uforce - Head of Sales, DHS & Federal

Remote - United States2w ago

Remote Director NA Shipping Public Sector VP of Sales Sales Manager Documentation Pricing Strategy Pipeline Management Government Relations Procurement

Requirements

• Demonstrated success winning meaningful revenue from DHS or comparable federal civilian agencies, with the ability to explain your contribution from opportunity shaping through award and adoption. • Strong understanding of federal civilian buying behavior, including how operational needs become funded requirements and how pilots transition into recurring purchases. • Relevant access to federal civilian operators, requirements owners, program offices, and contracting activities—and the ability to establish new relationships independently. • Ability to earn operator trust and translate maritime law enforcement, search and rescue, security, or emergency response needs into credible use cases and demonstration plans. • Applied knowledge of civilian budget cycles, appropriations, agency operating plans, and execution-year funding. • Fluency in federal acquisition strategies, including FAR-based competition, schedules, IDIQs, alternative pathways, and partner channels. • Disciplined capture and proposal leadership, including qualification gates, customer-backed win themes, competitor analysis, pricing strategy, compliance checks, and submission readiness. • Strong pipeline management and evidence-based forecasting skills. • Sound commercial judgment and ethical instincts, including knowing when to decline an opportunity because of funding, compliance, differentiation, or delivery risk. • Ability to work across sales, government relations, contracts, product, and delivery teams while staying accountable for post-award customer outcomes. • Direct sales experience with USCG, CBP / AMO, DHS S&T / SVIP, or FEMA. • Experience selling unmanned maritime systems or related maritime, autonomy, surveillance, or mission technology. • A track record of opening a new agency or mission area where no formal requirement existed. • Experience converting S&T, SVIP, SBIR, OTA, or other pilot funding into recurring operational purchases. • Established relationships with schedule holders, integrators, resellers, or OTA consortia serving federal civilian customers. • Familiarity with Section 889, federal data-handling expectations, Jones Act considerations, and USCG operating and safety requirements. • Experience coordinating civilian and DoD pursuits in overlapping mission areas, or managing adoption metrics, customer references, and CPARS risk. • The nature of combat has changed. • Tomorrow’s battlefield success depends on autonomy, speed, and adaptability. • And UFORCE is ready.

Responsibilities

• Deliver revenue: Identify, shape, and capture $10M+ in DHS and federal civilian revenue within your first 18 months. • Build mission-owner relationships: Establish working access across at least three DHS or federal civilian mission owners, with named sponsors, documented needs, and credible funding paths. • Develop operational use cases: Validate at least three use cases with operational sponsors, clearly defining the mission problem, funding owner, acquisition route, and evidence needed to move forward. • Win initial awards: Secure at least two awards or funded pilots through appropriate civilian acquisition pathways, with a clear plan for follow-on purchases. • Convert pilots into programs: Turn at least one funded pilot into recurring or programmatic funding, building a repeatable transition model. • Create practical routes to contract: Secure or confirm access to relevant schedules, governmentwide vehicles, DHS IDIQs, OTA consortia, and qualified partners or resellers. • Build a disciplined pipeline: Map pursuits to agency budget cycles and execution-year funding, maintain evidence-based capture gates, and forecast within +/- 15%. • Lead competitive capture: Develop win themes, competitor assessments, price-to-win strategies, and executable proposal plans, targeting a 30%+ win rate on competed federal civilian bids. • Keep pursuits compliant: Partner with Contracts and Legal to address registration, procurement, ethics, data-handling, and relevant maritime operating requirements before offers. • Drive adoption and follow-on growth: Coordinate handoffs to Product and Delivery, track operational use and mission outcomes, and resolve risks that could prevent sustained customer adoption.