Director, U.S. Government Sales & Business Development
About Doodle Labs
Doodle Labs is a fast-growing defense-tech innovator building next-generation wireless communications and unmanned-systems technologies for the U.S. Department of Defense. Recently recognized by Fast Company as one of the Most Innovative Companies, Doodle Labs is accelerating its dedicated DoD strategy to align with rapid changes in portfolio-level acquisition, COTS-first procurement, and the DoD’s shift toward commercial-first technology.
Join us as we expand our U.S. Government presence and bring cutting-edge tactical communications solutions to the missions that matter most.
About the Job
This is an extraordinary opportunity to shape Doodle Labs’ government business during a period of major DoD transformation. The consolidation of 12 PEOs into 6 Portfolio Acquisition Executives (PAEs) has centralized authority and shortened acquisition cycles—favoring commercial, rapidly deployable technologies.
As the Director of Government Business Development, you will lead Doodle Labs’ strategic engagement across DoD portfolios, develop deep relationships with program offices, influence emerging requirements, and run high-priority captures. You will coordinate demos, manage shaping activities, and ensure that Doodle Labs’ products and innovations are aligned with evolving portfolio needs.
Reporting into senior U.S. leadership, this role sits at the intersection of strategy, technical coordination, capture leadership, and mission execution.
What You’ll Do
1. Build and Expand Strategic DoD Portfolio Relationships
Establish a strong presence across PAE-aligned portfolios (Fires, C2/Counter-C2, Maneuver Ground, Maneuver Air, Agile Sustainment, Layered Protection).
- Identify and engage 10+ high-impact relationships across PM offices, DIU, evaluators, and portfolio staff in the first year.
- Map Doodle Labs’ capabilities to portfolio goals and influence early-stage requirements.
- Secure warm-network access to program officers and maintain recurring engagements with technical and acquisition stakeholders.
2. Lead Capture Activities for High-Value DoD Opportunities
Own the shaping → proposal → negotiation lifecycle for priority solicitations and rapid acquisition pathways.
- Maintain a capture pipeline aligned with COTS-first, buy-test-iterate procurement cycles.
- Lead DIU, OTA, CSO, R&D, and program-of-record captures with a commercial-first orientation.
- Target at least one new program, pilot, or major prototype per quarter/year.
3. Drive Demo Coordination and Field Execution
Serve as the operational lead for demonstrations, customer pilots, and technical evaluations.
- Coordinate with Solutions Engineering, Product, and R&D to ensure demo readiness and alignment.
- Manage logistics, customer interactions, and feedback loops.
- Convert successful demos into funded pilots and long-term opportunities.
4. Develop a Comprehensive DoD Engagement Strategy
Build a structured, portfolio-aligned plan that drives growth and visibility.
- Produce a cross-functional DoD strategy by end of Q1 outlining revenue targets, capture priorities, and portfolio opportunities.
- Deliver quarterly strategy updates with refined analyses, competitive insights, and recommended pivots.
5. Expand Doodle Labs’ Brand Within the DoD
Increase visibility across portfolio events and acquisition communities.
- Represent Doodle Labs at conferences, range events, industry engagements, and program briefings.
- Secure speaking opportunities and OEM or integrator partnerships.
- Publish capability briefs, demos, and portfolio-aligned content.
What Success Looks Like
In the First 6 Months
- Clear mapping of portfolio decision-makers and priority programs.
- Early shaping conversations underway across at least three portfolios.
- Multiple demos completed with actionable feedback loops established.
- A functioning capture pipeline aligned with commercial-first timelines.
Within 12 Months
- Consistent wins across DIU, OTA, prototype, or program-of-record pathways.
- A maturing DoD pipeline aligned to portfolio authority rather than legacy pathways.
- Demonstrated velocity in converting demos → pilots → production.
- Strong internal alignment across solutions, R&D, and product teams.
Who You Are
- Experienced DoD BD Leader: 10+ years in DoD business development, capture, program engagement, or tactical communications—preferably with experience in unmanned systems, C5ISR, EW, or tactical networking.
- Strong Network Access: Demonstrated relationships with program managers, technical evaluators, PEO/PAE staff, and acquisition leads.
- Capture & Proposal Expertise: Proven track record leading captures through OTAs, CSOs, DIU, and FAR-based pathways.
- Technically Fluent: Working understanding of tactical communications, mesh networking, waveforms, unmanned systems, or mission networking.
- Cross-Functional Leader: Comfortable coordinating with engineering, product, marketing, and executives in fast-moving environments.
- Mission-Driven Communicator: Excellent communication and briefing skills across military and civilian audiences.
- U.S. Citizen: Required for government contract eligibility.
- Security Clearance: SECRET eligible; active clearance preferred.
Additional Details
- Location: U.S.-based; remote with regular travel to customers, DoD sites, and industry events.
- Travel: ~30–50% depending on demo cadence, program office engagement, and event schedules.
- Compensation: Competitive base salary + performance-based bonus tied to capture wins, pilot success, and strategic milestones.
- Reporting: Co-CEO.
- Team Collaboration: Close coordination with Solutions Engineering, Product, R&D (including Singapore core-tech teams), and Marketing.
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