The Product Sales Lead oversees the sales lifecycle for RII's Dragonfly product, focusing on pipeline generation and strategic account expansion within the government and military sectors.
Position Title: Product Sales Lead
Location: Remote with travel. Candidates must be based in the United States
Clearance Requirement: Top Secret/SCI
Employment type: Full Time
Research Innovations, Inc. (RII) is breaking through the big, slow, status quo with transformative technology that fundamentally changes and improves the world. We develop cutting-edge software for all levels of the government and military. Using agile development practices and user-centered design, we create innovative software solutions for complex real-world problems.
RII is seeking a committed individual to be our Product Sales Lead with the drive to solve unique and challenging problems for our various US government customers. Our EW/SIGINT team is looking for an individual to lead efforts in pipeline generation, exercise participation, and account expansion for our Dragonfly product line. Individuals will be expected to have knowledge about the unique "exercise-driven" buying patterns of tactical customers to support one of RII's most successful core values, Get s#it done.
The Product Sales Lead will be responsible for overseeing the entire sales lifecycle for Dragonfly, ensuring this exquisite, small form factor EW sensor reaches the warfighter. The ideal candidate will possess a blend of operational and sales expertise with a focus on navigating the gap between pilot programs and program-wide adoption.
This position requires an active U.S. Top Secret/SCI security clearance.
WHAT YOU WILL BE DOING
- Full Cycle Pipeline Management:
- Drive the unique Dragonfly sales cycle from initial interest (trade shows, marketing) to closed opportunities.
- Qualify leads effectively to ensure high-value utilization of Sales Engineers during the demonstration phase.
- Secure invitations to participate in and provide execution support to critical military exercises and experiments (e.g., JPMRC, IVYSTING, PCC6) to prove operational capability in the field.
- Strategic Account Expansion:
- Work with RII Strategic Engagement Managers and Program Managers to grow our current operational footprint with the existing customers.
- Leverage insights and connections to expand the customer set into the US Intelligence Community and broader DoD.
- Manage the critical 6-12 month "adoption gap" following initial pilot purchases (1-4 systems), ensuring customer success and training to drive subsequent bulk orders.
- Customer Engagement & Value:
- Collaborate with engineering teams and Sales Engineers to translate exquisite, unique technical capabilities into mission-critical value for the customer.
- Ensure all delivery-related documentation and proposals are accurate.
- Enable effective engagement for training and support between customers and our engineers and support reps.
- Analyze sales performance data to identify areas for improvement and implement strategies to reduce lead times on bulk acquisitions.
WHAT YOU HAVE DONE
- 5+ years of experience in defense sales, specifically within the EW, SIGINT, or tactical communications sectors.
- Deep insights and existing connections into the DoD, Special Forces (USSOCOM), and the US Intelligence Community.
- Proven ability to navigate the military exercise landscape (JPMRC, JRTC, PCC-x etc.) as a sales mechanism.
- Experience with protecting sensitive hardware in harsh environments and understanding the SWaP-C constraints of the tactical edge.
- Familiarity with US export controls like ITAR and EAR.
- Ability to travel 25-50% of the time to support trade shows, customer demos, and field exercises.
- Knowledge of rapid acquisition vehicles (OTAs, GPC) versus traditional FAR-based contracts.
- Proficiency with CRM tools to track complex, multi-stage government sales cycles.
EVEN BETTER
- Experience selling defense technology internationally (FMS, DCS).
- Knowledge with software defined radios and employment in tactical operational scenarios.
- Experience working with rapid prototyping and agile acquisition authorities.
#LI-TC1
At RII, we believe that diversity in our workforce is critical to our success. We strive to hire great people from a wide variety of backgrounds, not just because it’s the right thing to do, but because it makes us stronger. We work to help your intellectual passions and creativity thrive. It’s one of our core values: Let your geek flag fly.
We also offer all employees comprehensive benefits including: flexible work schedules, health insurance coverage, paid time off, 401k with a company match, paid parental leave, access to wellness programs and much more. You get this all from day one, and all paid for by RII.
It’s all part of another of our core values: Stay human. It’s why our comfortable and colorful offices such as our headquarters, include a community game room, pantry, massage chair, and an escape room, among other amenities. It’s why we have community ambassadors and regular community events.
Top Skills
Crm Tools
Software Defined Radios
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