Director, US Defense – Federal Sales

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🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 12%

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Fotokite

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2014

🎖️ Defense

🏥 Healthcare

📦 Logistics

Defense • Healthcare • Logistics

Fotokite is an innovator in the field of public safety technology, specializing in actively tethered unmanned aerial systems (UAS) designed for first responders. Their flagship product, the Fotokite Sigma, provides mission-critical aerial situational awareness without the need for dedicated piloting, thus enabling teams to focus on their critical tasks. Incorporating advanced thermal and color cameras, Fotokite systems are built to operate effectively under various weather conditions and are used extensively in emergency response scenarios such as firefighting, search and rescue, and disaster management.

📋 Description

• 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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