Doodle Labs · 2 months ago
Director, U.S. Government Sales & Business Development — Uncrewed Systems (UAS)
United States
Full-time
Remote
Director/Executive
8+ years expDoodle Labs is focused on growth within the U.S. Government sector, particularly with DoD and U.S. Civilian agencies for their UAS portfolio. The role involves managing the full capture lifecycle, shaping requirements, creating demand, structuring deals, and closing programs while developing executive-level relationships with key stakeholders.
DronesRobotics
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Market shaping & capture
Map missions, pain points, and decision chains across DoD (e.g., Army PEO Aviation/UGS, AFLCMC, NAVSEA/PEO USC, SOCOM), DHS (CBP, FEMA, CISA), DOJ, DOI, and state/local public safety
Shape requirements and influence early via user trials, CONOPs development, KPP/KSAs, and experimentation events (e.g., DIU, AFWERX/SOFWERX, RCCTO, JIFX)
Build and lead captures across FAR-based and non-FAR pathways (IDIQ/MA-IDIQ, OTA consortia, SBIR/STTR, CSOs, BPAs, GWACs)
Identify and drive colors of money and PPBE timelines; target RDT&E → Procurement transitions and Year-End/Unfunded priorities
Own a qualified pipeline and accurate forecasts; run pursuits from gate reviews through proposal and BAFO/negotiation
Develop price-to-win, teaming, and channel strategies (primes, SI partners, value-added resellers, and distribution)
Lead solution positioning: airframe + payload + comms + software + integration + sustainment
Build executive-level relationships: requirement owners, program managers, test directors, contracting officers, S&T leads, and end-user units
Orchestrate demos, range events, and operational evaluations; convert pilots to multi-year programs
Drive cross-functional capture teams (engineering, product, finance, legal, export/ITAR, and ops)
Provide VOC to product for roadmap, interoperability (STANAG, MAVLink, MOSA), and compliance needs (airworthiness, spectrum, cybersecurity)
Pre-RFI: mission analysis, concept demos, draft KPPs/CONOPS, pilot funding lines
RFI/RFP shaping: requirements comments, qualification criteria, small-biz strategy, eval weighting
Acquisition path: recommend OTA vs FAR, down-select entry points, subcontract/prime alignment
Budget windows: POM inputs, R-/P-/O&M-line tracking, congressional adds, year-end sweeps
Evaluation: test cards, threshold/objective performance, reliability/maintainability data
Award & scale: options, CLIN structure, fielding/training/sustainment plans
Qualification
Required
8–15+ years in U.S. GovCon sales/capture/BD with a proven record selling UAS or adjacent C5ISR/robotics solutions into DoD and/or DHS/DOJ/DOI
Expert in the government buy cycle, PPBE, and multiple acquisition pathways (FAR/DFARS, IDIQs, OTAs/CSOs, SBIR)
Demonstrated wins influencing requirements and moving programs from prototype to production
Strong network with program offices, requirements shops, test centers, and primes/SIs
Proposal leadership (RFI/RFP responses, volumes, orals) and price-to-win experience
Working knowledge of ITAR/EAR, cybersecurity (e.g., NIST/CMMC basics), and export considerations
Bachelor's degree (technical, business, or related); advanced degree or DAU/NCMA credentials a plus
Preferred
UAS domain depth (Group 1–3), payloads (EO/IR, EW, LiDAR), MANET/C2, autonomy software, and MOSA integration
Prior military or federal service in relevant mission areas
Active Secret (or ability to obtain/maintain). TS/SCI preferred
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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