- Salary
- $225k – $275k
- Location
- Washington, DC · McLean, Virginia, United States
- Department
- Defcon - Client Growth
- Seniority
- VP
- Experience
- 15+ years
- Clearance
- Required
- Source
- Greenhouse
Description
ABOUT DEFCON AI
RESILIENCE IN THE FACE OF DISRUPTION. DEFCON AI is an insights company that leverages artificial intelligence, mathematical optimization, data analytics, and software engineering for resilient optimization of complex systems.
In today’s dynamically changing world, DEFCON AI’s technology aligns outcomes with operational goals, better decision making, and empowers customers to anticipate assess, and mitigate the impacts of disruptions.
About this Role
We are seeking a senior leader to build and lead our defense growth organization. Unlike a traditional business development role focused on selling established products, our VP of Defense Solutions & Growth is centered on identifying mission challenges, working directly with government stakeholders to define solutions, and leading the development of new business opportunities from concept through award.
The successful candidate will excel at engaging senior decision-makers across the Department of War, understanding emerging operational problems, and collaborating with technical teams to create innovative, analytically rigorous solutions. This individual will serve as the bridge between customer mission needs and the company's technical capabilities, helping shape new offerings, partnerships, and growth strategies.
This role will effectively own the company's defense growth strategy and be responsible for building a durable pipeline of opportunities aligned with evolving customer priorities.
This person must be based in the Washington, DC area.
Key Responsibilities
-
Lead the company's defense growth strategy and business solutions activities.
- Engage directly with senior military, civilian, and industry stakeholders to identify emerging challenges and unmet needs.
- Translate customer problems into executable solution concepts, often before a formal requirement exists.
- Work closely with technical teams to shape new offerings, prototypes, pilots, and programs.
- Identify opportunities across defense organizations, innovation offices, operational commands, and strategic planning organizations.
- Develop and manage a pipeline across contracts, OTAs, SBIRs, and other acquisition pathways.
- Lead opportunity shaping and capture from early engagement through award.
- Establish and manage strategic relationships with government organizations, prime contractors, technology companies, and research institutions.
- Advise company leadership on market trends, customer priorities, and long-term growth opportunities.
- Build and lead a high-performing growth organization as the company scales.
Required Qualifications
- 15+ years of experience in defense, national security, government, consulting, or technology leadership roles.
- Demonstrated success identifying and developing new business opportunities within the Department of Defense.
- Strong understanding of defense missions, planning processes, acquisition pathways, and funding mechanisms.
- Proven ability to engage senior leaders and uncover mission needs that are not yet formalized into requirements.
- Experience developing solution concepts and business cases around complex operational challenges.
- Ability to work effectively across technical, operational, and executive teams.
- Excellent communication and relationship-building skills.
- Active Secret Clearance
Preferred Qualifications
-
Strong technical background
-
Leadership position in the Pentagon at or above the O6/GS-15 level
-
Experience within operational commands, service headquarters, Joint Staff, OSD, or defense innovation organizations.
- Background in consulting, systems engineering, operational planning, or mission-focused solution development.
- Experience scaling growth organizations in startups or emerging technology companies.
- Existing network across Department of Defense stakeholders.
- Active TS/SCI Clearance
Success in This Role
Within the first 12 to 24 months, this leader will:
- Establish trusted relationships with key defense stakeholders.
- Identify emerging mission challenges before formal requirements are created.
- Shape multiple opportunities that align customer needs with company capabilities.
- Build a qualified pipeline of strategic opportunities.
- Help create new offerings and solution areas based on customer demand.
- Drive sustainable revenue growth while influencing the long-term strategic direction of the company.
What Makes This Role Different
This is not a traditional business development position focused on selling existing products.
Success requires the ability to work with customers to define problems, envision novel approaches, and collaboratively develop solutions that often do not exist today. The ideal candidate is equally comfortable discussing operational challenges with senior military leaders, shaping new concepts with technical experts, and building the partnerships necessary to bring those solutions to reality.
What We Offer:
- A fully remote, results-based environment
- Competitive salary, bonus, and equity package
- 100% employer paid, comprehensive health insurance including medical, dental, and vision for you and your family
- Unlimited PTO, with your manager’s approval
- Flexible work environment where you manage your work day
- 14 weeks of fully-paid parental leave
Salary Range: $225,000-$275,000 with significant performance-based bonus opportunity, with total compensation tied to business development outcomes and contract awards.
We’re an Equal Opportunity Employer: You’ll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
Applicant Data Disclosure
By submitting an application, you acknowledge that Defcon AI uses third-party service providers to facilitate its recruitment and hiring processes. These providers include applicant tracking systems, candidate verification platforms, and fraud detection tools (collectively, "Hiring Platforms"). Your application materials, including your résumé, cover letter, work samples, responses to application questions, and any other information you submit, may be transmitted to and processed by these Hiring Platforms for the following purposes:
- Managing and administering your application throughout the hiring process;
- Verifying the accuracy and authenticity of application materials, including by cross-referencing information you provide against publicly available sources and proprietary databases;
- Identifying indicators of potentially fraudulent, fabricated, or materially misleading application content, including but not limited to discrepancies between submitted materials and publicly available professional profiles, geographic anomalies, and fabricated work histories.
Applications that are flagged through this process as containing indicators of fraud or material misrepresentation may be declined from further consideration. If you have questions about the status of your application or the evaluation process, please contact [email protected].
Defcon AI requires its Hiring Platform providers to process your information solely for the purposes described above and in accordance with applicable law. Your information will be retained only for as long as necessary to fulfill these purposes and any applicable legal obligations, after which it will be deleted in accordance with Defcon AI's data retention policies.
For more information about how your data is used, please refer to our Privacy Policy and Applicant Privacy Notice.
Skills
Strategic Planning
