Sr. Growth Manager, Defense & National Security

Job Description

If youre experienced in closing deals across the defense and national security community and want to directly shape growth in a mission-driven organization wed love to connect!

Who we are:

• FedTech is a group of entrepreneurially minded people on a mission to unlock the benefits of technology.
• We believe in the value of deep tech and its positive impact on the world aspiring to democratize access to it for entrepreneurs and professionals around the world.
• We are venture builders who thrive at the intersection of US entrepreneurship breakthrough technologies and mission-driven organizations.
• Since 2015 we have supported over 1000 companies that have collectively raised more than $5B in funding while also partnering with hundreds of corporate government and university clients.

What youll do:

You will lead business development for FedTechs defense and national security portfolio driving growth across the Department of Defense Intelligence Community and service-level innovation this role you will identify shape and close new business opportunities while owning the full business development lifecyclefrom pipeline generation and opportunity capture to contract award. Youll also collaborate closely with cross-functional teams to develop winning strategies deliver compelling proposals and ensure successful execution throughout the sales process.

Typical functions include:

• Business Development and Sales
  • Manage and grow a portfolio of relationships across the defense and national security ecosystem including key stakeholders within the Department of Defense service branches (Army Navy Air Force Space Force) and innovation-focused organizations such as DIU AFWERX and OSD R&E as well as the broader intelligence community.
  • Identify develop and close new business opportunities with a focus on building long-term customer relationships and generating new revenue streams for FedTech.
  • Expand FedTechs pipeline by leveraging both existing organizational relationships and independently developed connections within the defense and national security community.
  • Meet quarterly revenue and pipeline targets with performance measured against defined business development objectives and key results.
  • Qualify and prioritize opportunities using structured evaluation criteria and maintain accurate up-to-date records in CRM systems.
• Capture and Proposal Strategy
  • Lead capture efforts for federal opportunities including RFPs and BAAs from initial opportunity assessment through proposal submission.
  • Participate in key capture activities such as bid/no-bid decisions teaming strategy proposal development pricing coordination and submission planning in collaboration with internal stakeholders.
  • Build and manage strategic partnerships with prime contractors federal integrators and specialized firms to strengthen competitive positioning on major pursuits.
  • Contribute to the development and refinement of new service offerings within the defense and national security practice.
• Stakeholder and Account Management
  • Develop and maintain strong relationships with government agencies prime contractors venture partners national laboratories and other key organizations within the defense and national security ecosystem.
  • Collaborate closely with internal delivery teams to ensure alignment on account strategy customer engagement and post-award transition.
  • Represent FedTech at industry events conferences and government/defense innovation forums to strengthen visibility and partnerships.
  • Identify and support new growth opportunities that may evolve into recurring programs or long-term partnerships.

Successful candidates will have the following qualifications:

• 8 years of business development capture or growth experience within defense national security or adjacent federal markets.
• Proven track record of winning and closing new business opportunities with the Department of Defense (DoD) Intelligence Community (IC) or related federal organizations.
• Strong understanding of the defense and national security innovation ecosystem including SBIR/STTR OTAs BAAs federal laboratories major contract vehicles and technology transition pathways.
• Experience leading the full business development lifecycle from opportunity identification and capture strategy through proposal development customer engagement and contract award.
• Established relationships within the defense national security or federal innovation community including organizations such as DIU AFWERX service innovation units OSD R&E federal laboratories or IC innovation offices are highly desirable.
• Strong communication presentation and stakeholder management skills with the ability to engage senior government leaders and communicate complex technical business and contracting concepts.
• Ability to operate across multiple functions including business development partnerships capture proposals and customer-facing engagements in a fast-paced environment.
• Experience using CRM collaboration productivity and AI-enabled tools (e.g. HubSpot Google Workspace Slack Unanet Claude and similar platforms) to drive efficiency and business outcomes.
• Active or recent security clearance preferred (Secret minimum; TS/SCI a plus).
• Highly organized adaptable entrepreneurial and results-oriented with a strong sense of ownership and commitment to continuous learning.

Our Values:

• Boldness: We have the fortitude to forge new paths and push beyond our comfort
• Unity: We treat our clients team members and partners as we would like to be treated - we are one united team
• Introspection: We recognize introspection is the necessary ingredient in which self-improvement flourishes
• Leadership: We embrace servant leadership - putting the interests of client team partners and partners first
• Decisiveness: We have a strong bias towards action

Compensation:

• Base salary range: $120-140k
  • The salary range listed for this position is based on market data and internal compensation structure. The final compensation package will be determined based on a variety of factors including but not limited to relevant experience skills and education. This range is not a guarantee of compensation and offers may fall outside this range in exceptional cases.
• In addition to the base salary compensation includes performance-based bonus (OTE) and ability to earn equity
• A competitive benefits package including 401K with employer match health/dental/vision plans through Blue Cross Blue Shield accrued PTO professional development funds employer paid disability insurance parental leave transportation and wellness reimbursements amongst others.

Location: The position will be set up as a hybrid work arrangement in any of the following locations:

• 3 days in person at our headquarters in Arlington VA and 2 days remote
• 2 days in person at our office in Boston MA and 3 days remote
• 2 days in person at our office in Austin TX and 3 days remote

Travel: Up to 20-30% based on business needs