Senior Director of Government Sales

About Doodle Labs
Doodle Labs is at the forefront of designing wireless networking solutions that power a connected world of unmanned systems. Recently recognized by Fast Company as one of 2024's Most Innovative Companies, Doodle Labs is driven by a vision where every robotic system is seamlessly connected, amplifying efficiency, safety, and collaboration with human teams. Join us and work on pioneering technologies that are shaping the future of wireless communications and autonomous networks.
About the Job
This is an extraordinary opportunity to make a lasting impact at a fast-growing company in defense tech. Doodle Labs is seeing strong interest from the DoD but has never had a dedicated leader focused on growing this part of the business-meaning you'll have powerful momentum at your back as you build and lead our DoD strategy from scratch. You'll have the freedom to shape your own team and work closely with both our technical innovators and sales/marketing teams to bring cutting-edge solutions to critical DoD needs. Reporting directly to the CEO, you'll be at the center of Doodle Labs' mission to bring transformative technology to defense.
As the Director of Government Sales, you will pioneer Doodle Labs' expansion into the Department of Defense market. This role will center on building relationships with key stakeholders in tactical communications and unmanned systems within the DoD. You'll drive opportunity capture for strategic solicitations, acting as the primary point of contact for DoD projects, and shape Doodle Labs' strategy for long-term growth in the defense sector.
What You'll Do:
1. 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.
2. 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.
3. 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.
4. 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.
5. 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.
Required Qualifications

• Experience in DoD Business Development: At least 8 years of experience in business development or sales within the defense sector, particularly with a focus on communications or unmanned systems.
• Education: 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.
• Strong Network within DoD: Proven track record of establishing and managing relationships with senior DoD officials, program managers, and defense stakeholders.
• Business Capture Leadership: Proven ability to lead business capture phases, including whitepapers, RFI/RFP responses, and strategic teaming.
• Technical Acumen: Knowledge of tactical communications, mesh networking, and/or unmanned systems, allowing for effective communication with technical and engineering teams.
• Leadership Skills: Experience in a senior role with direct reporting to executive leadership and proven ability to influence cross-functional teams.
• Citizenship: U.S. Citizen due to U.S. government contract requirements.
• Security Clearance: Currently holds or can obtain a SECRET clearance within 12 months

Compensation Range
Total Compensation including Performance-Based Bonuses: $180,000-$300,000 annually.