Director – Strategic Growth, Ground Mobility & Defense

This is a fully remote position, open to applicants in Washington.

📋 Description

• As the Director of Strategic Growth - Ground Mobility & Defense, you will be responsible for prospecting and expanding our customer portfolio within the Defense Sector.

• This role will specifically target ground mobility and defense systems within the US Army and Department of War.

• You will collaborate closely with system safety engineers and product managers to consistently deliver the valued products and services.

• The Director of Strategic Growth - Ground Mobility & Defense will also partner with the leadership team to ensure client needs are fulfilled, market trends are acknowledged, and feedback is relayed to Edge Case for the development and refinement of our growth strategies.

• You will prepare and present technical presentations that articulate our products or services to both current and prospective customers.

• Understanding customer needs and working alongside ECR teams to provide customized services will be essential for securing customer projects and subscription business.

• You will serve as a primary client contact during project execution.

• Sales reports will be prepared by gathering, analyzing, and summarizing sales data, including engineering and application trends.

• You will prospect for new potential clients through both existing relationships and by writing proposals for relevant projects.

• Meeting and surpassing sales targets associated with revenue and strategic objectives is a key responsibility.

• You will negotiate mutually advantageous agreements with customers and prospects.

• Building and nurturing strong relationships with key stakeholders on the client side, as well as with other influencers, market participants, and partners, will be crucial to stay informed about customer needs and industry trends.

• You will contribute to software product development by delivering customer feedback and trend analyses to the product development team.

• Enhancing sales effectiveness will involve identifying immediate and long-term issues that require attention, proposing options and actions, and implementing directives.

• You will provide clarity regarding priorities, growth planning, identifying critical expansion opportunities, and formulating actionable short, mid, and long-term plans with measurable milestones.

⛳️ Requirements

• Minimum of 10 years of experience in US DoD Capture and Business Development focused on the sales of engineering services or software products.

• Comprehensive knowledge of the FAR and Federal Government procurement processes.

• Established business connections within the US Army, especially at Aberdeen Proving Ground, Maneuvers Center of Excellence, Picatinny Arsenal, Huntsville, and other significant Army ground mobility locations.

• Experience in the Autonomous Vehicle industry.

• Background in defining product requirements based on customer discovery insights.

• Familiarity with common sales tools for researching opportunities, managing prospective clients, and performing competitive analysis.

• Experience with Export Controlled projects and ITAR regulations.

• Knowledge of safety standards such as UL4600 and MIL-STD-882E.

• A valid security clearance is required.

• Proven experience in personally leading contract closures exceeding $5M in Total Contract Value (TCV).

• Authorization to work in the United States is a prerequisite for employment.

• At least 5 years of experience in US DoD Capture and Business Development within the Army context, focusing on sales of engineering services or software products.

• Strong capability to foster relationships with customers, partners, and stakeholders.

• Excellent presentation skills, both in-person and remotely.

• Ability to convey technical information to non-technical customers effectively.

• Experience in crafting value propositions for emerging technologies.

• A strong sense of empathy for customer challenges and an entrepreneurial mindset to quickly identify and implement innovative solutions to address these challenges.

• A Bachelor’s degree or higher in a technical or business-related field, or equivalent experience.

• Experience in leading and maintaining trust within a rapidly growing startup environment.

• Ability to engage with multiple stakeholders, including product developers, system safety engineers, software developers, marketing, and operations teams.

• A smart, helpful, friendly demeanor with effective communication skills.

• Willingness to travel occasionally to connect with clients, prospects, and attend conferences.

🏝️ Benefits

• Medical

• Dental

• Vision

• Life Insurance

• Short-Term Disability

• Long-Term Disability

• 401(k) match

• Flexible Spending Accounts

• Parental Leave

• Paid time off

• Holidays