Head of Sales – DHS, Federal

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

📋 Description

• Develop a funded, sustainable customer base for unmanned maritime systems within DHS and the wider federal civilian sector.

• Lead the federal civilian sales strategy by identifying mission challenges, establishing relationships, securing funding, obtaining contracts, and promoting operational adoption.

• Cultivate customers and use cases across USCG, CBP / Air and Marine Operations, DHS Science and Technology, FEMA, NOAA, USACE, DOJ / DEA, and State / INL.

• Generate demand in areas such as port and coastal security, maritime interdiction, border surveillance, search and rescue assistance, counter-narcotics, maritime domain awareness, and disaster response.

• Identify, shape, and secure over $10M in DHS and federal civilian revenue within the first 18 months.

• Establish access to at least three mission owners while developing named sponsors, documented requirements, and funding pathways.

• Validate a minimum of three operational use cases, defining mission challenges, funding sources, acquisition routes, and necessary evidence.

• Achieve at least two awards or funded pilot projects with plans for follow-on purchases.

• Transform at least one funded pilot into recurring or programmatic funding.

• Secure or confirm access to schedules, government-wide vehicles, DHS IDIQs, OTA consortia, and qualified partners or resellers.

• Align pursuits with agency budget cycles and execution-year funding; maintain capture gates and forecast within a margin of +/- 15%.

• Lead competitive capture efforts, including developing win themes, competitor evaluations, price-to-win strategies, and proposal plans, aiming for a win rate of over 30%.

• Collaborate with Contracts and Legal on registration, procurement, ethics, data handling, and maritime operational requirements.

• Manage transitions to Product and Delivery, monitor operational use and mission outcomes, and mitigate adoption risks.

⛳️ Requirements

• Proven success in generating significant revenue from DHS or similar federal civilian agencies, with a clear understanding of the process from opportunity shaping to award and adoption.

• Strong comprehension of federal civilian purchasing behaviors and the transition from pilot projects to recurring purchases.

• Relevant connections with federal civilian operators, requirements owners, program offices, and contracting entities.

• Capability to convert maritime law enforcement, search and rescue, security, or emergency response requirements into use cases and demonstration plans.

• Applied knowledge of civilian budget cycles, appropriations, agency operational plans, and execution-year funding.

• Proficiency in federal acquisition strategies, including FAR-based competition, schedules, IDIQs, alternative pathways, and partner channels.

• Disciplined leadership in capture and proposal efforts, encompassing qualification gates, win themes, competitor analysis, pricing strategy, compliance checks, and submission readiness.

• Strong skills in pipeline management and evidence-based forecasting.

• Sound commercial judgment and strong ethical instincts.

• Ability to collaborate effectively across sales, government relations, contracts, product, and delivery teams while maintaining accountability for post-award results.

• Direct sales experience with USCG, CBP / AMO, DHS S&T / SVIP, or FEMA is preferred.

• Experience in selling unmanned maritime systems or related maritime, autonomy, surveillance, or mission technology is preferred.

• Experience in establishing a new agency or mission area is preferred.

• Experience in converting S&T, SVIP, SBIR, OTA, or other pilot funding into recurring purchases is preferred.

• Established relationships with schedule holders, integrators, resellers, or OTA consortia are preferred.

• Familiarity with Section 889, federal data handling expectations, Jones Act considerations, and USCG operational and safety requirements is preferred.

• Experience in coordinating civilian and DoD pursuits or managing adoption metrics, customer references, and CPARS risk is preferred.

• Legally authorized to work in the country for which you are applying.

• Must not require UFORCE employment sponsorship now or in the future.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and training.

• Flexible work environment and potential for remote work.

• Generous paid time off and holiday schedule.