Head of Sales, DHS & Federal

UFORCE

21h

About The Position

UFORCE is hiring a Head of Sales, DHS & Federal to build a funded, repeatable customer base for its unmanned maritime systems across the Department of Homeland Security and the broader federal civilian community. The role owns a distinct federal civilian sales motion, from identifying mission problems and building customer relationships to securing funding, winning contracts, and driving sustained operational adoption. Customers include USCG, CBP / Air and Marine Operations, DHS Science and Technology, and FEMA, as well as agencies such as NOAA, USACE, DOJ / DEA, and State / INL. The role focuses on creating demand rather than simply responding to RFPs. The Head of Sales will work with operators, program offices, funding owners, and contracting teams to develop use cases in port and coastal security, maritime interdiction, border surveillance, search and rescue support, counter-narcotics, maritime domain awareness, and disaster response, then turn successful pilots into recurring programs.

Requirements

Demonstrated success winning meaningful revenue from DHS or comparable federal civilian agencies, with the ability to explain personal contribution from opportunity shaping through award and adoption.
Strong understanding of federal civilian buying behavior, including how operational needs become funded requirements and how pilots transition into recurring purchases.
Relevant access to federal civilian operators, requirements owners, program offices, and contracting activities, and the ability to establish new relationships independently.
Ability to earn operator trust and translate maritime law enforcement, search and rescue, security, or emergency response needs into credible use cases and demonstration plans.
Applied knowledge of civilian budget cycles, appropriations, agency operating plans, and execution-year funding.
Fluency in federal acquisition strategies, including FAR-based competition, schedules, IDIQs, alternative pathways, and partner channels.
Disciplined capture and proposal leadership, including qualification gates, customer-backed win themes, competitor analysis, pricing strategy, compliance checks, and submission readiness.
Strong pipeline management and evidence-based forecasting skills.
Sound commercial judgment and ethical instincts, including knowing when to decline an opportunity because of funding, compliance, differentiation, or delivery risk.
Ability to work across sales, government relations, contracts, product, and delivery teams while staying accountable for post-award customer outcomes.

Nice To Haves

Direct sales experience with USCG, CBP / AMO, DHS S&T / SVIP, or FEMA.
Experience selling unmanned maritime systems or related maritime, autonomy, surveillance, or mission technology.
Track record of opening a new agency or mission area where no formal requirement existed.
Experience converting S&T, SVIP, SBIR, OTA, or other pilot funding into recurring operational purchases.
Established relationships with schedule holders, integrators, resellers, or OTA consortia serving federal civilian customers.
Familiarity with Section 889, federal data-handling expectations, Jones Act considerations, and USCG operating and safety requirements.
Experience coordinating civilian and DoD pursuits in overlapping mission areas, or managing adoption metrics, customer references, and CPARS risk.

Responsibilities

Identify, shape, and capture $10M+ in DHS and federal civilian revenue within the first 18 months.
Establish working access across at least three DHS or federal civilian mission owners, with named sponsors, documented needs, and credible funding paths.
Validate at least three operational use cases, defining the mission problem, funding owner, acquisition route, and evidence needed to advance them.
Secure at least two awards or funded pilots through appropriate civilian acquisition pathways and develop clear plans for follow-on purchases.
Convert at least one funded pilot into recurring or programmatic funding and build a repeatable transition model.
Secure or confirm access to relevant schedules, governmentwide vehicles, DHS IDIQs, OTA consortia, and qualified partners or resellers.
Map pursuits to agency budget cycles and execution-year funding, maintain evidence-based capture gates, and forecast within +/- 15%.
Lead competitive capture by developing win themes, competitor assessments, price-to-win strategies, and executable proposal plans, targeting a 30%+ win rate on competed federal civilian bids.
Partner with Contracts and Legal to address registration, procurement, ethics, data-handling, and relevant maritime operating requirements before offers.
Coordinate handoffs to Product and Delivery, track operational use and mission outcomes, and resolve risks that could prevent sustained customer adoption.
Work across sales, government relations, contracts, product, and delivery teams while remaining accountable for post-award customer outcomes.