Director Business Development Defense & Federal Drone Sales

Director, US Defense & Federal Sales

Remote (US) · Reports to the CRO · Travel required ABOUT THE COMPANY A global leader in actively tethered, autonomous ISR (Intelligence, Surveillance, and Reconnaissance) platforms, built on advanced autonomous robotics and un-jammable tethered station-keeping technology that delivers continuous, 24/7 situational awareness. With over 1,000 fielded systems and a dominant position in North American public safety, the company is now scaling a dedicated US defense and federal business — backed by new growth-stage funding, a new US-built product line, and a new US manufacturing facility. POSITION SUMMARY Our client has already established strong footholds within key US military branches and is a Tier 1 subcontractor on active federal contract vehicles with top-tier Defense Primes. This is a true player-coach role: you will own and expand the company's defense and federal vertical, inheriting a small existing team with the mandate to grow it as the company scales. Success in this role looks like expansion — deepening existing government relationships, extending into new branches and use cases, and building formal partnerships with additional Defense Primes. This is a land-and-expand business: pilot programs and initial fieldings already exist, and the mandate is to grow them into broader programs of record over time. KEY RESPONSIBILITIESFederal & Defense Business Development* Own and expand existing relationships within key US military branches, extending the company's footprint into additional DoD branches and use cases * Identify and pursue new opportunities across ISR, force protection, kill chain/targeting support, communications relay (SIGINT), and variable-height antenna programs * Build the company's federal and defense pipeline, with a focus on converting pilot programs and limited fieldings into larger programs of record

Prime & Contract Vehicle Strategy

* Build and strengthen relationships with Tier-1 Defense Primes, proactively engaging on new opportunities rather than waiting for customer-driven pull-through * Navigate and leverage federal contract vehicles and channel partners (including IDIQs and DLA-based procurement) to move deals through established, efficient purchasing paths * Partner with the company's sales engineering team on technical proposal support for RFP/RFI responses run through prime and channel partners

Team Leadership

* Manage and mentor the company's existing federal/defense sales team, with direct involvement in day-to-day deal execution alongside team leadership * Support the build-out of a dedicated federal team as the company's new product line and US manufacturing facility come online * Represent the company at major industry and DoD events (e.g., AUSA, AFA, Adjutant General's Association meetings) and in program-level briefings

QUALIFICATIONS

Preferred* Prior US military background * Experience selling into the US Department of Defense and/or federal government, ideally within UAS or related defense technology * Experience building relationships with Defense Primes and navigating federal contract vehicles * Experience managing or mentoring a small team

Required

* A demonstrated self-starter, comfortable operating with autonomy in a small, fast-moving company * Willingness to travel up to 30% or more — this is a hands-on, in-the-field role, not a desk-based one * Strong relationship-building and consultative selling skills within complex, long-cycle government sales environments