Director, US Defense – Federal Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge and develop Fotokite’s US Defense sector.

• Have complete ownership of the Defense go-to-market strategy.

• Lead direct interactions with DoD contracting professionals.

• Establish strategic partnerships with leading Defense Primes.

• Navigate federal procurement processes, including IDIQs, OTAs, DLA, and Programs of Record.

• Secure significant contracts across all branches of the US Department of Defense.

• Navigate FAR/DFARS regulations, OTAs, SBIR/STTR transitions, and multi-year DoD fiscal cycles.

• Optimize contract mechanisms and prime channels, including DLA Prime Vendors, GSA Schedules, and established Primes’ IDIQs.

• Design 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.

• Oversee, mentor, and grow the Defense Account Executives and Federal Solutions Engineers team.

• Assist field sales representatives with proposal management and contracting strategies.

• Align customer needs with product development and manufacturing timelines.

• Define and implement the multi-year US Defense go-to-market roadmap.

• Hold accountability for revenue, bookings, and pipeline speed.

• Lead proposal initiatives, 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 demonstrated US Federal / Defense Sales Experience.

• Proven success in personally closing $1M+ defense contracts and expanding federal accounts within the US DoD and Intelligence Community.

• Advanced knowledge of DoD procurement processes, FAR/DFARS compliance, IDIQs, DLA channels, FFP/CPFF contract types, and Defense budget mechanics.

• Established relationships with Business Development, Corporate Strategy, and CTO teams across major Defense Primes.

• Willingness to write proposals, negotiate contract terms, and travel to customer locations while mentoring and managing direct reports.

• US Military Veteran with operational experience or significant familiarity with tactical unmanned systems/ISR platforms is highly preferred.

• Active US Security Clearance (Secret or Top Secret/SCI) or the ability to obtain is strongly preferred.

• Willingness to travel 30–40% of the time.

• Must have permission to work in the US.

• Candidates are required to submit a resume and cover letter.

• Ability to manage, mentor, and develop a team of Defense Account Executives and Federal Solutions Engineers.

🏝️ Benefits

• Equal Opportunity Employer.

• Opportunities for travel to major defense trade shows, DoD briefings, Prime partner meetings, and corporate gatherings.