Director, US Defense & Federal Sales
Fotokite AG3d
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Director, US Defense & Federal Sales
Fotokite AG
About The Position
Fotokite is seeking a Director, US Defense & Federal Sales to own and scale its US Defense vertical. This is a player-coach role with full responsibility for the Defense go-to-market engine, including direct engagement with DoD contracting officers, strategic alliances with Defense Primes, and navigation of federal procurement pathways such as IDIQs, OTAs, DLA, and Programs of Record. The role bridges Fotokite’s existing end-user field demonstration capabilities with the expertise needed to convert operator and unit-level demand into awarded contracts and scalable program line items. The Director will manage tactical field sales and solutions engineering reports, provide federal contracting and procurement expertise, and lead Prime strategy to secure major defense business. The Director will own the multi-year US Defense go-to-market roadmap and be accountable for the vertical’s revenue, bookings, and pipeline velocity. The role also involves aligning customer requirements with product development and manufacturing schedules in coordination with the CRO and company leadership. Travel of 30–40% is expected. Applicants must already be authorized to work in the US; work-related visa sponsorship is not available. Applicants are asked to submit a resume and cover letter.
Requirements
- 8–12+ years of proven US federal or defense sales experience.
- Demonstrated record of personally closing defense contracts worth $1 million or more and growing federal accounts within the US DoD and Intelligence Community.
- Master-level understanding of DoD procurement processes, FAR/DFARS compliance, IDIQs, DLA channels, FFP/CPFF contract types, and defense budget mechanics.
- Active, established relationships with Business Development, Corporate Strategy, and CTO organizations across major Defense Primes.
- Willingness to directly write proposals, negotiate contract terms, travel to customer sites, and coach and manage direct reports.
- Willingness to travel 30–40% for DoD briefings, Prime partner meetings, defense trade shows, and corporate meetings.
- Must already have permission to work in the US; work-related visa sponsorship is not available.
- Applicants must submit both a resume and cover letter.
Nice To Haves
- US military veteran with operational experience or deep familiarity with tactical unmanned systems or ISR platforms.
- Active US security clearance (Secret or Top Secret/SCI) or clearability.
Responsibilities
- Take direct ownership of closing high-value deals across US DoD branches, including the Army, Air Force, Navy, Marines, USCG, SOCOM, and National Guard.
- Navigate FAR/DFARS regulations, OTAs, SBIR/STTR transitions, and multi-year DoD budget cycles.
- Use existing contract vehicles and prime channels, including DLA Prime Vendors, GSA Schedules, and Prime IDIQs, to shorten procurement cycles.
- Develop formal teaming agreements, subcontracting arrangements, and technology integration partnerships with leading US Defense Primes.
- Position Fotokite technology as a subsystem or payload within larger Defense Programs of Record.
- Manage, mentor, and expand a team of Defense Account Executives and Federal Solutions Engineers.
- Provide field sales representatives with proposal oversight, contracting strategy, and support to convert field demonstrations into signed purchase orders.
- Coordinate with the CRO and leadership to align US defense customer requirements with product development and manufacturing schedules.
- Define and execute the multi-year US Defense go-to-market roadmap, with accountability for revenue, bookings, and pipeline velocity.
- Lead high-stakes capture and proposal efforts, RFP/RFI responses, and executive briefings for DoD program offices, DIU, and congressional/government affairs partners.
- Write proposals, negotiate contract terms, travel to customer sites, and coach and manage direct reports.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
Job Search Resources
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