Head of Software Sales

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! 

The Head of Software Sales Role: 

Sales leader responsible for driving software sales and refining software go to market playbook to drive ecosystem software products for autonomous teaming across defense & public safety  

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

• Refine Revenue Model 
  Work with Darkhive leadership to validate and refine how to monetize existing software products, navigating the nuances of defense & public safety procurement preferences and product positioning of software systems. Inform hypotheses with customer feedback and validate with successfully driving revenue through go to market funnel. 

• Build Platform Sales Team 
  Opportunity to build out a software sales team, leveraging initial revenue generation to inform team composition and hiring sequence. Autonomy to define needs, identify talent, and manage team directly as platform sales scales to meet the significant demand for modular, open software systems that solve real end user & customer needs.. 

• Inform Product Suite & Roadmap 
  Identify end user & customer pain points and capability gaps and help Tactical Applications and Product teams validate the ability of current or net new software products to address needs. Coordinate and help execute solicitation of direct end user feedback and provide input to prioritize product feature tradeoff and roadmap discussions. Opportunity to champion and “own” net new software products. 
   

The Head of Software 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 50% 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 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 

• Experience working with, selling, or supporting DoD software products with focus on communications and mission command platforms a plus 

• Understanding of the US DoD software acquisition and accreditation process 

• 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 software to US Department of Defense directly or with partners as a component of an integrated offering 

• Direct military experience or experience leveraging mission software in a tactical setting 

• Ideal candidate has experience building a comprehensive software go to market approach in the defense space and relevant experience in hiring and building out a team 

• Ideal candidate has existing relationships within operational organizations across the joint force that routinely use defense-oriented software products or within organizations & program offices that shape requirements and execute the acquisition of software 

• 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.