Director of Strategic Growth (Defense & IC)
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Job Location:
Chantilly, VA - USA
Monthly Salary:
Not Disclosed
Posted on:
2 days ago
Vacancies:
1 Vacancy
Job Summary
Description
This role drives revenue growth and market penetration for federal digital forensics and intelligence platforms within high-value government sectors. The candidate will own end-to-end product strategy sales execution and customer acquisition for $50M annual budgets across military intelligence and defense communities.
Key Responsibilities
Market Strategy & Positioning
- Develop comprehensive GTM strategy identifying primary customer segments (USSOCOM IC agencies DoW combatant commands law enforcement) their budget cycles and procurement pathways
- Conduct competitive analysis and feature benchmarking against existing solutions; translate competitive intelligence into product prioritization feedback
- Identify capability gaps pricing misalignment or product pivots required to win key customer segments or improve deal velocity
- Identify market sizing opportunities across counterterrorism counterproliferation cyber intelligence digital forensics and allied partner markets
- Work closely with product and engineering to validate that core platform capabilities address genuine customer pain points and procurement drivers
Customer Development & Sales Strategy
- Identify and qualify priority accounts with $50M annual digital forensics budgets
- Build strategic relationships with key decision-makers in USSOCOM IC FBI DHS and military intelligence communities
- Lead customer discovery to understand pain points in current workflows timelines and budget allocation drivers
- Define sales process deal structures and negotiation frameworks for federal contracts
- Identify and cultivate relationships with systems integrators prime contractors and defense consultants who interface with target customers
Revenue Ownership & Sales Execution
- Own all aspects of revenue generation; accountable for companys growth from $0 to first $5M milestone over 18-24 months
- Develop and execute sales plan with quarterly revenue targets pipeline goals customer acquisition metrics and gross margin expectations; present monthly metrics and quarterly board updates on sales health
- Define pricing strategy deal structures and commercial terms aligned with federal procurement mechanisms (FY budget cycles IDIQ contracts GSA schedules task orders modifications)
- Own sales pipeline management; establish leading indicators (discovery meetings RFP responses technical evaluations proposal submissions) to project quarterly revenue achievement; escalate pipeline risks and opportunities to executive team and board
- Execute customer acquisition campaigns through pilot programs and proof-of-concept engagements; establish POC success metrics measure conversion rates to full contracts and continuously optimize sales process based on win/loss analysis
- Lead or participate directly in proposal writing technical evaluation responses and government procurement processes
What You Bring
- 7 years of experience with active TS/SCI clearance
- Demonstrated experience within DoW C5ISR hardware and tactical product market
- Military intelligence/analytics background with technical product management expertise
- Deep knowledge of government contracting and acquisition processes including innovation pathways
- Proven ability to drive sales and partnerships within defense and federal agencies
Additional Experience
- Track record in tactical systems development and deployment
- Product management experience for field-deployable technology
Benefits
- Hybrid remote with monthly meetings at HQ
- Health vision dental
- HRA
- 401k
- Lifestyle spending account
- Continued education account
- Life insurance
- Short-term and long-term disability
- Paid time off
Required Experience:
Director
Key Skills
- Crisis Management
- Marketing
- Public Relations
- Fundraising
- Media Relations
- Constant Contact
- Strategic Planning
- Social Media Management
- Team Management
- Public Speaking
- Wordpress
- Writing Skills
About Company
Blue Ridge Dynamics aims to empower government and businesses with modern, powerful and human-centered applications. Through UI/UX design, we enhance user experiences for applications related to media exploitation and cyber security for government defense.
