Director, US Defense – Federal Sales
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Job Description
Director owning Fotokite’s US defense sales for tethered autonomous ISR platforms. Closing DoD contracts, building Defense Prime alliances, and leading federal sales teams.
Responsibilities:
- Own and scale Fotokite’s US Defense vertical
- Take 100% ownership of the Defense go-to-market engine
- Lead direct engagements with DoD contracting officers
- Build strategic alliances with major Defense Primes
- Navigate federal procurement pathways including IDIQs, OTAs, DLA, and Programs of Record
- Close high-value deals across all branches of the US Department of Defense
- Navigate FAR/DFARS regulations, OTAs, SBIR/STTR transitions, and multi-year DoD budget cycles
- Optimize contract vehicles and prime channels including DLA Prime Vendors, GSA Schedules, and established Primes’ IDIQs
- Architect formal teaming agreements, subcontracting arrangements, and technology integration partnerships with top-tier US Defense Primes
- Integrate Fotokite’s tethered ISR technology into larger Defense Programs of Record
- Manage, mentor, and expand Defense Account Executives and Federal Solutions Engineers
- Guide field sales representatives with proposal oversight and contracting strategy
- Align customer requirements with product development and manufacturing schedules
- Define and execute the multi-year US Defense GTM roadmap
- Maintain accountability for revenue, bookings, and pipeline velocity
- Lead proposal efforts, RFP/RFI responses, and executive-level briefings for DoD program offices, DIU, and congressional/government affairs partners
- Collaborate with the CRO and company leadership
Requirements:
- 8–12+ years of proven US Federal / Defense Sales Experience
- Demonstrated track record of personally closing $1M+ defense contracts and growing federal accounts within the US DoD and Intelligence Community
- Master-level understanding of DoD procurement processes, FAR/DFARS compliance, IDIQs, DLA channels, FFP/CPFF contract types, and Defense budget mechanics
- Active, established relationships with Business Development, Corporate Strategy, and CTO organizations across major Defense Primes
- Willingness to directly write proposals, negotiate contract terms, and travel to customer sites while coaching and managing direct reports
- US Military Veteran with operational experience or deep familiarity with tactical unmanned systems/ISR platforms highly preferred
- Active US Security Clearance (Secret or Top Secret/SCI) or clearability strongly preferred
- Willingness to travel 30–40%
- Permission to work in the US required
- Applicants must provide a resume and cover letter
- Ability to manage, mentor, and expand a team of Defense Account Executives and Federal Solutions Engineers
Benefits:
- Equal Opportunity Employer
- Travel opportunities to major defense trade shows, DoD briefings, Prime partner syncs, and corporate syncs
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