Director, Defense Sales and Growth

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September 19

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Edge Case Research

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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.

51 - 200 employees

Founded 2013

🤖 Artificial Intelligence

🚗 Transport

🔒 Cybersecurity

💰 $12M Series A on 2021-09

📋 Description

• As Director of FedGov Business Development, responsible to prospect and further grow portfolio of customers in the Defense Sector. • Work closely with system safety engineers and product managers to consistently deliver the products and services. • Work closely with the leadership team to ensure clients’ needs are met, market trends are recognized and feedback is provided back to Edge Case to develop and update 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 network(s) in the Military or IC. • AV Industry and / or aviation, missile, or maritime system developers or acquirers. • 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. • ECR will not consider candidates who require sponsorship for a work-authorized visa. • Experience working in the AV Industry • 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, and Holidays.