Sales Team Lead - US Navy & Marine Corps

Esri

Vienna, Virginia

Full Time

Posted August 26, 2026

$114k - $198k

Power Generation

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Job Description

At Esri, our Defense team is helping the United States military modernize operations, accelerate decision-making, and enable mission success through enterprise geospatial technology.

Key Responsibilities

Empower your team. Manage the sales activities of your team by strategically leading all stages of the account management process. Mentor and coach your team supporting U.S. Navy and Marine Corps customers through active coaching, clear direction, and regular feedback. Establish and support sales objectives, account planning efforts, and cultivate a collaborative environment that drives results and customer success.
Build relationships. Prospect, develop, and implement location strategies for large, complex defense organizations. Build relationships with senior military leaders, civilian executives, program managers, and strategic partners. Create and lead opportunities within high-level lines of business and represent Esri at customer engagements, industry events, workshops, and seminars
Understand our customers. Use your advanced knowledge of the Navy and Marine Corps and their mission priorities to clearly articulate the value of Esri technology. Understand customer budgeting, acquisition, and modernization initiatives. Identify key stakeholders across organizations and gain access to executive and enterprise-level decision makers to align business strategies with customer goals.
Be an expert. Demonstrate expert knowledge of ArcGIS and its value propositions within the defense community. Communicate how geospatial technology supports mission readiness, operational effectiveness, and decision-making. Continuously pursue professional development and maintain competitive knowledge of industry trends, customer challenges, and emerging technologies. Expertly plan and prepare negotiations with customers.
Deliver Results. Successfully execute the sales cycle to close new opportunities to achieve sector goals. Support pipeline development, strategic account growth, and broader adoption of Esri technology across Navy and Marine Corps organizations. Work creatively to develop solutions that help customers achieve their objectives while maintaining disciplined opportunity management and forecasting practices. Use innovative communication and presentation skills to support customer engagement and business outcomes.

Requirements

8+ years of enterprise sales and/or relevant consulting or program management experience
3+ years of experience mentoring, motivating, and coaching on a team
Ability to build compelling account growth strategies
Advanced knowledge of the Department of Defense, Department of the Navy, or related government organizations and the ability to translate customer challenges into complex business solutions. Deep understanding of GIS and Esri technology
Expert visual storyteller and negotiator across all levels of an organization
Knowledge of government budgeting, procurement, and acquisition cycles
Ability to travel domestically or internationally up to 50%
Bachelor's degree in business, geography, GIS, information technology, engineering, military studies, or a related field
Applicants must be a US Citizen, undergo a background investigation, and obtain/maintain security clearance eligibility requirements for a Secret, Top Secret (TS), TS/SCI, or TS/SCI with polygraph
Experience working with defense contractors, systems integrators, or government partners
Knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
Master's degree in business, geography, GIS, information technology, engineering, military studies, or a related field

Benefits & Perks

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
$114,400
—
$197,600 USD