Director – Strategic Growth, Ground Mobility & Defense

Job not on LinkedIn

🕒 6 days ago

☕ Washington – Remote

☕ Washington – Remote

💵 $160k - $180k / year

⏰ Full Time

🔴 Lead

📈 Growth Marketing

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Edge Case Research

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2013

🤖 Artificial Intelligence

🚗 Transport

🔒 Cybersecurity

💰 $12M Series A on 2021-09

Artificial Intelligence • Transport • Cybersecurity

Edge Case Research is a trusted risk-management partner for companies developing autonomous vehicles, including self-driving trucks and robotaxis. The company focuses on ensuring the safety of autonomous systems by helping developers measure, manage, and communicate the risks associated with software driving in real-world scenarios. Edge Case provides a software platform called nLoop that facilitates building, monitoring, and managing live safety cases to align teams around safety protocols throughout the development lifecycle.

📋 Description

• As Director Strategic Growth - Ground Mobility & Defense you will be directly responsible to prospect and further grow our portfolio of customers in the Defense Sector. • Specifically you will focus on ground mobility and defense systems in the US Army and DoW. • This position will work closely with system safety engineers and product managers to consistently deliver the products and services we value. • The Director Strategic Growth - Ground Mobility & Defense will also work closely with the leadership team to ensure our clients’ needs are met, market trends are recognized and feedback is provided back to Edge Case to develop and update our growth strategies. • Prepare and deliver technical presentations explaining products or services to existing and prospective customers. • Understand customer requirements and collaborate with ECR teams to offer tailored services to win customer projects and subscription business. • Become a core client contact also during project execution. • Prepare sales reports by collecting, analyzing, and summarizing sales information to include engineering and application trends. • Prospect new potential customers to engage with through existing relationships as well as writing proposals to relevant projects. • Meet and exceed sales targets related to revenue and strategic goals. • Negotiate mutually beneficial agreements with Customers and Prospects. • Build and maintain strong relationships with key stakeholders on client side and to other influencers / market players / Partners, to be on top of customer requirements and industry trends. • Contribute to software product development by providing customer feedback and trends analysis to the product development team. • Contribute to sales effectiveness by identifying short-term and long-range issues that must be addressed, recommending options and courses of action, and implementing directives. • Provide clarity on priorities, planning for growth, identifying critical opportunities for expansion, and developing actionable short mid and long term plans with achievable metric-based milestones.

🎯 Requirements

• 10 years of US DoD Capture and BD experience in sales of engineering services or software products • Deep working knowledge of the FAR and FedGov procurement processes. • Existing business network connections in the US Army at Aberdeen Proving Ground, the Maneuvers Center of Excellence, Picatinny Arsenal, Huntsville and other key Army ground mobility posts. • Autonomous Vehicle industry experience. • Background in forming defined product requirements derived from customer discovery. • Familiarity with common sales tools to research opportunities, manage prospective clients, and conduct competitive analysis. • Experience with Export Controlled projects and ITAR policies. • Familiarity with safety standards such as UL4600, MIL-STD-882E • Current security clearance • Have personally led the close of contracts over $5M in TCV. • Authorization to work in the United States is a precondition of employment. • 5 years of US DoD Capture and BD experience within the Army environment in sales of engineering services or software products • Strong ability to create relationships with Customers, Partners, Stakeholders • Strong in-person and remote presentation skills. • Ability to relay technical information to non-technical customers. • Experience in developing value propositions for emerging technologies. • Empathy for customer pain points and the entrepreneurial mindset to swiftly identify and implement creative solutions to resolve these pain points. • Bachelor’s or higher Degree in a technical or business-related field or equivalent experience. • Experience leading and maintaining trust in a fast-growing startup. • Ability to engage with multiple stakeholders - product developers, system safety engineers, software developers, marketing, and operations groups. • Smart, helpful, friendly, and effective communication style. • Occasional travel to engage with clients, prospects, and to 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