Director - Defense Sales and Growth
About Edge Case: At Edge Case, our mission is to enable the safe deployment of frontier technologies and sophisticated systems. We enable our customers to assure the safety of autonomous systems for real world deployment. We are developing products that define and measure the safety of autonomous systems. Our client base spans diverse markets such as automotive, mining, defense, insurance, and aerospace. Edge Case is founded by the recognized world leaders in autonomous system safety and autonomous vehicle safety. Our experts are writing the standards and developing the products that will bring innovation safely into society.
What Youll Do: As Director of FedGov Business Development, you will be directly responsible to prospect and further grow our portfolio of customers in the Defense Sector. This position will work closely with system safety engineers and product managers to consistently deliver the products and services we value. The Director of FedGov Business Development 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. If you have experience in Federal Government contracting, procurement and establishing and growing programs of record for advanced technologies, we want to talk with you.
Key Responsibilities:
Business Development
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.
Strategic development
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.
Preferred Qualifications:
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.
Required Qualifications:
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.
Bachelors 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.
Why Edge Case Research?
Collaborative Culture: Join a dynamic, cross-functional team that values collaboration and innovation.
Competitive Compensation & Benefits: We offer a competitive salary, benefits package, and opportunities for professional growth and development.
Pay Rate:
The annual base salary range for this position is $160,000.00-180,000.00. Please note that the salary information is a general guideline only. Edge Case considers factors such as (but not limited to) scope and responsibilities of the position, candidates work experience, education/ training, key skills as well as market and business considerations when extending an offer.
Benefits offered: Medical, Dental, Vision, Life Insurance, Short-Term Disability, Long-Term Disability, 401(k) match, Flexible Spending Accounts, Parental Leave, Paid time off, and Holidays.
Washington state applicants only: Full-time employees accrue at least 13 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; and receive at least 96 hours for holidays.
Edge Case is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. ECR values all employees talents and supports an environment that is inclusive and respectful.
About the job
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Director - Defense Sales and Growth
About Edge Case: At Edge Case, our mission is to enable the safe deployment of frontier technologies and sophisticated systems. We enable our customers to assure the safety of autonomous systems for real world deployment. We are developing products that define and measure the safety of autonomous systems. Our client base spans diverse markets such as automotive, mining, defense, insurance, and aerospace. Edge Case is founded by the recognized world leaders in autonomous system safety and autonomous vehicle safety. Our experts are writing the standards and developing the products that will bring innovation safely into society.
What Youll Do: As Director of FedGov Business Development, you will be directly responsible to prospect and further grow our portfolio of customers in the Defense Sector. This position will work closely with system safety engineers and product managers to consistently deliver the products and services we value. The Director of FedGov Business Development 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. If you have experience in Federal Government contracting, procurement and establishing and growing programs of record for advanced technologies, we want to talk with you.
Key Responsibilities:
Business Development
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.
Strategic development
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.
Preferred Qualifications:
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.
Required Qualifications:
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.
Bachelors 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.
Why Edge Case Research?
Collaborative Culture: Join a dynamic, cross-functional team that values collaboration and innovation.
Competitive Compensation & Benefits: We offer a competitive salary, benefits package, and opportunities for professional growth and development.
Pay Rate:
The annual base salary range for this position is $160,000.00-180,000.00. Please note that the salary information is a general guideline only. Edge Case considers factors such as (but not limited to) scope and responsibilities of the position, candidates work experience, education/ training, key skills as well as market and business considerations when extending an offer.
Benefits offered: Medical, Dental, Vision, Life Insurance, Short-Term Disability, Long-Term Disability, 401(k) match, Flexible Spending Accounts, Parental Leave, Paid time off, and Holidays.
Washington state applicants only: Full-time employees accrue at least 13 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; and receive at least 96 hours for holidays.
Edge Case is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. ECR values all employees talents and supports an environment that is inclusive and respectful.