Sales Director - Defense

DEFENSE SALES DIRECTOR Location: Washington DC (or Remote with Travel) ABOUT US Point One Navigation is building the future of precise location. Our mission is to deliver a unified location platform that enables autonomy, safety, and operational superiority across industries — and increasingly, across mission-critical defense environments. Our technology powers autonomous systems and physical AI with highly reliable Positioning, Navigation, and Timing (PNT) in environments where traditional GPS alone is insufficient. We are a high-performance, high-collaboration team that thrives on solving complex problems, moving fast, and delivering measurable impact. ROLE OUTCOME We are hiring a Defense Sales Director to build and scale our military and federal go-to-market motion. The ideal candidate has a proven track record of winning Department of Defense (DoD), Department of Homeland Security (DHS) or federal contracts, navigating complex procurement pathways, and building trusted relationships across program offices, primes, and integrators. Success in this role means: - Building a qualified defense/federal pipeline from zero to scale - Converting strategic opportunities into contract awards - Establishing Point One as a credible and differentiated partner across the defense ecosystem. You will work across service branches, defense labs, potentially other federal agencies, and prime contractors to ensure our resilient navigation capabilities translate directly into mission outcomes across land, air, maritime, and autonomous systems. You will collaborate cross-functionally with Technical, Product, GTM, and Executive Leadership to shape strategy, and unlock durable revenue growth in the federal vertical. IMMEDIATE AREAS OF FOCUS - Strong focus on disciplined capture and execution with speed and efficiency: - Drive pipeline generation across priority DoD, DHS and/or Federal accounts Develop and execute structured capture plans across a range of federal procurement pathways and contract vehicles - Conduct discovery with program managers and technical stakeholders to align capabilities with mission needs - Shape early-stage requirements where possible - Build deep product knowledge across our GNSS, PNT, and resilient navigation stack - Partner with primes and integrators to embed Point One into larger defense programs - Navigate complex negotiations aligned with defense and federal procurement environments - Collaborate closely with internal technical teams, revenue operations, and executive leadership to accelerate deal velocity QUALIFICATIONS - 10+ years of defense or federal government sales experience - Proven track record of winning and capturing military contracts - Deep familiarity with defense procurement mechanisms - Existing network across DoD program offices and/or Tier 1 primes - Experience selling complex, technical solutions into mission-driven environments - Strong executive presence and consultative selling skills - Ability to travel regularly for customer engagement Preferred - Experience selling GNSS, GPS, INS, sensor fusion, or resilient navigation systems - Experience supporting autonomous systems, aerospace, robotics, or defense OEMs - Active security clearance or ability to obtain one OUR CULTURAL FOUNDATION At Point One, our cultural and operating design is built around one guiding principle: we must move with extreme speed and efficiency of effort to stay in a leadership position. This environment gives people high autonomy and the ability to create real impact. It also challenges every team member to grow — professionally and personally. Because we prioritize promoting from within, the opportunities for advancement are tremendous for those who deliver. Growth comes from execution. What matters most is the job to be done today, not the title you want tomorrow. When we focus on outcomes with excellence, increased responsibility follows. HOW WE SHOW UP EVERY DAY Trust / Assume Best Intent. Trust allows us to move fas