Defense Business Development Manager & Territory Sales Leader

Position Overview

We are seeking a high-impact Defense Business Development Manager & Territory Sales Leader to join our growing Fluke Calibration team.

This hybrid role combines strategic business development with Defense Prime contractors and direct sales ownership of the Gulf States territory. The ideal candidate brings deep experience in Defense programs, metrology or calibration systems, and relationship-driven technical sales.

You will be responsible for identifying and shaping early-stage program opportunities, influencing specifications, and driving revenue growth across both Defense and commercial customers. This role is ideal for a professional who thrives at the intersection of technology, strategy, and execution — and who wants to make a measurable impact on mission-critical programs across the U.S. defense ecosystem.
The candidate must reside within the territory (Florida, Mississippi, Alabama, Tennessee, Louisiana).

Responsibilities

• Lead engagement with major Defense Prime contractors and regional customers to identify, develop, and capture multi-year opportunities.
• Influence program specifications and pre-solicitation requirements to position Fluke Calibration solutions early in the acquisition process.
• Own full sales responsibility for the Gulf States territory, including government and commercial accounts.
• Build trusted relationships with program-level stakeholders across Lockheed Martin, Raytheon, Northrop Grumman, and other Defense Supporting Primes. 
• Drive funnel creation, forecast accuracy, and quarterly performance to meet or exceed revenue targets.
• Expand customer adoption of calibration instruments, service contracts, and software solutions.
• Collaborate cross-functionally with Product Management, Engineering, and Business Leadership to align customer insights with technology roadmaps and long-term growth plans.
• Identify and develop opportunities across metrology modernization, electronic warfare, radar, RF sensing, and calibration system upgrades.
• Strengthen customer relationships through consistent engagement, on-site demonstrations, solution consulting, and post-award support.
• Develop and execute strategic account plans that align with both program-level initiatives and regional market growth.

What You Bring

• 10+ years of experience in Defense programs, metrology, calibration systems, or technical sales.
• Proven track record of building and managing strategic customer relationships with Defense primes or military programs.
• Strong understanding of ISO/IEC 17025, calibration standards, or technical laboratory operations.
• Demonstrated success in influencing early-stage program requirements and shaping strategic opportunities.
• Ability to manage complex funnels and consistently meet or exceed annual sales goals.
• Exceptional communication and presentation skills with experience engaging executive and technical stakeholders.
• Willingness to travel up to 40–50% to customer sites, program offices, or industry events.
• Must reside within the territory (Florida, Mississippi, Alabama, Tennessee, Louisiana)

Preferred Qualifications

• Direct experience working with Lockheed Martin, Raytheon, Northrop Grumman, or U.S. DoD metrology organizations.
• Familiarity with SaaS calibration platforms or data-driven workflows.
• Prior leadership experience managing cross-functional projects.
• Active participation in industry standards groups (e.g., NCSLI, ISO committees).

Key Competencies

• Strategic thinking and long-term program development
• Technical credibility and solution leadership
• Customer relationship management and influence
• Cross-functional collaboration and alignment
• Business acumen and disciplined forecasting
• Mission-driven focus supporting Defense readiness

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Fluke

Fluke is leading the world in creating software, test tools and technology that will support customers today and in the future. We are a customer-obsessed market leader with a strong reputation for reliability, quality and safety.A wholly owned subsidiary of Fortive Corporation (www.fortive.com), Fluke is a global corporation headquartered in the greater Seattle area. Driven by the successful Fortive Business System, Fluke offers the passion of a startup with the resources of a Fortune 500 company. We are focused on the growth of our individual employees, teams and the Fluke brand.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].

Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is $164,500 - $305,500