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 and leading defense primes. Recently recognized by Fast Company as one of the Most Innovative Companies, Doodle Labs delivers high-performance tactical communications solutions across the uncrewed systems, robotics, and C5ISR ecosystem.
Join us as we scale our U.S. defense and Tier-1 integrator business and deepen our role as a key technology partner across air, ground, maritime, and multi-domain unmanned systems programs.
About the JobThis is a high-impact role responsible for owning and expanding Doodle Labs’ largest U.S. defense and Tier-1 prime accounts. You will be the executive-facing lead across priority customer programs—driving growth, shaping new opportunities, and ensuring Doodle Labs is positioned as a strategic partner across platforms, payloads, comms architectures, and autonomy stacks.
As Senior Key Account Manager, you will manage 3–8 strategic accounts, build multi-year expansion plans, deliver technical and executive briefings, lead follow-up quoting activity, and drive pursuit strategies from early shaping through PO. The role requires strong technical fluency, customer leadership, and a land-and-expand mindset.
Reporting into senior U.S. sales leadership, this position sits at the intersection of customer engagement, technical coordination, program execution, and commercial growth.
What You’ll Do1. Own and Grow Strategic Defense Accounts- Serve as the single-threaded owner for 3–8 marquee customers, including U.S. primes, systems integrators, and DoD/IC end-users.
- Lead executive alignment, program cadence, and recurring QBR/EBR cycles.
- Build whitespace maps and multi-site expansion plans across customer portfolios.
- Drive cross-sell and upsell across platforms, payloads, comms modules, software, and integration efforts.
- Identify new programs, programs-of-record, or mission areas where Doodle Labs can expand.
- Translate customer architectures, payload needs, or datalink constraints into actionable internal requirements.
- Generate timely quotes (ROM to firm), lead pricing reviews, and structure CLINs/options as needed.
- Maintain tight control over the inquiry → quote → PO lifecycle.
- Partner with contracts/export to ensure alignment with ITAR/EAR, DFARS, and program compliance needs.
- Develop and deliver follow-up presentations, demos, technical deep dives, and mission-effect briefs tailored to PMs, engineers, operators, and executives.
- Support range events, evaluations, and field demos; manage test cards, action logs, and after-action cycles.
- Maintain CRM discipline, pipeline visibility, and 90-day forecast accuracy.
- Apply MEDDIC/Challenger rigor to deal strategy and opportunity qualification.
- Serve as Voice of Customer to engineering, R&D, product, and marketing teams.
- Clear understanding of customer architectures, program timelines, and expansion paths.
- Consistent follow-up quotes delivered with strong cycle times.
- Early expansions identified across multiple accounts or sites.
- Credible technical presence established with engineering and customer teams.
- Demonstrated multi-program growth within named accounts.
- Strong quote-to-order conversion rates and accurate forecasting.
- Expansion into new programs, vehicles, payloads, or mission sets.
- Recognized by customers as the go-to strategic partner and technical interface.
- 7–12+ years of key account management or enterprise sales in drones/UxS, C5ISR, robotics, or defense.
- Demonstrated ability to quickly achieve technical fluency and lead credible conversations with engineers, PMs, test directors, and operators.
- Track record of driving follow-up quotes → orders and building multi-year expansions.
- Strong presentation, stakeholder mapping, and deal strategy skills (MEDDIC/Challenger experience a plus).
- Working knowledge of ITAR/EAR, FAR/DFARS, OTAs/CSOs, IDIQ vehicles, and defense acquisition paths.
- Bachelor’s degree required; advanced degree or DAU/NCMA credentials a plus.
- Active Secret clearance or ability to obtain/maintain (TS/SCI preferred).
- Proficiency with CRM (HubSpot), Microsoft Suite, and standard proposal tools.
- Location: Los Angeles or U.S. Remote
- Travel: ~25–30%
- Reporting: VP, Global Sales
- Compensation: Competitive base + performance-based incentives tied to account growth, forecast accuracy, and expansion milestones.
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