Job Description: Director / Senior Director for SOCOM and Defense Sales

About goTenna

goTenna is building the world’s most intelligent and scalable mobile mesh networks. Our protocols and devices are designed to enable off-grid connectivity and augment traditional communications networks. goTenna mesh networking turns everything in the world around us into programmable mobile infrastructure to decentralize connectivity and unlock society’s last-mile.

About the role

The Director for SOCOM and Defense Sales will be responsible for developing and executing a sales strategy that encompasses the Department of Defense, with an emphasis on prioritizing opportunities in the Special Operations Community units within the DOD market. You will create demand for goTenna’s products and services through engagement and product awareness of government end users, program offices, and R&D organizations. You will be responsible both for expanding current relationships and developing new organizations. A successful candidate will have a proven record of combining end user and headquarters support to lead to rapid procurement and adoption of goTenna capabilities. This position manages multiple sales representatives and is responsible for optimizing the territories those positions cover. This role requires travel — you should expect to be on the road 50-75% of the time.  This role reports to the Chief Growth Officer. This position may be remote and located in the Washington, DC surrounding area. 

Primary Responsibilities:

    Develop and execute on a strategy to identify the most promising DOD and SOCOM markets that will meet the company’s revenue and strategic goals

    Set and achieve bookings and revenue targets that drive goTenna’s business forward

    Draft white papers and proposals to answer government solicitations

    Identify customer capability gaps and be able to articulate to a variety of audiences - including end user operators, uniformed command staff, civilian program managers, procurement officials, and senior government policy makers, how goTenna products will close capability gaps and make the warfighter safer and more effective

    Manage a team of sales managers and ensure they are working cohesively to meet the company’s goals

    Be familiar with all of goTenna’s current and future product lines and service offerings

    Build and maintain relationships with relevant customer stakeholders, including unit-level, command level, and program office level

    Be trained on goTenna equipment and capable of running demos for customers with little or no assistance

    Contribute to company-level strategic conversations and strategy that pertain to the Department of Defense

    Engage cross-functionally with other goTenna departments to provide feedback on customer requirements, opportunities for improvement, and provide input to improve goTenna’s ability to serve customers

    Be a team player: no task is too small. If paperwork needs to be done, get it done. If a critical customer deployment requires another set of hands, jump in

Required Experience:

    7+ years of relevant experience selling technology to command staff/senior civilian levels within the Department of Defense at the Program of Record level

    3+ years managing a sales, sales operations team, customer delivery team, or equivalent

    Experience Strong familiarity with government procurement methods and procurement vehicles, such as but not limited to DLA, TLS, SBIR, etc.

    Uniformed, civilian, contractor experience or equivalent working in the Defense, National Security, or Intelligence space

    Experience using Salesforce or similar CRM to actively manage a portfolio of many accounts and associated opportunities.

    Strong leadership skills, excellent communication (presentation, written, and verbal), and relationship building skills.

    Bachelor’s degree or equivalent experience in a Business, Engineering, Defense, or related field.

    Must be able to travel internationally

Preferred Experience:

    Demonstrated knowledge of business development processes, pursuit development, proposals and negotiations.

    Past experience establishing a new program of record either from the public or private sector perspective

    Understanding of communications equipment & its competitive landscape.

    Experience using similar or related military communications equipment in the field.

    Practical understanding of use cases, product development, technology transitioning, and system integration into foreign military applications.

    Experience conducting and directing competitive product analysis using market research techniques and a solid technical understanding of service/agency needs and requirements.

    Experience leading and submitting proposals to US government customers.

    Advanced management or executive training or experience.

    An active security clearance or the ability to obtain one

goTenna is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

ITAR: U.S. Citizen or Green Card Required

Placement at the appropriate job level (entry, senior, etc) will be determined by a combination of years of experience, demonstration of proficiency in this field, and other qualifications.


Able to lift 30 Ibs.


goTenna Benefits:

Commission Plan


401(k) plan

Unlimited PTO

Parental Leave with Pay

Holiday pay (including December recess)

Medical, Dental, Vision and life insurance

Pre-tax benefits

Short- and Long-term disability plans

Professional Education Stipend