Senior Director of Government Sales

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, act as the primary point of contact for DoD projects, and shape Doodle Labs' strategy for long-term growth in the defense sector.
What You Will 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.
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 and ensure proposals align with DoD needs and Doodle Labs' unique value proposition.
3. Develop a Comprehensive DoD Engagement Strategy
   By the 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 and adapt based on competitive analysis and market shifts.
4. Establish Doodle Labs as a Recognized Brand Within the DoD
   Increase visibility by engaging in DoD conferences, securing speaking opportunities, and collaborating with OEM partners. Target X industry partnerships or co-marketing initiatives annually.
5. Serve as the POC for DoD Projects and Drive Innovation
   Maintain consistent communication with sales, product, and marketing teams to keep projects aligned. Initiate a quarterly feedback loop with DoD stakeholders to inform product development and identify emerging needs.

What We Need to See:

• Experience in DoD Business Development: At least 8 years in business development or sales within the defense sector, preferably in communications or unmanned systems.
• Education: Bachelor's degree and 8+ years of sales experience in military/government markets; or 12+ years with relevant military service.
• Strong Network within DoD: Demonstrated relationships with senior officials, program managers, and defense stakeholders.
• Business Capture Leadership: Proven ability to lead whitepapers, RFI/RFP responses, and strategic teaming.
• Technical Acumen: Familiarity with tactical communications, mesh networking, and/or unmanned systems.
• Leadership Skills: Senior-level experience reporting to executive leadership and influencing cross-functional teams.
• Citizenship: U.S. citizen (required for government contracts).
• Security Clearance: Must hold or be able to obtain SECRET clearance within 12 months.

Compensation
Total Compensation (Including Performance-Based Bonuses):
$180,000-$300,000 annually.