Head of Hardware Sales - job 2 of 2

About Darkhive, LLC 

Darkhive is making robotics accessible. Established in 2021, we are focused on the application of robotics in the public safety and defense communities. Our approach in accessibility is built on three pillars: low-cost, ease-of-use, and open interface design.   

With our autonomy software stack, military and public safety users intuitively interact with our robotics platforms which enable them to understand their environment and make decisions when it matters most.  Our palm-sized, autonomous drone demonstrates the capabilities of our integrated software and hardware solutions. 

Darkhive is a growing group of U.S. Special Operations veterans, aerospace engineers, robotics perception experts, DevSecOps, defense technology executives, and superb support staff-above all, we are mission first team.  We believe that the U.S. and our allies around the world deserve high-quality, affordable tools that keep them safe when each second counts.  

If you are a free-thinking problem solver who is looking for a highly collaborative and innovative environment, apply with Darkhive today! 

Head of Hardware Sales Role: 

• Sales leader responsible for driving hardware sales across product lines to meet customer needs in core defense and public safety markets. 

• Drive Revenue Identify, map, and pursue opportunities in core market segments to grow sales volume for Darkhive hardware. Leverage existing customer relationships and develop net new opportunities across verticals to grow pipeline and close deals in 2025 and beyond. 

• Refine GTM Playbook Build on existing go-to-market motion and revenue generation to refine playbook for how Darkhive brings hardware products to market. Have a direct voice in crafting the approach to product positioning, business development, and sales funnel to best enable the organization to meet growth targets. 

• Build Hardware Sales Team Opportunity to build out a hardware sales team, leveraging revenue velocity to inform team composition and hiring sequence. Autonomy to define needs, identify talent, and manage team directly as hardware sales scale to meet the significant demand for compliant, attritable robotics. 

• Build & Manage Channel Partnerships Own the relationship and work with both established partners and new entrants into defense and public safety channels across distributors, resellers, and agents and shape approach to balance direct and partner go to market. Inform economic terms and shape joint go to market with channel partners, as well as supporting channel partner activities across demonstrations, conferences, and other end user & customer engagements. 

• The Head of Hardware Sales is an exempt, non-supervisory position reporting to the VP of Defense Strategy. This position can be on-site in San Antonio, Texas or hybrid with the expectation of up to 75% travel to headquarters, customer sites, and to tactical field and demonstration environments. This position has base salary and equity compensation, plus potential commission and bonus. On Target Earnings (OTE) for this position are expected to be in the $145,000 - $180,000 range. 

Qualifications You Bring: 

• Passion for serving end users & customers to enable them to meet mission and return home safely 

• Willingness to rapidly iterate, test, and learn in a startup environment 

• High-output, low-ego approach to identify, target, and pursue commercial opportunities across existing core customer segments and net new markets 

• Ability to help develop and execute on comprehensive go to market roadmap to drive sales and meet annual quota - both individually and across a team 

Excellent written and verbal communication skills and proven track record in effective communication with senior stakeholders 

• Capable of working in an ambiguous, fast-changing environment with the ability to self-start and drive action & generate momentum 

• Robust understanding of the hardware sales process, including discovery, shaping, negotiation, ancillary product components (i.e. warranties, manuals, etc.), and customer success 

• Willingness to travel 25-75% 

Bonus Qualifications: 

• Demonstrated ability to meet and exceed sales quota in relevant markets 

• At least five years of experience selling hardware systems to US Department of Defense, public safety, and/or international customers either directly or via channel partner 

• Demonstrated understanding of defense acquisition process and/or acquisition processes across various public safety organizations across law enforcement and adjacent markets 

• Direct military experience, public safety experience, and/or experience leveraging UAS in an operational setting are a plus 

• Ideal candidate has experience shaping and executing on a go to market strategy for UAS (drone) hardware sold into defense and/or public safety clients 

• Ideal candidate has existing relationships across the domestic UAS industry, particularly with potential channel partners & stakeholders 

• Existing Secret or Top Secret Clearance a plus 

Physical and/or Mental Requirements 

• Ability to sit and/or stand for periods of time. 

• Ability to use a keyboard, mouse, and other equipment with or without accommodations. 

• Ability to maintain awareness during business hours. 

• Ability to lift up to 15 pounds. 

• Excellent written and verbal communication and good command of the English language. 

• Learns and memorizes routine tasks. 

• Reasonable accommodations will be provided to any person with a disability to be able to perform the essential job functions of this position. 

• Darkhive retains the right to change or assign other duties as required for this position.  

Selection Process: 

• Hiring team reviews applications 

• 30-minute phone screen with the hiring manager 

• Candidate conducts product sales pitch 

• Panel Interview 

• In-person or video Final Interview 

Benefits Darkhive offers: 

• Comprehensive medical plans; 2 plans are 100% employer paid insurance premiums 

• 100% employer paid dental and vision insurance premiums 

• Automatic 401k employer contribution with immediate vesting 

• Unlimited vacation 

• 11 Paid holidays 

• Accrued sick leave 

• Stock options 

• Welcoming and friendly work environment 

• Respect of work-life balance 

Darkhive is an equal-opportunity employer and prohibits discrimination and harassment against any employee or applicant because of race, color, gender (including pregnancy), age, gender identity, creed, religion, national origin, sexual orientation, marital status, genetic information, disability, political affiliation, protected veteran status, or any other status protected by federal, state, or local law.