Position Summary
Lead defense growth, strategic relationships, capture activities, and customer engagement across DoD organizations, software factories, and prime contractors. This is a senior, relationship-driven role for someone who already knows the buyers, the programs, and the acquisition pathways—and can turn those relationships into pipeline and won business for Razor AI.
Key Responsibilities
- Develop and execute the defense growth strategy across DoD, software factories, and prime contractors.
- Build and leverage relationships across DoD organizations and prime contractors to open doors and accelerate pursuits.
- Identify and qualify SBIR, OTA, and direct contract opportunities aligned to Razor AI's capabilities.
- Lead capture activities from opportunity identification through positioning, teaming, and pursuit.
- Conduct executive and technical briefings with government and prime contractor stakeholders.
- Support proposals and pilot programs, partnering with technical and leadership teams.
- Represent KSP Labs and Razor AI at major defense events and conferences.
Required Qualifications
- 10+ years of defense or government technology experience in business development, capture, or program leadership.
- Existing, active relationships across DoD organizations and prime contractors—this matters most for the role.
- Demonstrated experience with capture management, SBIR, and OTA programs.
- Track record of identifying, shaping, and winning government opportunities.
- Strong executive communication and briefing skills.
- Willingness to travel for customer engagements and defense events (20-30%).
NICE TO HAVE
- Familiarity with secure AI, software assurance, or software supply-chain security.
- Experience selling into classified or disconnected/air-gapped environments.
- Active U.S. security clearance or eligibility to obtain one.