Director of Discovery – Framing

🕒 September 16

🇺🇸 United States – Remote

💵 $204k - $276k / year

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 15%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Defense Unicorns

WebsiteLinkedInAll Job Openings

51 - 200 employees

💼 Consulting

📦 Logistics

🎖️ Defense

💰 Seed Round on 2022-10

Consulting • Logistics • Defense

Defense Unicorns is a cutting-edge technology company focused on transforming the way the U. S. Department of Defense (DoD) procures and deploys mission-critical software capabilities. Through its Airgap App Store and Unicorn Delivery Service (UDS), Defense Unicorns offers a centralized marketplace of trusted, pre-approved applications designed for rapid, secure, and compliant deployments in the most secure and complex DoD environments. The company emphasizes speed and reliability in software delivery, catering to various missions across domains such as Army, Navy, Air Force, and Space Force. Defense Unicorns meets the unique challenges of DevSecOps for defense systems, ensuring operational adaptability and security in mission-critical software deployments.

📋 Description

• Own, lead, and scale Discovery & Framing at Defense Unicorns • Help customers identify and define mission problems, quantify impact, establish success criteria, and determine the right path forward • Lead high-priority, strategic, complex, or ambiguous customer engagements • Personally facilitate engagements with customer executives, mission leaders, operators, technical stakeholders, acquisition leaders, and other key participants • Establish the Discovery & Framing methodology, engagement model, playbook, question bank, templates, quality standards, and examples of excellence • Determine capacity requirements and build the Discovery & Framing team • Coach and develop Discovery & Framing practitioners • Prepare engagement hypotheses, unknowns, participants, and objectives with account teams • Discover root causes, constraints, workarounds, stakeholders, mission impact, and consequences of inaction • Frame clear, measurable customer-language problem definitions • Quantify impact and establish baselines • Define desired outcomes and success criteria • Map stakeholders, decision systems, buying processes, funding, acquisition, contracting, barriers, and evidence gaps • Produce concise, customer-ready executive readouts with agreed owners, dates, and mutual next steps • Maintain independent judgment about problem significance, fit, opportunity direction, and disqualification • Lead the five-stage engagement process: Prepare, Discover, Frame, Validate, and Mobilize • Own D&F methodology, facilitation, synthesis, outputs, quality standards, team development, and capacity

🎯 Requirements

• 8+ years of experience in strategy consulting, management consulting, customer strategy, value advisory, or another highly structured client-facing problem-solving environment • Meaningful experience at firms such as McKinsey & Company, Bain & Company, Boston Consulting Group, Deloitte, PwC, EY, KPMG, or a comparable strategy or advisory organization is highly valued • Strong record of personally leading executive interviews, workshops, diagnostic engagements, and cross-functional working sessions • Ability to ask difficult questions respectfully, challenge assumptions, manage competing perspectives, and help senior stakeholders arrive at clarity • Exceptional ability in hypothesis-led discovery, issue structuring, root-cause analysis, Five Whys, stakeholder mapping, impact quantification, business and mission analysis, synthesis, and executive communication • Ability to rapidly learn and operate within the customer's mission context • Ability to translate across mission, operational, acquisition, business, and technical perspectives • Outstanding written and verbal communication • Experience building, scaling, or leading a consulting, strategy, advisory, professional services, or customer-facing team • Experience working with complex, mission-driven organizations is especially valuable • Experience operating in regulated or highly secure environments is especially valuable • Acquisition and contracting fluency is especially valuable • Familiarity with enterprise software, DevSecOps, cloud, cybersecurity, platform engineering, software delivery, or mission systems is especially valuable • Experience connecting operational requirements to funding and acquisition is especially valuable • Familiarity with MEDDPICC or another rigorous enterprise qualification methodology is especially valuable

🏖️ Benefits

• Medical/Dental/Vision • Premiums are 100% Company Paid • Health Savings Account • Life Insurance • Disability Insurance • 401k Retirement Plan • Company Stock Options • Home Office Budget • Flexible Time Off (FTO) • Federal Holidays • One week for Thanksgiving • Two weeks for Christmas and New Year’s • Paid Parental Leave • Reimbursement for approved trainings/subscriptions • Conferences (travel, lodging, and fees)