OptiTrack is seeking an experienced Senior Business Development Manager to own and grow OptiTrack’s presence across the U.S. Government, Department of Defense (DoD), and Intelligence Community. This is a high-impact, full-cycle sales role focused on complex, technical solutions sold into simulation, training, test & evaluation, and related applications.
You will be responsible for building pipeline, advancing opportunities through long sales cycles, and closing significant deals with end customers, primes, and key subcontractors. Success in this role requires deep familiarity with how the U.S. government and defense ecosystem evaluates, procures, and adopts high-technology solutions.
Key Responsibilities
Own the full sales cycle for OptiTrack solutions across U.S. Government, DoD, and Intelligence Community accounts
Identify, qualify, and advance opportunities with program offices, training commands, test ranges, research labs, primes, and major subcontractors
Build and maintain strong relationships with key decision-makers, technical influencers, and acquisition professionals
Develop and execute account and opportunity strategies for complex, multi-stakeholder deals
Partner closely with technical resources to scope solutions, support demonstrations, and address customer requirements
Accurately forecast pipeline and maintain complete, timely, and accurate opportunity data in Salesforce
Represent OptiTrack at relevant industry events, including I/ITSEC and other defense, simulation, and training conferences
Provide market feedback to product and leadership teams on customer needs and competitive dynamics
Collaborate with channel partners and integrators where appropriate while maintaining and strengthening direct customer relationships Requirements
Required Qualifications
7+ years of successful B2B sales or business development experience selling high-technology products or solutions
Demonstrated track record of selling directly into the U.S. Government, DoD, military services, and/or Intelligence Community
Experience navigating complex government sales cycles, including work with primes, subcontractors, and end-user organizations
Proven ability to manage long-cycle, high-value technical sales
Strong understanding of government procurement processes and customer buying behaviors
Excellent communication, relationship-building, and presentation skills
Demonstrated ability to work independently, manage competing priorities, and maintain accountability in a remote environment
Willingness and ability to travel regularly for customer meetings, demos, and industry events Preferred Qualifications
Prior experience selling simulation, training systems, modeling & simulation, VR/AR/XR, robotics, or related defense technologies
Existing relationships within key military training commands, program offices, or major defense primes
Experience with ITAR/EAR-controlled products or export-controlled technology
Current or previously held U.S. security clearance (Secret or higher)
Familiarity with contract vehicles, OTAs, or other common government acquisition pathways
Prior professional experience within the U.S. military, DoD, or a related government environment is a plus What Success Looks Like
Consistent generation of qualified pipeline in the government and military simulation & training space
Accurate forecasting and disciplined opportunity management
Closed revenue that contributes meaningfully to OptiTrack’s Americas growth targets
Strong, trusted relationships with key customers and partners
Clear ownership and accountability for results across the government and defense vertical Benefits
All benefits start on first day of employment!
75% employer-paid medical for employee. Family coverage also included.
100% employer paid dental, and vision for employee and dependents
100% employer paid long-term, short-term disability, and life insurance policy
401k Match, if you’re contributing 5% we match 4%. 100% vested immediately.
10 paid holidays
Starting at 15 days paid PTO (inclusive of sick and vacation time) annually
Employee Assistance Program (EAP)
Flexible Spending Account (FSA)
EEOC Statement:
OptiTrack is an equal opportunity employer, we believe in fostering a culture of equality, diversity, and inclusivity. Our commitment to this goal is clearly expressed in our zero-tolerance policy for discrimination and harassment of any kind, including on the basis of race, color, sex, age, religion, sexual orientation, national origin, disability, genetic information, pregnancy, protected veteran status or any other characteristic protected by applicable federal, state, or local laws. Our hiring practices ensure that decisions are based solely on qualifications, merit, and current business needs, while extending to all aspects of our operations - from recruitment and promotion to layoff and recall, to leave of absence, compensation, benefits, and training. We are committed to remaining a drug free workplace
OptiTrack is a technology company that provides simulation, training, and test & evaluation solutions for the U.S. Government, Department of Defense, and Intelligence Community. Their products serve complex applications including military training, simulation systems, and modeling & simulation technologies. The company specializes in high-technology solutions that support defense and intelligence sector customers, including program offices, training commands, test ranges, research labs, and major defense primes. OptiTrack works with both end customers and channel partners to deliver technical solutions across the defense and simulation ecosystem.
