FREE ACCESS
5,000–10,000 jobs/day
See all jobs on Scoutfield
Search thousands of fresh jobs every day.
Discover
- Fresh listings
- Fast filters
- No subscription required
Create a free account and start exploring right away.
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive expertise in US Federal and Defense sales, with a strong focus on navigating procurement processes, managing high-value contracts, and building strategic alliances within the Defense sector. Proven ability to lead teams, mentor professionals, and drive revenue growth through effective go-to-market strategies.
Highest-signal resume keywords
US Federal Defense Sales ExperienceDoD Procurement ProcessesFAR/DFARS ComplianceActive US Security ClearanceTeam Management and Mentorship
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Closing $1M+ Defense ContractsNavigating IDIQsUnderstanding FFP/CPFF Contract TypesProposal WritingContract Negotiation
Soft Skills
LeadershipCoachingStrategic ThinkingCollaboration
Tools & Technologies
DLA ChannelsGSA SchedulesISR Technology Integration
Industry Keywords
DoDDefense PrimesFederal ProcurementSBIR/STTRMulti-Year Budget Cycles
About the role
Key responsibilities & impact- Own and scale Fotokite’s US Defense vertical
- Take 100% ownership of the Defense go-to-market engine
- Lead direct engagements with DoD contracting officers
- Build strategic alliances with major Defense Primes
- Navigate federal procurement pathways including IDIQs, OTAs, DLA, and Programs of Record
- Close high-value deals across all branches of the US Department of Defense
- Navigate FAR/DFARS regulations, OTAs, SBIR/STTR transitions, and multi-year DoD budget cycles
- Optimize contract vehicles and prime channels including DLA Prime Vendors, GSA Schedules, and established Primes’ IDIQs
- Architect formal teaming agreements, subcontracting arrangements, and technology integration partnerships with top-tier US Defense Primes
- Integrate Fotokite’s tethered ISR technology into larger Defense Programs of Record
- Manage, mentor, and expand Defense Account Executives and Federal Solutions Engineers
- Guide field sales representatives with proposal oversight and contracting strategy
- Align customer requirements with product development and manufacturing schedules
- Define and execute the multi-year US Defense GTM roadmap
- Maintain accountability for revenue, bookings, and pipeline velocity
- Lead proposal efforts, RFP/RFI responses, and executive-level briefings for DoD program offices, DIU, and congressional/government affairs partners
- Collaborate with the CRO and company leadership
Requirements
What you’ll need- 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
- Master-level understanding of DoD procurement processes, FAR/DFARS compliance, IDIQs, DLA channels, FFP/CPFF contract types, and Defense budget mechanics
- Active, established relationships with Business Development, Corporate Strategy, and CTO organizations across major Defense Primes
- Willingness to directly write proposals, negotiate contract terms, and travel to customer sites while coaching and managing direct reports
- US Military Veteran with operational experience or deep familiarity with tactical unmanned systems/ISR platforms highly preferred
- Active US Security Clearance (Secret or Top Secret/SCI) or clearability strongly preferred
- Willingness to travel 30–40%
- Permission to work in the US required
- Applicants must provide a resume and cover letter
- Ability to manage, mentor, and expand a team of Defense Account Executives and Federal Solutions Engineers
Benefits
Comp & perks- Equal Opportunity Employer
- Travel opportunities to major defense trade shows, DoD briefings, Prime partner syncs, and corporate syncs