Vice President (VP) of Sales - Defense
McLean, VA 
Posted Today
Job Description

Title: Vice President of Sales - Defense

Location: McLean, VA

Terms: Full-Time/Permanent

Clearance: None

Travel: Up to 15%

Position Overview:

RIVA is currently seeking to hire a Vice President (VP) of Sales to lead the Defense Business Development (BD) arm of our organization. The VP is responsible for ensuring the achievement of performance targets and strategic initiatives by setting and meeting operational goals that are consistent with the vision of the organization.

As the sales leader, this person will have direct revenue responsibility and will strategically develop the roadmap to drive new business revenue, while maintaining high level of customer satisfaction. The ideal candidate must have a successful track record of bringing in new business through new and current relationships and ensuring client delivery teams are effective. Additionally, they will be responsible for generating, qualifying, and closing new business for the company in our target business areas. The VP of Sales will also be responsible for developing and implementing the capture management strategy for our federal sales team.


Basic Qualifications:

  • Working knowledge of the overall federal defense landscape, organizational structure, operating environment, major IT applications, and acquisition processes is required
  • Demonstrated understanding of a DoD priorities, and strategic direction is essential
  • Bachelor's degree in business, marketing, sales, or computer science
  • Experience building diverse pipeline valued at $100-$250M
  • Strong account development and management experience with demonstrated sales performance of $10M/year, with strong preference for $25M/year+
  • Proven success in hiring and developing high performing teams
  • Have a successful track record capturing large opportunities in the Full & Open market, as well as GWACs/IDIQs vehicles
  • Deep background in leveraging industry knowledge, contacts and key business indicators to develop and implement strategies that ensure growth
  • Ability to organize and lead Company responses to federal government Requests for Proposal (RFPs) and other competitive procurement processes
  • Process relationships at C-level in Federal Government agencies and within the Federal Contractor ecosystem
  • Proven ability to identify and execute teaming agreements with best subcontractors to form winning team

Preferred Qualifications:

  • Strong background in solutions selling and account planning
  • Growth minded and with ability to mentor other employees within the business development operation
  • Twelve (12) or more years of experience in IT Services Firms and consulting, with at least ten (10) years of management experience at a Global or National level
  • Active DoD Secret level clearance is desirable
  • At least ten (10) years of experience with a demonstrated ability to identify and develop client requirements and critical success factors
  • At least ten (10) years of experience negotiating large, complex solutions with the most senior levels at Federal Civilian clients
  • Advanced degree is desirable

About RIVA:

RIVA Solutions, Inc. is a rapidly growing provider of Information Technology and Program Support Services to the United States Federal Government. Headquartered in McLean VA, RIVA has over 450 employees in 24+ states across the US. As we continue to expand our services within Management Consulting, STEM, Cyber, AI, and Robotic Process Automation, we are looking for highly qualified people to join and thrive with us. VivaLaRIVA!

RIVA is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors.


Job Summary
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
10+ years
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