Director of Strategic Growth (Defense & IC)

Blue Ridge Dynamics•Chantilly, VA

22d•Hybrid

About The Position

This role drives revenue growth and market penetration for federal digital forensics and intelligence platforms within high-value government sectors. The candidate will own end-to-end product strategy, sales execution, and customer acquisition for $50M+ annual budgets across military, intelligence, and defense communities.

Requirements

7+ years of experience with active TS/SCI clearance
Demonstrated experience within DoW C5ISR hardware and tactical product market
Military intelligence/analytics background with technical product management expertise
Deep knowledge of government contracting and acquisition processes including innovation pathways
Proven ability to drive sales and partnerships within defense and federal agencies

Nice To Haves

Track record in tactical systems development and deployment
Product management experience for field-deployable technology

Responsibilities

Develop comprehensive GTM strategy identifying primary customer segments (USSOCOM, IC agencies, DoW combatant commands, law enforcement), their budget cycles, and procurement pathways
Conduct competitive analysis and feature benchmarking against existing solutions; translate competitive intelligence into product prioritization feedback
Identify capability gaps, pricing misalignment, or product pivots required to win key customer segments or improve deal velocity
Identify market sizing opportunities across counterterrorism, counterproliferation, cyber intelligence, digital forensics and allied partner markets
Work closely with product and engineering to validate that core platform capabilities address genuine customer pain points and procurement drivers
Identify and qualify priority accounts with $50M+ annual digital forensics budgets
Build strategic relationships with key decision-makers in USSOCOM, IC, FBI, DHS and military intelligence communities
Lead customer discovery to understand pain points in current workflows, timelines, and budget allocation drivers
Define sales process, deal structures, and negotiation frameworks for federal contracts
Identify and cultivate relationships with systems integrators, prime contractors, and defense consultants who interface with target customers
Own all aspects of revenue generation; accountable for company's growth from $0 to first $5M milestone over 18-24 months
Develop and execute sales plan with quarterly revenue targets, pipeline goals, customer acquisition metrics, and gross margin expectations; present monthly metrics and quarterly board updates on sales health
Define pricing strategy, deal structures, and commercial terms aligned with federal procurement mechanisms (FY budget cycles, IDIQ contracts, GSA schedules, task orders, modifications)
Own sales pipeline management; establish leading indicators (discovery meetings, RFP responses, technical evaluations, proposal submissions) to project quarterly revenue achievement; escalate pipeline risks and opportunities to executive team and board
Execute customer acquisition campaigns through pilot programs and proof-of-concept engagements; establish POC success metrics, measure conversion rates to full contracts, and continuously optimize sales process based on win/loss analysis
Lead or participate directly in proposal writing, technical evaluation responses, and government procurement processes