Head of Sales, DHS & Federal

UForce; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Job summary

UFORCE, headquartered in London, seeks a Head of Sales, DHS & Federal to build a funded customer base for unmanned maritime systems across DHS and federal civilian programs.

You will own the federal civilian sales motion—from identifying mission problems to securing funding, winning contracts, and driving sustained adoption with agencies like USCG, CBP, DHS S&T, and FEMA. This role emphasizes demand creation, development of use cases, and turning pilots into recurring programs.

Qualifications

• Proven track record winning revenue from DHS or similar federal civilian agencies.
• Understanding of how operational needs become funded requirements.
• Ability to identify customer needs and turn pilots into recurring purchases.
• Experience building relationships with mission owners and funding paths.
• Knowledge of federal budgeting, schedules, and contracting processes.

Responsibilities

• Deliver revenue: identify, shape, and capture $10M+ in DHS/federal civilian revenue within 18 months.
• Build mission-owner relationships across DHS/federal civilian mission owners with sponsors and funding paths.
• Develop operational use cases with sponsors, defining mission problems, funding, routes, and evidence.
• Win initial awards: secure at least two awards or funded pilots with follow-on plans.
• Convert pilots into programs by turning funded pilots into recurring funding models.
• Create practical routes to contract: access schedules, IDIQs, OTA consortia, and resellers.
• Build a disciplined pipeline: align pursuits with agency budgets and forecast within ±15%.
• Lead competitive capture: craft win themes, pricing strategies, and execution plans for a ≥30% win rate.
• Keep pursuits compliant with contracts, ethics, data handling, and maritime requirements.
• Drive adoption and follow-on growth: handoffs to Product/Delivery and monitor outcomes.

Skills

DHS revenue

Federal civilian buyers

Budget cycles

Capture & proposals

Forecasting

Acquisition strategies

Cross-functional collaboration

Channel partnerships

Job description

UFORCE exists to make aggression unaffordable.
Founded in Ukraine and headquartered in London, UFORCE is a defence-technology company with operations across Europe, the United States and Asia.
UFORCE builds uncrewed vessels, ground robotics and aircraft, autonomy software, and the command-and-control layer that operates them together. Each platform is deployable on its own, and stronger as part of the system. Its product lines include the MAGURA family of uncrewed surface vessels, the NEMESIS family of strike platforms, the LIUT family of ground robotic platforms, and counter-UAS systems.

About the role

UFORCE is hiring a Head of Sales, DHS & Federal to build a funded, repeatable customer base for our unmanned maritime systems across DHS and the broader federal civilian community.

You'll own a distinct federal civilian sales motion—from identifying mission problems and building customer relationships to securing funding, winning contracts, and driving sustained operational adoption. Your customers will include USCG, CBP / Air and Marine Operations, DHS Science and Technology, and FEMA, alongside adjacent agencies such as NOAA, USACE, DOJ / DEA, and State / INL.

This role is about creating demand, not simply responding to RFPs. You'll work with operators, program offices, funding owners, and contracting teams to develop use cases in port and coastal security, maritime interdiction, border surveillance, search and rescue support, counter-narcotics, maritime domain awareness, and disaster response—and turn successful pilots into recurring programs.

What you'll do

• Deliver revenue: Identify, shape, and capture $10M+ in DHS and federal civilian revenue within your first 18 months.

• Build mission-owner relationships: Establish working access across at least three DHS or federal civilian mission owners, with named sponsors, documented needs, and credible funding paths.

• Develop operational use cases: Validate at least three use cases with operational sponsors, clearly defining the mission problem, funding owner, acquisition route, and evidence needed to move forward.

• Win initial awards: Secure at least two awards or funded pilots through appropriate civilian acquisition pathways, with a clear plan for follow-on purchases.

• Convert pilots into programs: Turn at least one funded pilot into recurring or programmatic funding, building a repeatable transition model.

• Create practical routes to contract: Secure or confirm access to relevant schedules, governmentwide vehicles, DHS IDIQs, OTA consortia, and qualified partners or resellers.

• Build a disciplined pipeline: Map pursuits to agency budget cycles and execution-year funding, maintain evidence-based capture gates, and forecast within +/- 15%.

• Lead competitive capture: Develop win themes, competitor assessments, price-to-win strategies, and executable proposal plans, targeting a 30%+ win rate on competed federal civilian bids.

• Keep pursuits compliant: Partner with Contracts and Legal to address registration, procurement, ethics, data-handling, and relevant maritime operating requirements before offers.

• Drive adoption and follow-on growth: Coordinate handoffs to Product and Delivery, track operational use and mission outcomes, and resolve risks that could prevent sustained customer adoption.

Required Skills

• Demonstrated success winning meaningful revenue from DHS or comparable federal civilian agencies, with the ability to explain your contribution from opportunity shaping through award and adoption.

• Strong understanding of federal civilian buying behavior, including how operational needs become funded requirements and how pilots transition into recurring purchases.

• Relevant access to federal civilian operators, requirements owners, program offices, and contracting activities—and the ability to establish new relationships independently.

• Ability to earn operator trust and translate maritime law enforcement, search and rescue, security, or emergency response needs into credible use cases and demonstration plans.

• Applied knowledge of civilian budget cycles, appropriations, agency operating plans, and execution-year funding.

• Fluency in federal acquisition strategies, including FAR-based competition, schedules, IDIQs, alternative pathways, and partner channels.

• Disciplined capture and proposal leadership, including qualification gates, customer-backed win themes, competitor analysis, pricing strategy, compliance checks, and submission readiness.

• Strong pipeline management and evidence-based forecasting skills.

• Sound commercial judgment and ethical instincts, including knowing when to decline an opportunity because of funding, compliance, differentiation, or delivery risk.

• Ability to work across sales, government relations, contracts, product, and delivery teams while staying accountable for post-award customer outcomes.

Nice to have

• Direct sales experience with USCG, CBP / AMO, DHS S&T / SVIP, or FEMA.

• Experience selling unmanned maritime systems or related maritime, autonomy, surveillance, or mission technology.

• A track record of opening a new agency or mission area where no formal requirement existed.

• Experience converting S&T, SVIP, SBIR, OTA, or other pilot funding into recurring operational purchases.

• Established relationships with schedule holders, integrators, resellers, or OTA consortia serving federal civilian customers.

• Familiarity with Section 889, federal data-handling expectations, Jones Act considerations, and USCG operating and safety requirements.

• Experience coordinating civilian and DoD pursuits in overlapping mission areas, or managing adoption metrics, customer references, and CPARS risk.

The nature of combat has changed.

Tomorrow’s battlefield success depends on autonomy, speed, and adaptability.

And UFORCE is ready.

Are You?