Vice President, Head Of Sales (defense) - Remote Eligible

Vice President, Head of Sales (Defense)

Logistics at full potential. At GXO, we're constantly looking for talented individuals at all levels who can deliver the caliber of service our company requires. You know that a positive work environment creates happy employees, which boosts productivity and dedication. On our team, you'll have the support to excel at work and the resources to build a career you can be proud of.

This is a remote role with ~50% travel, primarily within the US however global travel will be required. Reporting directly to the SVP of Sales for the Americas and APAC, you will lead the charge of building GXO's sales strategy for our defense sector. As the primary driver of growth in this emerging vertical, you will identify and pursue strategic pipeline opportunities, secure new business across existing and prospective defense customers, and build and staff a high-performing Enterprise Sales team to support expansion. This is a hands-on leadership role for someone with a startup mentality - comfortable navigating ambiguity, energized by innovation, and passionate about scaling a business in a fast-paced, mission-driven environment.

This is a high-impact, execution-driven sales leadership role focused on working with government agencies and defense contractors to secure and manage strategic business relationships. The role involves selling outsourced logistics services to military clients and contractors, contributing to proposal development, negotiating contract terms, and navigating government compliance regulations.

What you'll do on a typical day:

• Control, implement and manage sales process, approach & methodologies in alignment with sales technology
• Leads and supports division business development team and aids in driving revenue growth.
• Drives all division level governance to review commercial opportunities pipeline
• Directly delivers customer facing presentations to drive pipeline growth
• Develop a strong understanding of the GXO business and our key commercial drivers.
• Manage all aspects of the sales performance model, including individual performance management of direct BD representatives as required.
• White space analysis and sizing of potential, including divisional reviews of target opportunities and actionable insights that enable business development leaders to effectively prioritize their time.
• Own the strategy behind competitive intelligence and bid response strategy for customer pursuits
• Ensuring sales reports and other internal intelligence is provided to the sales organization in an efficient and effective manner to drive actionable plans for improvement in business results
• Provide communications to Sales governance board and teams regarding performance in weekly pipeline updates, insights, metrics, and analysis.

Pay, benefits and more.

We are eager to attract the best, so we offer competitive compensation and a generous benefits package, including full health insurance (medical, dental and vision), 401(k), life insurance, disability, and the opportunity to participate in a company incentive plan.

What you need to succeed at GXO:

At a minimum, you'll need:

• 20+ years of experience in Sales Leadership in the Defense or Logistics markets OR alternatively you may be a commissioned officer with commercial business experience or prior senior military leader with commercial business experience.
• Successful executive leadership skills including the demonstrated ability to lead change, motivate and enable high performing sales team with proven experience driving revenue growth in a complex organization and market environment.
• Proficient in sales reporting and project management tools for identifying, organizing, and presenting data required to support sales strategy and confidence using analytics, financial and business reporting tools to make data driven decisions.
• Operate with a high degree of autonomy, personal integrity, and accountability.
• Demonstrated problem solving skills, strong communication skills and ability to collaborate effectively with business partners for the benefit of the customer and GXO.
• US based travel required, ~50% travel required, hybrid/remote role experience with additional qualifications listed below:
• Strong understanding of business development within large corporate frameworks, coupled with a strategic vision to capitalize on dynamic market trends
• Experience in cross-selling products and services, showcasing a holistic approach to business growth.
• Proven success in orchestrating new business development, preferably within a logistics (3PL) environment.
• Ability to close out new business opportunities.
• Very strong commercial & numerical skills, with the ability to think laterally to meet both customer and business requirements.
• Exceptional written and oral communication skills for adept engagement with stakeholders at all levels.
• Advanced user of MS packages and CRM systems, with a preference for expertise in Salesforce.
• Adept at cultivating and nurturing relationships, coupled with exemplary account management skills.
• Track record of effectively steering high-performing teams in a business development context.
• Demonstrable success in achieving multi-million new sales targets.

We engineer faster, smarter, leaner supply chains.

GXO is a leading provider of cutting-edge supply chain solutions to the most successful companies in the world. We help our customers manage their goods most efficiently using our technology and services. Our greatest strength is our global team – energetic, innovative people of all experience levels and talents who make GXO a great place to work.

We are proud to be an Equal Opportunity/Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran or other protected status.

GXO adheres to CDC, OSHA and state and local requirements regarding COVID safety. All employees and visitors are expected to comply with GXO policies which are in place to safeguard our employees and customers.

All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed. Review GXO's candidate privacy statement here.