanced skills in PowerBI and Salesforce to manage sales data and drive growth Deep understanding of the US Government Department of Defense, innovative tech trends, and the ability to translate these into impactful customer solutions Outstanding presentation, negotiation, and communication skills - able to influence, listen, and engage at all levels Ability to travel domestically and internationally up to 50% Bachelors in Business Administration, Business Management, GIS, or a related field US citizenship and ability and willingness to obtain a security clearance Recommended Qualifications Masters in Business Administration, Business Management, GIS, or a related field Questions about our interview process? We have answers. LI-EC1 Total Rewards Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. A reasonable estimate of the base salary range is $187,200-$312,000 USD About Esri At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here. If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply! Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email askcareers@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address. Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.

Keywords: Esri, Bethesda , Director, USG Defense Business Development, Sales , Vienna, Maryland