Business Development Director

Information Security Corporation (ISC), an SAIC company, seeks a Director of Business Development to grow its cybersecurity software business across the Department of Defense/Department of War, Intelligence Community, and other U.S. government customers.

ISC develops commercial software products for public key infrastructure (PKI), certificate lifecycle management, encryption, digital signatures, and secure access to protected data. This is a hands-on sales and team leadership position within the dedicated ISC organization, reporting to ISC’s Executive Director. You will develop customer relationships, qualify opportunities, drive product sales, and help hire and manage a sales engineer and an inside sales representative.

The successful candidate will combine government sales experience with the ability to understand technically complex software and earn customers’ trust. You will also qualify opportunities referred through SAIC, ensuring that customer needs, product fit, and next steps are understood before committing additional ISC resources. You will have support from ISC’s sales engineer, product specialists, and development team for demonstrations, detailed technical discussions, and product evaluations. You are expected to develop a working understanding of the products and lead customer relationships, with specialists available when deeper technical expertise is needed.

Key Responsibilities:

Sales and Account Development

- Develop and execute a sales plan for ISC software products across government customers and their supporting systems integrators.
- Build and maintain relationships with existing customers, identify expansion opportunities, and develop new accounts.
- Own opportunities from initial discovery through evaluation, proposal, negotiation, and purchase.
Understand customer buying processes, funding timelines, procurement pathways, and partner relationships.
- Coordinate with order-processing staff on purchases and maintenance renewals, taking responsibility for renewals that require substantive customer engagement.

Opportunity Qualification and SAIC Coordination

- Build relationships with SAIC account teams and business development staff to identify opportunities for ISC products.
- Serve as the initial point of qualification for opportunities referred through SAIC.
- Establish the customer problem, technical requirements, product fit, stakeholders, funding status, purchasing process, timeline, and appropriate next steps.
- Prioritize opportunities and redirect or decline those that do not fit ISC’s capabilities or business objectives.
- Provide clear qualification summaries and specific requests when involving ISC’s engineering, product, marketing, or executive staff.

Technical Sales and Customer Engagement

- Develop and demonstrate working knowledge of ISC products, including capabilities, limitations, deployment considerations, and licensing.
- Conduct substantive discovery conversations with technical, business, and procurement stakeholders.
- Explain how ISC products address customer requirements, accurately distinguishing available capabilities from planned functionality.
- Coordinate presentations, demonstrations, and technical discussions with the sales engineer and other specialists.
- Manage product evaluations by establishing objectives, success criteria, customer responsibilities, follow-up schedules, and purchasing next steps.
- Represent ISC at trade shows, conferences, partner events, and customer meetings; gather and qualify leads and ensure timely follow-up.

Team Leadership and Sales Operations

- Help recruit, hire, onboard, and manage a sales engineer and an inside sales representative.
- Establish clear responsibilities, account assignments, priorities, and performance expectations.
- Coach the team on product knowledge, customer engagement, opportunity qualification, and follow-through.
- Maintain accurate account records, opportunity status, next steps, and revenue forecasts in the designated sales system.
- Coordinate with ISC leadership on proposals, pricing, resource needs, and sales strategy.
- Bring recurring customer requirements and useful market feedback to ISC’s product and development teams.

- Demonstrated success selling commercial software or cybersecurity products to U.S. government customers, including defense and/or Intelligence Community organizations.
- Experience working directly with government end users, technical stakeholders, procurement personnel, and systems integrators.
- Demonstrated ability to develop and close business through technical discovery, product evaluations, proposals, and complex purchasing processes.
- Experience hiring, coaching, and managing sales or technical sales personnel.
- Ability to learn technically complex products, explain them accurately, and connect their capabilities to customer requirements.
- Working understanding of enterprise IT and cybersecurity concepts such as authentication, digital certificates, encryption, identity management, networking, or software integration.
- Strong judgment in qualifying opportunities, setting priorities, and determining when additional technical or leadership support is warranted.
- Excellent listening, written communication, presentation, and relationship-building skills.
- Ability to work independently, establish practical sales processes, and maintain consistent follow-through.
- Bachelor’s degree or equivalent relevant professional experience.
- U.S. citizenship and ability to obtain and maintain a Top Secret security clearance. An active clearance is not required to start.
- Willingness to travel for customer meetings, trade shows, and other business needs.

Preferred Qualifications

- Experience with PKI, certificate lifecycle management, encryption, key management, or related cybersecurity products.
- Experience building or leading a small software sales team.
- Experience coordinating product sales with larger systems integrators or government contracting organizations.
- Experience representing a technology company at industry events and converting leads into qualified opportunities.
- Existing Top Secret security clearance.

Product Training
ISC will provide product training and access to technical specialists. The successful candidate must take ownership of developing the product knowledge needed to qualify opportunities, lead credible customer discussions, and manage the sales team effectively.