Growth Lead, Navy

Thread AI•New York, NY

9d•$280,000 - $400,000•Remote

About The Position

Thread AI is hiring a Growth Lead to develop a Navy portfolio for Lemma, its AI workflow orchestration platform. The role focuses on mission-data and readiness workflows where connecting existing systems can help Navy teams make decisions and perform their work. Initial accounts and mission areas will be agreed with Thread’s federal leadership before the employee starts, with adjacent opportunities developed as they are identified. This individual-contributor role carries a bookings target. The Growth Lead owns daily pursuits through award, coordinating technical and commercial contributors. Contract delivery owns execution after award; the Growth Lead retains the commercial relationship and responsibility for expansion. The position works directly with federal leadership and the team building Lemma, and insights from pursuits and evaluations will inform the product. The role is full-time and remote in the United States, with the Washington, DC area preferred. Travel may be up to 50%.

Requirements

Five or more years owning growth, business development, or sales to U.S. defense customers, with responsibility for a revenue target, or equivalent experience demonstrating the same commercial ownership.
Funded software or technology awards personally helped originate and win, with the ability to explain the buyer, obligated funding, and personal contribution.
Deep knowledge and current customer relationships within at least one relevant Navy mission area, command, program office, or acquisition organization, and evidence of advancing software buying decisions through those relationships.
Working knowledge of Navy software acquisition and budgeting, including how research and technical evaluations connect to program-office funding and operational use.
Evidence of building pipeline and independently leading pursuits through capture, proposals, and award.
Clear writing and product judgment, including the ability to explain AI workflows and their limits to customers and turn conversations into actionable pursuit plans.
U.S. citizenship or nationality, or U.S. lawful permanent resident status.

Nice To Haves

Experience winning awards through an OTA, CSO, SBIR Phase II or III, or BAA.
Navy operational, acquisition, or resource-sponsor experience paired with commercial software wins.
Experience with maritime mission systems, readiness, or sustainment workflows.
Experience as an early seller at a software startup, building a territory before a mature sales process existed.
A record of moving a prototype or research effort into funded operational use and expanding into adjacent accounts.
Active U.S. Secret security clearance or higher.
Military, government, or technical program experience alongside the commercial experience described.

Responsibilities

Develop a focused Navy portfolio and identify adjacent opportunities for Lemma.
Build relationships with Navy research and acquisition teams, warfare centers, and fleet users; connect technical interest to a program sponsor and funded buying decision.
Build pipeline from a focused account list and qualify customer needs, funding, buying paths, and next decisions.
Shape opportunities early, select acquisition and teaming paths, and connect evaluations to follow-on buyers and budgets.
Own capture plans and proposals, writing the commercial case and coordinating technical, pricing, and legal contributions.
Lead discovery and initial Lemma demonstrations; plan deeper evaluations with technical support and agree on success criteria and delivery capacity.
Lead negotiations and close funded awards within delegated authority.
Develop expansion opportunities based on evidence of customer results.
Maintain an accurate forecast and hand delivery a clear record of scope, assumptions, and customer commitments.