Doodle Labs · 1 month ago
Senior Key Account Manager — Drones & Defense
United States
Full-time
Remote
Senior Level
7+ years expDoodle Labs is a company focused on uncrewed systems and enabling technologies for defense and U.S. government accounts. They are seeking a Senior Key Account Manager to own and grow their largest accounts, driving expansion and technical credibility in the defense sector.
DronesRobotics
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Own strategic accounts: Serve as single-threaded owner for 3–8 marquee accounts (primes, SI’s, and select DoD/IC end-users); run QBRs/EBRs, executive alignment, and program cadence
Expand within accounts: Build whitespace maps, multi-site rollout plans, and cross-sell/upsell (airframe + payload + comms + software + integration + sustainment)
Be technically credible: Understand (or quickly learn) UAS architectures, payload interfaces, datalinks (MANET, C2), autonomy stacks, integration constraints, and test/airworthiness basics; translate requirements to engineering and value to customers
Drive pursuits & quotes: Generate timely follow-up quotes (ROM to firm), BOEs, options/CLIN structures, lead pricing reviews and approvals, and track from inquiry → PO
Deliver follow-up presentations: Create and deliver mission-focused demos, tech deep dives, and ROI/mission-effect briefs tailored to user, PM, and exec audiences
Program & issue management: Orchestrate trials, range events, and evaluations; manage risks, action logs, test cards, and after-action plans through closeout
Forecast with precision: Maintain CRM hygiene, 90-day commit accuracy, and executive-ready pipeline views; drive MEDDIC/Challenger discipline across pursuits
Contracting & compliance savvy: Partner with contracts/export/QA on T&Cs, DFARS flow-downs, ITAR/EAR, cybersecurity (CMMC/NIST basics), and quality (AS9100) needs
Voice of Customer: Feed roadmap with validated needs (KPPs/KSAs, MOSA/interoperability, spectrum, SWaP-C, autonomy features)
Pre-RFI shaping: User trials, CONOPS, draft requirements, and pilot funding
RFI/RFP: Eval criteria, threshold/objective performance, teaming and price-to-win inputs
Vehicle leverage: Expand via IDIQ/OTA/BPA/GWAC task orders and sole-source justifications where applicable
Post-award scale: Options, multi-site fielding, training, and sustainment attachments
Qualification
Required
7–12+ years key account or enterprise sales in drone/UxS, C5ISR, robotics, or defense with material growth in strategic accounts
Demonstrated ability to become technical fast and lead credible conversations with engineers, program managers, test directors, and operators
Track record of follow-up quotes → orders and building multi-year, multi-program expansions
Strong presentation skills (technical and executive); expert stakeholder mapping and deal strategy (MEDDIC/Challenger a plus)
Working knowledge of ITAR/EAR, defense acquisition paths (FAR/DFARS, OTA/CSO, IDIQ), and program lifecycles from prototype to production
Bachelor's in engineering, business, or related; advanced degree or DAU/NCMA credentials a plus
Clearance: Active Secret or ability to obtain/maintain; TS/SCI preferred
CRM (HubSpot), Microsoft Suite, collaboration (Teams), and standard proposal tooling knowledge
Company
Doodle Labs
The #1 Drone Radio Company.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Nimesh Parikh
Founder and CEO
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