Senior Director, Growth

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

📋 Description

• Lead the Army autonomy and formation integration initiative for Parry Labs' FUSION program.

• Take ownership of the campaign strategy, customer mapping, funding streams, pursuit list, contact strategy, key events calendar, and monthly campaign evaluations with the Chief Revenue Officer (CRO).

• Manage the qualified pipeline and booking objectives for Army autonomy and formation integration.

• Identify, evaluate, and prioritize opportunities across Army autonomy, ground robotics, common control, mission autonomy, and transformation-in-contact organizations.

• Transform experimentation and prototype initiatives with robotic formations into funded programs, prototype extensions, program-of-record positions, and production orders.

• Influence requirements and acquisition pathways prior to their documentation.

• Develop and sustain relationships across Army ground and robotics entities, vehicle prime contractors, autonomy suppliers, divisions, and brigades.

• Oversee capture efforts from qualification through to award, including win strategies, customer engagement plans, partnerships, pricing strategies, and gate reviews.

• Structure and finalize agreements using OTAs, CSOs, SBIR Phase II/III, enterprise and licensing agreements, and prime subcontracts.

• Provide support for crewed ground vehicle initiatives with product leadership and vehicle primes.

• Align customer requirements with FUSION, STRATIA, VIW, and edge computing hardware, generating priced proposals and a customer-aligned roadmap.

• Drive the creation of proposal content, including solution narratives, win themes, differentiators, and customer insights.

• Represent Parry Labs at customer engagements, demonstrations, Army experimentation activities, AUSA, GVSETS, and industry events.

• Maintain an active presence within the Detroit Arsenal ground vehicle and robotics community.

• Uphold CRM standards and furnish the CRO with a monthly forecast of bookings, award schedules, and win probabilities.

• Perform additional tasks as assigned.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• Over 10 years of experience in defense business development, capture management, program management, requirements, or acquisition, specifically focused on Army ground systems, robotics, or autonomy.

• Minimum of 5 years experience managing a bookings target or leading capture efforts.

• Proven experience in leading a multi-year campaign or account strategy across various program offices and units with a cross-functional team.

• A documented history of successfully closed Army contracts.

• Established working relationships within the Army ground and robotics community, including CPE Mission Autonomy, Detroit Arsenal program offices, the Ground Vehicle Systems Center, the Army Applications Laboratory, vehicle primes, and autonomy suppliers.

• Experience in selling, designing, or managing autonomy, robotics, common control, or mission systems integration for the Army.

• Technical knowledge sufficient to articulate an open integration layer to a program manager.

• Practical experience with Army acquisition processes including OTAs, CSOs, SBIR transitions, and rapid prototyping under middle tier authorities.

• Demonstrated ability to shape requirements and transition prototypes into established programs.

• Understanding of how budget allocations and continuing resolutions influence award timelines.

• Strong briefing skills to communicate clearly and concisely with senior Army officials and Parry Labs executives.

• Willingness to travel approximately 50% of the time.

• Active Secret security clearance is required.

• U.S. citizenship is mandatory.

• Preferred: prior military service or civilian experience within the Army's ground vehicle, robotics, or requirements sectors.

• Preferred: experience in a defense technology firm selling commercial autonomy or robotics solutions, or within a vehicle prime's ground systems division.

• Preferred: familiarity with MOSA, the Army’s Robotic and Autonomous Systems Ground Interoperability Profile, and government-owned control interfaces.

• Preferred: established collaborative relationships with vehicle primes, autonomy vendors, and robotics integrators.

• Preferred: experience with Army xTech, SBIR, Project Convergence, or transformation-in-contact initiatives.

• Preferred: active TS/SCI clearance.

🏝️ Benefits

• Flexible workplace arrangements.

• Dedication to the health and wellness of employees and their families.

• Educational assistance.

• Unlimited paid time off.