Senior Director, Growth - Joint C4I

ABOUT THE TEAM

The Connected Warfare division builds systems to support global command and control missions. Our Joint portfolio, anchored by the Enterprise Data Mesh (EDM), connects data across organizations, domains, and classification levels so that commanders and analysts can make time-sensitive decisions from a single source of truth.

ABOUT THE JOB

We are looking for a Senior Director, Growth to own the growth strategy and revenue trajectory for the Joint C4I portfolio. EDM is live, scaling, and has real pull from the warfighter. Today, the business is concentrated in a single bill payer (CDAO) and a narrow set of programs. You will expand the network of bill payers for mesh capabilities beyond CDAO into DISA, the Combatant Commands, and DIA; broaden the CDAO relationship to include adjacent programs like AES, C&S, and Voyager; and shape requirements and competitive positioning 12-18 months ahead of solicitation.

This is not a coordination role. You are a player-coach who personally runs pursuits, shapes requirements, and sits across from senior government buyers. You will build the capture campaigns that turn today's early traction into funded, scaled programs of record.

WHAT YOU'LL DO

• Own the number: carry the growth plan for the Joint C4I portfolio, with a primary objective of scaling EDM and be accountable for pipeline health, capture progress, and multi-year revenue trajectory
• Expand the bill-payer map by identifying and cultivating new organizations to fund mesh capabilities beyond CDAO, with DISA, the Combatant Commands, and DIA as priority targets. Build relationships, shape demand signals, and position the company before formal solicitation
• Grow the existing CDAO relationship into a portfolio account by adding adjacent programs including AES, C&S, and Voyager
• Personally lead capture campaigns for mid-eight- to low-nine-figure opportunities: shape requirements, develop win strategies, coordinate proposals, and close
• Serve as the senior growth face to Joint and intelligence-community buyers at the O-6/GS-15 level and above, cultivating these relationships directly rather than through intermediaries
• Shape requirements early by engaging requirements owners, writing white papers, and running demonstrations that prove capability before acquisition timelines formalize
• Track incumbent and emerging C4I competitors, including their positioning and contract vehicles, and turn that intelligence into capture strategy and product roadmap input
• Drive a tight loop between customer requirements and the product roadmap with Engineering, Product, and Delivery, so what we sell is what we can build and sustain

REQUIRED QUALIFICATIONS

• 10+ years of experience in business development, capture, or growth leadership within the defense or intelligence sectors
• Has carried a quota or closed deals in the eight to nine figure range, and can describe specific programs you personally shaped and won, not programs you supported or staffed
• Demonstrated record of growing a defense or defense-technology portfolio from early traction to meaningful scale across multiple customers and contract vehicles
• Experience selling software, compute, infrastructure, or communications solutions to C4I buyers in the Federal Government, with an understanding of how data mesh, enterprise data architecture, and edge compute fit into the Joint warfighting stack
• Experience selling directly to DoD end-customers and requirements owners, not through primes as intermediaries
• Deep understanding of the C4I competitive landscape: who the incumbents are, what they sell, where they're entrenched, and where they're vulnerable
• Fluency in DoD acquisition processes, budget cycles, and PPBE, including how Joint programs get funded and where the money moves
• An established, active network within OSD R&E and adjacent Joint organizations, with existing access to CDAO, DISA, DIA, or Combatant Command J2/J6 staffs
• Player-coach mentality: you personally lead high-priority captures while building the team and process around them
• Bias toward speed and non-traditional acquisition, and comfort operating outside the legacy defense BD playbook
• Exceptional written and verbal executive communication, able to brief a COCOM J6 and write a capture strategy the team can execute
• Currently possesses and is able to maintain an active U.S. TS/SCI security clearance

PREFERRED QUALIFICATIONS

• Experience working directly with CDAO, DISA, DIA, or Combatant Command J2/J6 staffs on data, networking, or enterprise IT programs
• Background in data mesh, data fabric, or enterprise data architecture solutions, with an understanding of the technical landscape and not just the sales motion
• Prior military or government service in Joint C4I, intelligence, or communications roles
• Experience at a high-growth defense technology company or venture-backed defense startup, where you've learned what it means to build while selling
• International defense growth experience, including FMS, DCS, or coalition partner engagement