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Vice President, Business Development, U.S. Army

Decision Lens is seeking a highly motivated Vice President of Business Development, U.S. Army, responsible for driving growth, developing pipeline, and closing new opportunities across the Army. The ideal candidate brings a deep understanding of Army culture, including hierarchy, decision-making processes, acquisition pathways, and staff dynamics, and can operate effectively in a fast-paced, evolving, and often ambiguous environment.

Operating as part of a sales team, you will drive deal progression, execution, and closure, along with account penetration and revenue growth. Success in this position requires a consultative, value-based sales approach that builds trust with senior stakeholders, navigates complex procurement cycles, and aligns customer mission needs with Decision Lens solutions. This role reports directly to the SVP for the territory.

Duties and Responsibilities

Sales Leadership & Execution

  • Take responsibility for deal execution and progression to support the territory in achieving or exceeding its quota.

  • Collaborate with your team to align strategies and execution plans to achieve growth targets.

  • Drive pipeline growth through a combination of strategic engagement, targeted outreach, events, partner engagement, and account development.

  • Execute complex sales cycles across multiple stakeholders, ensuring consistent momentum; alignment and progression toward close.

  • Increase efforts where appropriate to secure more “outcome-focused” contracts that integrate Customer Experience (CX) services with product licenses.

  • Partner cross-functionally with Product, Customer Experience, Marketing, and internal subject matter experts to shape, position, and advance complex opportunities.

  • Collaborate with Customer Experience to drive expansion opportunities in current accounts.

  • Build and expand relationships with C-level and senior executives across the Army territory while developing and executing account and campaign strategies for priority Army organizations, in alignment with territory objectives and leadership guidance.

  • Deliver compelling functional and business-value overview presentations.

  • In partnership with the SVP of the territory, own forecast accuracy and maintain CRM (HubSpot) discipline, in coordination with BDR, ensuring deal integrity and visibility.

Market Engagement

  • Maintain awareness of mission priorities and align execution to defined strategy.
  • Represent Decision Lens at key events, briefings, and industry forums.
  • Demonstrate thought leadership by articulating how Decision Lens helps customers achieve mission success.
  • Identify competitors and develop actionable win strategies to improve probability of close.

Job Qualifications

  • Bachelor’s degree in business or related field.
  • 10+ years of experience in federal or defense enterprise sales, preferably in complex, relationship-driven environments.
  • Subject matter expertise or strong understanding of Army culture with the ability to navigate command structures, build trust with senior leaders, and operate effectively within complex organizational environments.
  • Proven ability to operate within a coordinated team-based selling environment, meeting or exceeding annual quota.
  • Demonstrated ability to penetrate new commands or organizations and manage long, complex sales cycles.
  • Exceptional emotional intelligence, communication, presentation, and negotiation skills.
  • Security clearance eligibility required.
  • CRM discipline (HubSpot or similar).
  • 30% travel.

Location: Washington D.C. area preferred. Decision Lens is headquartered in Arlington, VA.

Company Overview

Decision Lens develops integrated planning software which modernizes how government prioritizes, plans, and funds. We have been transforming public sector planning since 2005, delivering the people, process and technology which empower agencies to effectively meet the needs of today while delivering the cutting-edge capabilities of tomorrow. Decision Lens is an innovative, tech-driven high growth company, ranked number one Best SaaS for Business Intelligence or Analytics by SaaS Awards and  a certified “Great Place to Work” by the Great Place to Work Institute. Our client list includes the US Department of Defense including Navy, Army, Air Force and numerous other agencies: USDA, GSA, FAA, and USDOT.

Apply: Send your resume to careers@decisionlens.com

Decision Lens Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.