Director of Federal Sales

Director of Federal Sales (Drone Technology) Location: Remote Reports to: VP, Global Sales Travel: ~30–50% to customers, ranges, and industry events. Some CONUS/OCONUS as needed. About the Job Own growth with DoD and U.S. Civilian agencies for our small-to-medium UAS portfolio (airframes, payloads, autonomy, C2/MANET, and supporting software). You’ll run the full capture lifecycle—shaping requirements, creating demand, structuring deals, and closing programs—by knowing exactly how the government buys and where to influence. What You’ll Do Market shaping & capture Map missions, pain points, and decision chains across DoD (e.g., Army PEO Aviation/UGS, AFLCMC, NAVSEA/PEO USC, SOCOM), DHS (CBP, FEMA, CISA), DOJ, DOI, and state/local public safety. Shape requirements and influence early via user trials, CONOPs development, KPP/KSAs, and experimentation events (e.g., DIU, AFWERX/SOFWERX, RCCTO, JIFX). Build and lead captures across FAR-based and non-FAR pathways (IDIQ/MA-IDIQ, OTA consortia, SBIR/STTR, CSOs, BPAs, GWACs). Identify and drive colors of money and PPBE timelines; target RDT&E → Procurement transitions and Year-End/Unfunded priorities. Sales execution Own a qualified pipeline and accurate forecasts; run pursuits from gate reviews through proposal and BAFO/negotiation. Develop price-to-win, teaming, and channel strategies (primes, SI partners, value-added resellers, and distribution). Lead solution positioning: airframe + payload + comms + software + integration + sustainment. Customer & stakeholder engagement Build executive-level relationships: requirement owners, program managers, test directors, contracting officers, S&T leads, and end-user units. Orchestrate demos, range events, and operational evaluations; convert pilots to multi-year programs. Internal leadership Drive cross-functional capture teams (engineering, product, finance, legal, export/ITAR, and ops). Provide VOC to product for roadmap, interoperability (STANAG, MAVLink, MOSA), and compliance needs (airworthiness, spectrum, cybersecurity). Where to Influence Pre-RFI: mission analysis, concept demos, draft KPPs/CONOPS, pilot funding lines. RFI/RFP shaping: requirements comments, qualification criteria, small-biz strategy, eval weighting. Acquisition path: recommend OTA vs FAR, down-select entry points, subcontract/prime alignment. Budget windows: POM inputs, R-/P-/O&M-line tracking, congressional adds, year-end sweeps. Evaluation: test cards, threshold/objective performance, reliability/maintainability data. Award & scale: options, CLIN structure, fielding/training/sustainment plans. Required Qualifications 8–15+ years in U.S. GovCon sales/capture/BD with a proven record selling UAS or adjacent C5ISR/robotics solutions into DoD and/or DHS/DOJ/DOI. Expert in the government buy cycle, PPBE, and multiple acquisition pathways (FAR/DFARS, IDIQs, OTAs/CSOs, SBIR). Demonstrated wins influencing requirements and moving programs from prototype to production. Strong network with program offices, requirements shops, test centers, and primes/SIs.Proposal leadership (RFI/RFP responses, volumes, orals) and price-to-win experience. Working knowledge of ITAR/EAR, cybersecurity (e.g., NIST/CMMC basics), and export considerations. Bachelor’s degree (technical, business, or related); advanced degree or DAU/NCMA credentials a plus. Nice to Have UAS domain depth (Group 1–3), payloads (EO/IR, EW, LiDAR), MANET/C2, autonomy software, and MOSA integration. Prior military or federal service in relevant mission areas. Active Secret (or ability to obtain/maintain). TS/SCI preferred. KPIs Qualified pipeline coverage (≥3–4× quota), win rate on targeted pursuits, TCV/ACV booked, capture cycle time, prototype-to-production conversions, and expansion on existing vehicles (IDIQs/OTAs). #J-18808-Ljbffr