Director, US Defense & Federal Sales

Fotokite is the global category leader in actively tethered autonomous Intelligence, Surveillance, and Reconnaissance (ISR) platforms. Born as an ETH Zurich deep-tech spin-off with 22 granted patents, Fotokite combines autonomous robotics, un-jammable tethered station-keeping, and enterprise SaaS to deliver continuous 24/7 situational awareness.

With over 1,100 fielded systems dominating North American public safety, Fotokite is scaling its European commercial infrastructure.

Role Overview & Strategic Charter

We are seeking a high-caliber, battle-tested Director, US Defense & Federal Sales to own and scale Fotokite’s US Defense vertical.

This is a true Player-Coach role. You will take 100% ownership of our Defense Go-To-Market (GTM) engine—leading direct engagements with DoD contracting officers, building strategic alliances with major Defense Primes and navigating complex federal procurement pathways (IDIQs, OTAs, DLA, and Programs of Record).

The Strategic Gap You Will Bridge

Fotokite already possesses strong end-user field demonstration capabilities—our team can effectively put hardware in the hands of operators, tactical teams, and unit commanders in the field. The Fotokite team is seeking an expert who has demonstrated expertise in converting end-user demand into awarded contracts and scalable program line items. You will manage direct reports (including tactical field sales and solutions engineers) and provide the federal contracting expertise, procurement navigation, and C-suite Prime strategy required to win major defense business.

Core Responsibilities

1. Federal Contract Execution & Deal Closing (Player Focus)

• Pipeline to Contract Conversion: Take direct ownership of closing high-value deals across all branches of the US Department of Defense (Army, Air Force, Navy, Marines, USCG, SOCOM, and National Guard).
• Federal Procurement Mastery: Navigate FAR/DFARS regulations, Other Transaction Authorities (OTAs), Small Business Innovation Research (SBIR/STTR) transitions, and multi-year DoD budget cycles (POM).
• Contract Vehicle Optimization: Weaponize pre-existing contract vehicles and prime channels—including DLA Prime Vendors, GSA Schedules, and established Primes' IDIQs—to shorten procurement cycles.

2. Strategic Defense Prime Alliances & Teaming

• Prime Partnering: Architect formal teaming agreements, subcontracting arrangements, and technology integration partnerships with top-tier US Defense Primes.
• Program of Record Integration: Position Fotokite’s tethered ISR technology as a required subsystem/payload inside larger Defense Programs of Record (e.g., base security, vehicle-mounted ISR, tactical MANET relays).

3. Team Leadership & Coaching (Coach Focus)

• Manage & Mentor: Directly manage, mentor, and expand a focused team of Defense Account Executives and Federal Solutions Engineers.
• Bridge Field Demos to Legal Ink: Guide field sales reps who excel at end-user tactical demos, providing them with the structural support, proposal oversight, and contracting strategy needed to turn field enthusiasm into signed Purchase Orders.
• Operational Alignment: Work hand-in-hand with CRO and leadership to align US defense customer requirements with product development and manufacturing schedules.

4. Vertical Ownership & Executive Reporting

• Vertical Strategy: Define and execute the multi-year US Defense GTM roadmap, maintaining full accountability for the vertical’s revenue, bookings, and pipeline velocity.
• Capture Management: Lead high-stakes proposal efforts, RFP/RFI responses, and executive-level briefings for DoD program offices, Defense Innovation Units (DIU), and congressional/government affairs partners.

Candidate Qualifications & Requirements

• 8–12+ Years of Proven US Federal / Defense Sales Experience: Demonstrated track record of personally closing $1M+ defense contracts and growing federal accounts within the US DoD and Intelligence Community.
• Deep Federal Contracting Architecture: Master-level understanding of DoD procurement processes, FAR/DFARS compliance, IDIQs, DLA channels, FFP/CPFF contract types, and Defense budget mechanics.
• Defense Prime Network: Active, established relationships with Business Development, Corporate Strategy, and CTO organizations across major Defense Primes.
• Player-Coach Mindset: Willingness to directly write proposals, negotiate contract terms, and travel to customer sites, while simultaneously coaching and managing direct reports.
• Military Veteran (Highly Preferred): US Military Veteran with operational experience or deep familiarity with tactical unmanned systems/ISR platforms is a major plus.
• Security Clearance: Active US Security Clearance (Secret or Top Secret/SCI) or clearability is strongly preferred.
• Mobility: Willingness to travel 30–40% for key DoD briefings, Prime partner syncs, major defense trade shows (AUSA, SOF Week, Sea Air Space), and corporate syncs.

We require that applicants already have permission to work in the US.  We will not sponsor work-related visas now or in the future. Please include both a resume and cover letter. We are looking forward to hearing from you!

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Fotokite US LLC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, color, sexual orientation and expression, age, marital status, disability, religion, national origin, military service, arrest/conviction record, victims of domestic violence, and genetics.