Doodle Labs · 20 hours ago

Senior Director of Government Sales

United States

Full-time

Remote

Director/Executive

$180K/yr - $300K/yr

8+ years exp

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No H1B

Security Clearance Required

Hiring Manager

Ashish Parikh

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Responsibilities

Establish and Expand Strategic DoD Relationships. Identify and develop 10+ high-impact relationships within key DoD divisions (e.g., PM UAS, C5ISR, Defense Innovation Unit) in the first year, resulting in at least X pilot projects, demos, or cooperative R&D agreements by the end of the year.

Achieve Quarterly Revenue Targets Through Strategic Capture. Lead and win high-value contracts by focusing on priority solicitations. Aim to secure at least one new program or contract valued at $X million per quarter/year. Maintain a X% win rate for submissions, ensuring each proposal aligns with DoD requirements and highlights Doodle Labs’ unique value proposition.

Develop a Comprehensive DoD Engagement Strategy. By end of Q1, produce and align a cross-functional DoD strategy with measurable revenue goals, product positioning, and a timeline for phased growth. Present quarterly updates to leadership, with adjustments based on competitive analysis and DoD market shifts.

Establish Doodle Labs as a Recognized Brand Within the DoD. Increase brand visibility through engagement in DoD conferences, securing speaking opportunities, and collaborating with OEM partners. Secure X industry partnerships or co-marketing initiatives per year.

Serve as the POC for DoD Projects and Drive Innovation Based on DoD Needs. Establish a consistent communications cadence with sales, product, and marketing teams to keep all DoD projects on track, and ensure seamless information flow between internal teams and DoD stakeholders. Initiate a quarterly process to gather direct feedback from DoD stakeholders on emerging requirements, unmet needs, and desired product enhancements.

Qualification

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DoD Business DevelopmentDefense Sector ExperienceDoD NetworkBusiness Capture LeadershipTechnical AcumenMilitary ServiceSecurity Clearance

Required

At least 8 years of experience in business development or sales within the defense sector, particularly with a focus on communications or unmanned systems.

Bachelor’s degree and 8+ years of sales experience in military/government markets in defense or tech; OR military service plus 12+ years in similar roles.

Proven track record of establishing and managing relationships with senior DoD officials, program managers, and defense stakeholders.

Proven ability to lead business capture phases, including whitepapers, RFI/RFP responses, and strategic teaming.

Knowledge of tactical communications, mesh networking, and/or unmanned systems, allowing for effective communication with technical and engineering teams.

Experience in a senior role with direct reporting to executive leadership and proven ability to influence cross-functional teams.

U.S. Citizen due to U.S. government contract requirements.

Currently holds or can obtain a SECRET clearance within 12 months.