Job Description: Associate Director of CBP

About goTenna: 

goTenna believes that preparedness leads to better outcomes – a multi-layered service goTenna provides straight out of the box with network setup, training, and execution. We are advancing universal access to connectivity by building the world's most intelligent and scalable mobile mesh networks. goTenna is the world's leading mobile mesh networking company, providing off-grid connectivity solutions for smartphones and other devices, as well as augmenting traditional communications networks. This technology enables mobile, long-range connectivity even without cellular service, Wi-Fi, or satellite connectivity. goTenna's drive to create resilient connectivity began during Hurricane Sandy in 2012, when approximately a third of cell towers and power stations in affected areas failed. goTenna believes that preparedness leads to better outcomes – a multi-layered service goTenna provides straight out of the box with network setup, training, and execution. Based in Brooklyn, New York, goTenna is a proud partner of the United States military, first responders, and law enforcement, among others, and is backed by investors, including Founders Fund, Union Square Ventures, Comcast Ventures, Collaborative Fund, and Bloomberg Beta. 

About the Role: 

The CBP Associate Director will be responsible for developing and executing a business capture strategy that encompasses the Customs and Border Protection (CBP) and its components (with an  emphasis of prioritizing opportunities across the CBP enterprise. 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 organization will over  time include a team of sales managers who will report to you and be responsible for engaging  territories you determine within the CBP market space to include Border Patrol, Air and Marine Operations (AMO) and the Office of Field Operations (OFO). 

This role requires travel — you should expect to be on the road 50% of the time. This role reports to the VP of Strategic Programs and Partnerships. 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 a strategy to identify the most promising CBP markets that will  execute upon the company’s strategic revenue goals to grow the existing contracts 

  • 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 policymakers - 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  operator/field office 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 strategies that pertain to CBP

  • Engage cross-functionally with other goTenna departments to provide feedback on  customer requirements, and 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 into federal law enforcement, CBP, 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.

  • Uniformed, civilian, contractor experience or equivalent working in the federal law  enforcement, state law enforcement, or related 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 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. 

  • 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: 

●        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 



 

This position has been filled.