Head of Software Sales

Company: Darkhive, Inc.
Location: San Antonio
Posted on: May 4, 2025

Job Description:

About Darkhive, LLCDarkhive is making robotics accessible. Established in 2021, we focus on applying robotics in public safety and defense. Our accessibility approach is based on three pillars: low-cost, ease-of-use, and open interface design.Our autonomy software stack allows military and public safety users to interact intuitively with robotics platforms, helping them understand their environment and make critical decisions. We showcase our capabilities with a palm-sized autonomous drone that integrates our software and hardware solutions.Our team comprises U.S. Special Operations veterans, aerospace engineers, robotics perception experts, DevSecOps, defense technology leaders, and dedicated support staff. We are a mission-first team committed to providing high-quality, affordable tools that keep service members and responders safe.If you are a problem solver seeking a collaborative and innovative environment, consider applying to Darkhive!About the Strategy Team: Darkhive builds autonomous teaming capabilities for defense and public safety, including small UAS and ecosystem software. Our products are designed to be low-cost, easy to use, and open interface, enabling critical decision-making. As a startup, we compete with larger defense primes and aim to deliver compliant, attritable, autonomous solutions. Joining us means working in a challenging environment with high stress and uncertainty, but also shaping the future of autonomy for the US and allies-if that excites you, this role is a great fit.The Head of Software Sales Role:This sales leader will drive software sales and refine go-to-market strategies for autonomous teaming software in defense and public safety sectors.

• Drive Revenue: Identify and pursue opportunities in core markets, leveraging existing relationships and developing new ones to grow sales in 2025 and beyond.
• Refine Revenue Model: Collaborate with leadership to optimize monetization strategies, considering defense procurement preferences and product positioning, validated through customer feedback.
• Build Platform Sales Team: Use initial revenue to build and manage a sales team, defining needs, hiring talent, and scaling to meet demand for modular, open software systems.
• Inform Product Roadmap: Gather end-user feedback to identify pain points and gaps, helping prioritize product features and potentially leading new software development.This position reports to the VP of Defense Strategy and can be on-site in San Antonio, TX, or hybrid with up to 50% travel. Compensation includes salary, equity, and potential commissions, with expected OTE of $145,000-$180,000.Qualifications:

• Passion for serving end users and enabling mission success
• Willingness to iterate, test, and learn in a startup environment
• High-output, low-ego approach to pursuing opportunities
• Ability to develop and execute a comprehensive go-to-market plan
• Excellent communication skills and experience engaging with senior stakeholders
• Ability to work independently in a fast-changing environment
• Experience with DoD software products and understanding of acquisition processes is a plus
• Willingness to travel 25-75%Bonus Qualifications:
  • Proven sales success in relevant markets
  • At least five years selling software to the DoD
  • Military or mission software experience in tactical settings
  • Experience building go-to-market strategies and teams in defense
  • Existing relationships within operational organizations or requirements offices
  • Secret or Top Secret clearance is a plusPhysical and Mental Requirements:
    • Ability to sit/stand for periods, use equipment, and lift up to 15 pounds
    • Strong communication skills and command of English
    • Ability to learn routines and perform essential tasksSelection Process:
      • Application review
      • 30-minute phone screen
      • Product sales pitch
      • Panel interview
      • Final in-person or video interviewBenefits:
        • Medical, dental, and vision insurance (employer paid)
        • 401k with immediate vesting
        • Unlimited vacation, holidays, sick leave
        • Stock options
        • Supportive work environment and work-life balanceDarkhive is an equal opportunity employer, committed to diversity and inclusion.
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Keywords: Darkhive, Inc., Pflugerville , Head of Software Sales, IT / Software / Systems , San Antonio, Texas