VP of Commercial Sales -50% Travel Required

Zachary Piper Solutions is seeking a VP of Commercial Sales to lead a commercial sales organization in obtaining a huge quota, 25M+ annually, manage/scale a team and has experience travelling to close deals on site with customers, creating entire sales metrics, teams, and operational efficiencies. This position is fully onsite in Mclean, VA with 50-60% travel.

Key Responsibilities:

• Lead the commercial sales organization in the US, reporting to the US GM.
• Recruit, develop, and mentor a high-performing sales team capable of exceeding revenue and quota goals.
• Design and execute go-to-market strategies targeting public safety, transportation hubs, utilities, law enforcement and critical infrastructure markets.
• Drive sales of Counter UAS systems and solutions, ensuring successful pursuit and closure of deals.
• Build and maintain executive-level relationships with customers, integrators, and commercial partners.
• Oversee pipeline management, forecasting accuracy, and CRM reporting.
• Collaborate cross-functionally with pre-sales engineering, product development, R&D, and marketing to align offerings to market demand.
• Represent D-Fend Solutions at key industry trade shows, conferences, and security events.

Specific Duties:

• Develop and implement sales campaigns that drive adoption and sales of D-Fend's C-UAS systems across targeted commercial and public safety markets.
• Personally lead and support closure of sales opportunities and strategic accounts, towards quota achievement.
• Ensure customer renewals, upsells, and long-term account satisfaction working with the Customer Success team
• Provide regular forecasts, pursuit capture plans, and strategic pipeline reviews to the US GM, CEO, and company leadership.
• Identify and structure channel and reseller partnerships to extend market reach.

Requirements:

• 10+ years of progressive sales leadership experience, with a strong record of quota achievement and deal closure in technology-driven markets.
• Previous and proven track record in B2B and B2G sales, with annual quota of at least $50M for at least 5 years.
• Previous track record and responsibility of developing and growing business (i.e. we are looking for a hunter not a farmer) from $1-3M to $40-50+
• Proven track record in building, recruiting, and leading sales teams in fast-growth environments.
• Demonstrated success selling hardware/software solutions into at least two of the following domains: public safety, airports, ports, critical infrastructure, utilities, sports/entertainment venues, or commercial security firms.
• Deep understanding of procurement and contracting processes across state, local, and commercial markets; experience with government contracting is a plus.
• Strong customer relationships and market credibility across commercial and public safety sectors.
• Proven experience and skills in building reseller networks, distributors, and strategic alliances and ability to build sales forecasts.
• Excellent leadership, communication, and presentation skills, with experience interfacing with senior executives, partners, and boards.
• High energy, collaborative style, and the ability to thrive in a cross-cultural, global company environment.
• Ability to travel frequently (up to 60%) within the US.

Compensation:

$220,000 - $240,000 -with bonuses and equity** depending on experience and degree**

Full Benefits -Medical, Dental, Vision, 401K, Paid Holidays, PTO, Sick Leave if required by law

This job opens for applications on 11/10/2025. Applications for this job will be accepted for at least 30 days from the posting date

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Key words: Sales Leadership, Commercial Sales Strategy, Team Recruitment & Mentorship, Quota Achievement, Pipeline Management, Forecasting Accuracy, CRM Reporting, Business Development, Go-to-Market Strategy, Strategic Account Management, Deal Closure, Channel Partnerships, Reseller Networks, Strategic Alliances, Industry Expertise, Public Safety, Transportation Hubs, Utilities, Law Enforcement, Critical Infrastructure, Airports, Ports, Commercial Security, Technical Knowledge, Counter-UAS Systems, Hardware/Software Solutions, Technology-Driven Markets, Procurement Processes, Government Contracting, Executive-Level Relationship Building | Communication & Presentation | Leadership | Cross-Functional Collaboration | High Energy | Global Business Environment, B2B & B2G Sales, $50M+ Annual Quota, Fast-Growth Environments, OCONUS, CONUS, Travel up to 60%