DoD Head of Sales – Duality Must-Haves (Non-Negotiable) Closed DoD deals Personally closed contracts (SBIR, OTA, IDIQ, or direct awards) Can point to dollar amounts and role in the win Capture ownership Led capture end-to-end, not just supported Experience shaping requirements pre-RFP Active DoD network Program managers, PEOs, contracting officers Not just senior leaders or “strategic relationships” Procurement fluency SBIR/STTR, OTAs, BAAs, IDIQs, FAR/DFARS Knows how deals actually get funded 0→1 build experience Built pipeline in a new or early-stage environment Not just inherited accounts Technical competency Can sell complex tech directly Doesn’t rely on engineers to carry the conversation Execution bias Proven ability to generate pipeline fast and close Track record of hitting or exceeding quota Preferred (Separates Good from Dangerous) Existing wedge into target programs Named programs + current access (not theoretical) Experience selling emerging tech AI, data, cyber, or deep tech into DoD Transition experience SBIR → Phase III / production contracts Partner ecosystem leverage Experience working with primes / integrators to close deals Clearance (active or recent) TS/SCI preferred Team build experience Has hired and scaled BD/sales teams Speed Can produce qualified pipeline within 30–60 days
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Head of DoD Sales role for Duality requiring proven track record of personally closing DoD contracts (SBIR, OTA, IDIQ) with active network of program managers and contracting officers. Must have 0→1 pipeline building experience and technical competency to sell complex tech directly without engineering support.
$200K base appears below market for proven DoD sales executives who typically command $250K-$350K+ base. Strong equity component and accelerators likely needed to compete. Consider performance-based comp structure given execution bias requirement.
Target proven DoD sellers from both traditional defense contractors and emerging tech companies. Focus on individuals with recent contract wins and active networks. Prioritize those with 0→1 experience over account managers from established programs.
Hi [Name], I came across your background in DoD sales and was impressed by your track record with [specific contract/company]. I'm working with Duality on a Head of DoD Sales role where they're looking for someone who has personally closed DoD contracts and can build pipeline from scratch. Given your experience with [specific experience], this could be an interesting opportunity to leverage your network and capture expertise in an emerging tech environment. Would you be open to a brief conversation about the role and company?
Hi [Name], I'm reaching out because of your proven track record in DoD sales, particularly your work on [specific contract/achievement]. Duality is building their DoD sales function and looking for a leader who has personally closed contracts through SBIR, OTA, or IDIQ vehicles. This is a ground-floor opportunity to build something significant in the defense tech space. Your experience with [specific skill/network] would be incredibly valuable. Are you open to learning more about how you could shape their DoD strategy?
Hi [Name], [Mutual connection] suggested I reach out about your DoD sales background. Working with Duality on a Head of DoD Sales role - they need someone who has actually closed DoD contracts and can build pipeline from zero. Your [specific experience] caught my attention. Worth a quick conversation? Let me know if you're interested in hearing more.
DoD sales traditionally skews male and white due to military/contractor pipeline. Actively source from: 1) Women in Defense networks and organizations, 2) Veteran transition programs with focus on underrepresented groups, 3) Diverse professionals in adjacent federal sales roles (civilian agencies, state/local gov), 4) Business development roles at diverse-owned defense contractors and SBIR recipients, 5) Technical sales professionals from diverse backgrounds who can learn DoD procurement. Consider remote-first structure as advantage for accessing diverse talent outside traditional DC/defense corridor.
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Join Duality and apply your DoD expertise where it matters most—building the future of defense technology from the ground up. This isn't about managing existing accounts or following someone else's playbook. It's about leveraging your hard-earned relationships with program managers and contracting officers to drive breakthrough innovation into national security programs. You'll have the technical freedom to sell directly, the strategic authority to shape requirements pre-RFP, and the equity upside that comes with being an early leader at a high-growth company. If you've been waiting for the right opportunity to combine your DoD network, capture expertise, and entrepreneurial drive, this is it.