Director, U.S. Defense Sales

Job description

# **The Company** Sofar is on a mission to connect the world's oceans. We design, build, and deploy the largest privately owned network of marine sensors, combining oceanographic and underwater acoustic sensing to deliver the world's best marine weather forecasts, maritime domain awareness, and mission-critical decision support. Our ocean data helps commercial customers increase maritime route efficiency, while giving government and defense stakeholders the tools to understand and act on extreme weather, ocean conditions, and underwater acoustic activity in remote environments. We live on Planet Ocean, and our goal is to create the ocean intelligence needed to ensure a sustainable and secure future. ## **The Role** As **U.S. Defense Sales Director**, you will lead the cross-cutting activities that help Sofar identify, shape, capture, and win opportunities across the U.S. defense market. This is a player-coach role that includes managing a small existing team while also directly cultivating and executing on new deals. Sofar has established relationships across multiple military branches and defense agencies, and also partners with defense prime contractors to execute on projects relating to decision support, maritime autonomy, route optimization, and other ocean intelligence efforts. Success in this role is twofold: 1. You build and execute on a pipeline of new organizations and use cases, particularly building on recent product developments that provide value to maritime domain awareness and undersea warfare. 2. You coach and support the existing defense sales team in deepening existing relationships at existing accounts and hitting or exceeding their targets. You will own the top-line revenue number for the U.S. Defense business, including hardware, data, and software sales. You’ll collaborate with other teams to ensure that Sofar’s product capabilities, capture management, government affairs strategy, and partnerships support your revenue strategy. You will translate customer demand and company capabilities into an actionable growth plan; develop relationships with program offices, contracting organizations, prime contractors, and technology partners; and create viable pathways from early customer interest to funded federal programs. You are a hunter who can connect mission need, stakeholder support, acquisition strategy, funding, and partners, while also supporting and enabling your team to do the same on their defense deals. This is not a purely strategic or management role - you are expected to directly contribute to building the U.S. defense pipeline, and be able to get your hands dirty on customer engagements, proposals, and closing deals. The role reports to the **Global Head of Government and Defense**. ## **Impact You’ll Own** - **US Defense Revenue:** Your top priority is to own and drive U.S. Defense revenue growth, with accountability for achieving sales targets, building a robust pipeline, closing strategic deals, and enabling/coaching a small team to hit their individual targets. - **Growth Metrics and Strategy:** Provide leadership with concise, decision-ready assessments of pipeline health, capture progress, risks, resource needs, and recommended actions. - **Customer Engagement:** Represent Sofar at customer meetings, industry events, partner discussions, exercises, demonstrations, and other federal-market engagements. - **Strategic Partnerships:** Build and manage relationships and teaming strategies with prime contractors and other partners that expand Sofar’s access, capabilities, and competitiveness. - **Cross-functional Collaboration:** Collaborate across sales, product, engineering, legal, finance, marketing, operations, and leadership to ensure priority pursuits are both compelling to the customer and executable by Sofar. ## **About You** You are a **proven sales leader** who thrives on owning revenue targets, building pipeline in the U.S. Defense market, and closing high-value deals. You specifically have experience in selling **emerging technology** and have demonstrated success selling **hardware-enabled solutions, data-as-a-service offerings, software, and/or integrated technical capabilities.** You can see the entire path from an operational need to a funded and executable contract—and identify what must happen next when that path is incomplete. You also have **experience in coaching a team** to do the same, and are excited about balancing the player/coach role. You have an **established network** across the U.S. Defense, Intelligence, and Security ecosystem, including at multiple service branches, acquisition organizations, program offices, systems integrators/primes, and other key partners across government and industry. You are **strategic in your approach** to complex defense procurements, and understand that federal growth rarely comes from a single activity. Winning requires aligning the user, program office, acquisition community, funding source, policymakers, partners, internal stakeholders, and contracting mechanism. You are skilled at connecting those pieces while maintaining urgency, accountability, and attention to detail. You are **comfortable shifting between strategy and relentless execution**: briefing an executive on pipeline, developing a teaming approach with a prime contractor, reviewing an agency budget, and driving follow-up actions after a customer engagement. You communicate clearly, exercise sound judgment, and consistently close loops. You are also **technically fluent and** **motivated by mission impact**. You are excited about using novel ocean, weather, sensing, and decision-support technologies to improve maritime awareness, operational effectiveness, safety, environmental intelligence, and national security. You can quickly grasp sophisticated hardware, software, and data products and translate their capabilities into compelling value propositions for defense customers. We are seeking **experienced sales leaders** who have spent 10+ years navigating federal/defense acquisition and coaching teams, and who are interested in applying their skillset to help advance an innovative ocean technology company. - 10+ years of experience in U.S. **defense technology** sales, including demonstrated experience advancing and winning complex U.S. federal opportunities involving multiple stakeholders and demonstrated experience leading a sales team. - Ability to connect operational users, program managers, contracting officials, funders, policymakers, and industry partners around a coherent path to award. - Working knowledge of the federal budget, authorization, and appropriations processes and how they relate to managing a sales pipeline. - Excellent written and verbal communication skills, including the ability to turn technical capabilities and customer needs into compelling, audience-appropriate narratives. - Willingness to work directly on partner strategies, presentations, and follow-up actions—not simply advise others. - Willingness to travel up to 25% to meet customers, policymakers, partners, and other stakeholders. - U.S. citizenship and previously or currently have a Secret or higher level U.S. government security clearance. ## **Bonus Points** - Active SECRET or TS/SCI security clearance. - Direct experience supporting maritime, ocean, weather, environmental, autonomy, sensing, data, or decision-support programs, experience working at a fast-paced defense tech company, and/or experience with the U.S. Navy, Air Force, Army, SOCOM, U.S. Intelligence Community, or other U.S. agencies with maritime and/or national-security missions. - Experience selling or preparing proposals for hardware-enabled solutions, data-as-a-service offerings, software, or integrated technical capabilities to the federal government. ### **Our Approach to AI in the Hiring Process:** At Sofar, we use AI tools in our day-to-day work, and we don't expect our hiring process to be any different. Here's how we think about it: **Applying:** Write your own first draft — we want to hear your voice and understand your real experience. AI is fine for refining and polishing, not for generating your story. **Take-home assessments:** Complete these on your own unless we've explicitly said otherwise. We'll always be upfront about it when AI is allowed. **Interview prep:** Go for it. Use AI to research Sofar, practice your responses, and sharpen your thinking before we meet. **During interviews:** This is you. We're a small team and we move fast — live conversations are how we get to know you, and we're genuinely curious how you think in real time. **A note on transparency:** We're a lean People team, and we use AI to help with things like drafting job descriptions, preparing interview questions, and candidate communications. We don't use it to make hiring decisions — those are always ours. The through line: use AI to show more of yourself, not less :) ### **About Working at Sofar:** **Visa sponsorship:** We do sponsor visas and retain an immigration lawyer to support the process. While we can't guarantee sponsorship for every role or situation, if we make you an offer, we'll make every reasonable effort to make it work. **A note on applying:** We mean it when we say we want the strongest people — not the most credentialed ones. If you're excited about this work but don't check every box, please apply anyway. Research consistently shows that underrepresented candidates are more likely to self-select out, and that's a loss for everyone. Sofar operates at the intersection of ocean science, climate, and technology — the problems we're solving are consequential, and the perspectives we bring to them matter. We're actively working to build a team that reflects that.