Director | US Defense & Federal Drone Sales

Director, US Defense & Federal Sales

Remote (US) · Reports to the CRO · Travel required

ABOUT THE COMPANY

A global leader in actively tethered, autonomous ISR (Intelligence, Surveillance, and Reconnaissance) platforms, built on advanced autonomous robotics and un-jammable tethered station-keeping technology that delivers continuous, 24/7 situational awareness.

With over 1,000 fielded systems and a dominant position in North American public safety, the company is now scaling a dedicated US defense and federal business — backed by new growth-stage funding, a new US-built product line, and a new US manufacturing facility.

POSITION SUMMARY

Our client has already established strong footholds within key US military branches and is a Tier 1 subcontractor on active federal contract vehicles with top-tier Defense Primes. This is a true player-coach role: you will own and expand the company's defense and federal vertical, inheriting a small existing team with the mandate to grow it as the company scales.

Success in this role looks like expansion — deepening existing government relationships, extending into new branches and use cases, and building formal partnerships with additional Defense Primes. This is a land-and-expand business: pilot programs and initial fieldings already exist, and the mandate is to grow them into broader programs of record over time.

KEY RESPONSIBILITIES

Federal & Defense Business Development

Own and expand existing relationships within key US military branches, extending the company's footprint into additional DoD branches and use cases

Identify and pursue new opportunities across ISR, force protection, kill chain/targeting support, communications relay (SIGINT), and variable-height antenna programs

Build the company's federal and defense pipeline, with a focus on converting pilot programs and limited fieldings into larger programs of record

Prime & Contract Vehicle Strategy

Build and strengthen relationships with Tier-1 Defense Primes, proactively engaging on new opportunities rather than waiting for customer-driven pull-through

Navigate and leverage federal contract vehicles and channel partners (including IDIQs and DLA-based procurement) to move deals through established, efficient purchasing paths

Partner with the company's sales engineering team on technical proposal support for RFP/RFI responses run through prime and channel partners

Team Leadership

Manage and mentor the company's existing federal/defense sales team, with direct involvement in day-to-day deal execution alongside team leadership

Support the build-out of a dedicated federal team as the company's new product line and US manufacturing facility come online

Represent the company at major industry and DoD events (e.g., AUSA, AFA, Adjutant General's Association meetings) and in program-level briefings

QUALIFICATIONS

Preferred

Prior US military background

Experience selling into the US Department of Defense and/or federal government, ideally within UAS or related defense technology

Experience building relationships with Defense Primes and navigating federal contract vehicles

Experience managing or mentoring a small team

Required

A demonstrated self-starter, comfortable operating with autonomy in a small, fast-moving company

Willingness to travel up to 30% or more — this is a hands-on, in-the-field role, not a desk-based one

Strong relationship-building and consultative selling skills within complex, long-cycle government sales environments