Job Description: Vice President of Department of Defense (DoD)  

About goTenna 

goTenna is 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 without cell, wifi, 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's products are currently used by over 300 law enforcement, military, and public safety agencies worldwide. goTenna is backed by investors, including Union Square Ventures, Founders Fund, Lockheed Martin Ventures, Comcast Ventures, MentorTech Ventures, Walden Venture Capital, and ONE9.


About the role 

The Vice President of DoD  is responsible for leading and managing goTenna’s go to market strategy and execution for the US Department of Defense business line. This position leads a sales organization focused on delivering value and growing revenue throughout both operational and R&D elements of the Department of Defense.   You will create demand for goTenna’s products and services with key decision makers through engagement and product awareness of government end users, program offices, leadership elements, and R&D organizations. Your understanding of the existing and prospective customer base, the current or planned programmatic acquisition cycles, and where goTenna’s solutions can provide the most mission value will ensure success in this role. You will be responsible for shaping and leading goTenna’s Defense Team to expand current relationships and develop new organizations in order to drive sales and shape strategic opportunities. A successful candidate will have a proven record of leading and scaling DOD business lines, growing and supporting a top notch sales team, and consistently delivering on customer mission needs.  

This position manages multiple sales representatives and is responsible for optimizing the territories those positions cover. You will ensure that the team is meeting and exceeding pipeline goals and building robust and enduring customer relationships and creating value for the mission.  You will serve as a leader for driving forward the company’s sales strategy and opportunities.  You should be naturally committed to exceeding customer expectations, have strong organizational skills, deep contacts in target markets, and experience developing and building sustainable pipelines.  

This role reports to the Chief Growth Officer and requires travel — you should expect to be on the road up to  50% of the time.  This position is located in the Washington, DC metropolitan area. Being located outside of DC may result in increased travel expectations.

Primary Responsibilities:

  • Manage, develop and execute on a strategy to identify the most promising DoD markets and help your team engage in opportunities to achieve goTenna’s strategic revenue goals

  • Provide guidance, advice, and support to the leadership team regarding customer needs and priorities

  • Develop and maintain close, trusted partner relationships with senior DoD officials, both military and civilian customers, as well as industry partners. 

  • Understand the customer’s technology priorities and gaps and provide solutions that can assist in meeting those requirements

  • Develop and maintain effective working relationships with customers to identify new business opportunities, proactively communicate and resolve program issues, and provide strategic direction to your team

  • Lead initiatives that move the organization forward, contributing to goTenna’s business and financial goals 

  • Work cross functionally across goTenna’s product and engineering teams to articulate and identify customer requirements to future product roadmap efforts 

  • Actively create, manage, and grow customers and opportunities. Establish new business capture strategies and plans through all phases of the sales cycle to achieve short and long-term growth 

  • Understand all of goTenna’s current and future product lines and service offerings and be able to address their value to the customer. Be trained on goTenna equipment and capable of running demos for customers with little or no assistance.

  • 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 on how goTenna products will close those gaps and make the warfighter safer and more effective 

  • 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 deliver solutions for customers 

  • Develop and execute on an organizational structure for the U.S. DOD team that simultaneously meets customer mission needs and goTenna business objectives 

  • Coach, mentor, counsel, and develop team members by providing regular feedback and holding individuals accountable.

  • 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. 

  • Exemplify and demonstrate goTenna’s values 

Required Experience:

  • 10+ years of relevant experience selling into the Department of Defense with a proven track record of hitting and exceeding sales goals.

  • 5+ years of experience managing a sales or sales operations team

  • Experience with government and DoD  acquisition methods and procurement vehicles

  • 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 with experience presenting to senior executives and customers 

  • Experience with hardware and software sales at a government focused company is preferred 

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

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 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

  • Experience growing and scaling a sales team in a startup or new business line environment 

  • An active security clearance or the ability to obtain one

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 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.


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 Development Stipend

This position has been filled.