Sales Manager, US Defense Sales

Xometry (NASDAQ: XMTR) powers the industries of today and tomorrow by connecting the people with big ideas to the manufacturers who can bring them to life. Xometry’s digital marketplace gives manufacturers the critical resources they need to grow their business while also making it easy for buyers at Fortune 1000 companies to tap into global manufacturing capacity. Xometry is looking for a Sales Manager, US Defense Sales responsible for building and leading a high-performing sales team focused on direct U.S. Government demand across the Department of War (Army, Navy, Air Force, Coast Guard, and Special Operations). This role is centered on capturing sustainment, readiness, and research-driven manufacturing demand, with a strong focus on environments where the government owns or authors technical data such as research labs, depots, and program offices. The Sales Manager will lead a team that converts fragmented, technically complex demand such as legacy parts, NIIN and NSN-driven procurement, and engineer-to-order requirements into scalable, repeatable revenue streams. The role will also support engagement with Xometry’s network of defense advisors and consultants to help unlock access, shape opportunities, and accelerate deal progression. What Success Looks Like Builds a team that consistently wins direct government opportunities Establishes repeatable plays across labs, depots, and program offices Effectively leverages advisors to create access, influence requirements, and accelerate deals Converts early-stage engagements into programmatic, recurring revenue streams Positions Xometry as a trusted execution partner for readiness and sustainment Responsibilities Build and Lead a High-Performance Government-Focused Team a. Recruit, develop, and manage Account Executives focused on direct DoW accounts b. Segment and assign coverage across research labs, depots and sustainment commands, and program offices c. Drive accountability to quota, pipeline coverage, and conversion metrics Drive Direct Government Growth Strategy a. Develop and execute account strategies focused on sustainment and MRO demand, NIIN and NSN-driven procurement, and low-volume, high-mix manufacturing requirements b. Prioritize opportunities where the government owns technical data and procurement cycles are shorter and less OEM-constrained c. Build targeted outbound motions into high-value DoW entities Build Repeatable Government Sales Plays a. Develop and scale playbooks for lab-driven demand, depot and sustainment sourcing, and legacy part reproduction and reverse engineering workflows b. Standardize qualification and deal progression for technical data packages and incomplete drawings c. Improve win rates on complex, manually quoted opportunities Own Cross-Functional Execution a. Partner with engineering, sourcing, and operations to ensure strong execution b. Ensure high-confidence delivery on mission-critical orders c. Lead structured deal reviews for large or strategic opportunities Pipeline, Forecasting and Performance Management a. Maintain pipeline discipline and forecasting accuracy in Salesforce b. Use data to identify conversion gaps, cycle time inefficiencies, and expansion opportunities c. Report key metrics, risks, and insights to leadership Motions grounded building a $300 million run rate business by FY28 Qualifications 6-10+ years of sales experience Experience selling into U.S. Government environments, Department of War or DoD preferred Proven ability to build pipeline in complex, non-transactional government environments Ability to navigate multi-stakeholder sales cycles Ability to close technically complex opportunities Preferred Experience Familiarity with DoW research labs, depots, and acquisition organizations Experience in sustainment and MRO environments Experience in manufacturing or engineering-driven sales Experience working with technical data packages, drawings, or engineering requirements Experience in export-controlled environmen