Responsibilities
- Identify key mission domains, customer entities, operational units, and acquisition routes where the company can deliver measurable impact
- Create comprehensive account and territory strategies across defense, federal, and commercial markets, including stakeholder mapping, budget analysis, partner dependencies, and adoption barriers
- Transform operational challenges into compelling opportunity narratives that align customer missions with platform capabilities in decision support, planning, logistics, sustainment, and workflow automation
- Monitor emerging requirements, RFPs, SBIR/STTR programs, OTA activity, prototype initiatives, exercises, experiments, and partner-led efforts aligned with growth objectives
- Execute structured customer discovery with operators, planners, logistics personnel, acquisition staff, program managers, and technical stakeholders
- Build and sustain relationships with government users, transition partners, system integrators, prime contractors, advisory networks, and ecosystem participants
- Prepare for and lead customer engagements including briefings, technical discussions, industry events, demonstrations, and follow-up actions
- Document customer feedback, mission needs, workflow gaps, operational constraints, data access assumptions, integration requirements, and procurement dynamics for internal teams
- Evaluate opportunities based on mission relevance, customer urgency, budget alignment, competitive positioning, acquisition feasibility, and transition likelihood
- Develop call plans, account summaries, opportunity briefs, stakeholder maps, competitive analyses, partner strategies, and recommended next steps
- Influence opportunities pre-solicitation by clarifying mission needs, shaping problem statements, identifying evaluation criteria, and aligning solution narratives with customer priorities
- Support proposal development with customer insights, win themes, operational use cases, partner inputs, compliance details, and reviewer coordination in collaboration with capture leads
- Maintain accurate sales pipeline data with realistic stage assessments, probabilities, next actions, risk factors, and forecasting inputs
- Act as a bridge between external mission stakeholders and internal product and engineering teams
- Convert customer insights into clear problem statements, user workflows, use cases, demo specifications, and capability gaps
- Guide demonstration design by defining relevant operational context, user roles, workflows, data assumptions, and decision outcomes
- Ensure external communications are truthful, credible, and reflect actual demonstration, delivery, and validation capabilities
- Identify and cultivate partner relationships that enhance market access, credibility, contract options, technical integrations, or customer reach
- Support teaming discussions with primes, integrators, small businesses, research institutions, and mission partners
- Evaluate partner suitability based on customer access, contract positioning, technical fit, reputation, and conflict potential
- Represent the company in initial customer discussions, conferences, industry days, and partner forums
Benefits
- Competitive pay based on experience
- Significant equity award
- Comprehensive health insurance
- 401k retirement plan
- Unlimited paid time off
- Advantages of working in a high-performance, mission-focused environment
Compensation
Competitive compensation commensurate with experience
Other
- Must be eligible to obtain and maintain a U.S. government security clearance
- U.S. citizenship is required for all roles
- Proof of citizenship must be provided before employment if selected
- Ability to operate in classified environments when needed
