Senior Director of Government & Defense Sales

The Senior Director of Government & Defense Sales will lead our teams commercial strategy for battery and energy solutions within the U.S. government and defense sectors. This role is responsible for driving targeted revenue growth, strengthening customer relationships across key defense and government accounts, and coordinating closely with internal teams to ensure our offerings align with evolving customer needs. This is a senior-level leadership role critical to the Battery & Energy Group’s continued expansion in military and government markets.

Essential Functions*: (Listing of specific duties in each area – in order of importance)

·     Strategic Revenue Growth: Develop and execute sales strategies to increase Ultralife’s penetration within the Department of Defense (DoD), DLA, and other U.S. government agencies.

·     Customer Relationship Management: Cultivate and manage relationships with major defense contractors, system integrators, and government agencies.

·     Team Collaboration: Work with internal sales personnel managing specific government accounts; mentor junior team members and collaborate across departments.

·     Cross-Functional Coordination: Partner with Product Development, Engineering, and Marketing to deliver compelling solutions that meet defense sector requirements.

·     Market Intelligence: Track government procurement cycles, defense budgets, and technology needs to identify new opportunities and influence product positioning.

·     Reporting: Provide regular sales forecasts, pipeline updates, and strategic insights to the SVP of Sales & Business Development.

·     Team Collaboration & Leadership

·     The Senior Director of Government & Defense will work closely with existing members of the sales team who are engaged in direct government, defense, or government contractor accounts.

·     These team members will maintain a dotted-line reporting relationship to the Senior Director to ensure strategic alignment across all defense-related opportunities.

·     This structure is designed to support the development of a unified, company-wide Government & Defense strategy while ensuring continued forward momentum on all current government and contractor engagements.

·     The Senior Director will provide leadership, guidance, and cross-functional coordination to strengthen our positioning and execution.

Education / Training / Skills / Experience: 

·       Minimum 10 years of experience in government sales, defense contracting, or battery/power-related sectors.

·       Deep knowledge of the U.S. defense procurement process, including FAR/DFARS and military acquisition strategies.

·       Proven track record of winning and expanding large-scale government or prime contractor accounts.

·       Strong technical and consultative selling skills, particularly within regulated or highly specialized markets.

·       Excellent communication and presentation capabilities, with experience briefing senior-level military and civilian leadership.

·       Existing relationships within the Department of Defense (DoD), Defense Logistics Agency (DLA), and/or Tier 1 defense contractors highly preferred.

·       Ability to travel as required to support strategic government and defense initiatives.

Education: Bachelor’s degree in Business, Engineering or MBA a plus.  Equivalent experience in lieu of a degree will be considered based on depth of industry and government expertise. 

Physical Requirements:

The employee must occasionally lift and/or move up to 30 pounds.  Specific vision abilities required by this job include Close vision. While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is frequently required to use hands to finger, handle, or feel. The employee is occasionally required to stand and walk. Position is primarily sedentary in nature and requires prolonged standing and sitting throughout the day.  Travel required approximately 5% of the time.