Job Description: Associate Director / Director Airforce 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 of Airforce Business Development will be responsible for developing and executing a comprehensive sales and marketing strategy to drive revenue growth and expand the customer base within the Airforce industry. The ideal candidate will have a deep understanding of the Airforce and a proven track record of developing and executing successful sales and marketing strategies.

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. 

This role requires travel — you should expect to be on the road 30-50% of the time. This position may be remote or located in Washington, DC. Being located outside of DC may result in increased travel.

Primary Responsibilities:

  • Develop and execute on a strategy to identify the most promising Airforce markets that will execute upon the company’s strategic revenue 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, program managers, procurement officials, and senior government policy makers - how goTenna products will close capability gaps and make individuals safer and more effective 

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

  • Build and maintain relationships with relevant customer stakeholders, including operator / field office level, executive level, and program office level 

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

  • 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 

  • Serve as a subject matter expert on Airforce industry trends, market dynamics, and customer needs


  • Conduct market research and competitive analysis to inform sales and marketing strategies

  • 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:

  • 5+ years of relevant experience selling into Airforce or related segments with a proven track record of hitting and exceeding sales goals.

  • Familiarity with government procurement methods and procurement vehicles, such as but not limited to First Source II, GSA, SBIR, etc.

  • Deep understanding of Airforce industry trends, market dynamics, and customer needs


  • 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, Homeland Security or related field. 

Preferred Experience:

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

  • Understanding of communications equipment & its competitive landscape.

  • Experience using similar or related tactical communications equipment in the field.

  • 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.


ITAR: U.S. Citizen or Green Card Required

Able to lift 30 Ibs.

goTenna Benefits:

  • Equity

  • 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

    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.