Growth Lead, Air Force

Thread AI•New York, NY

3d•$280,000 - $400,000•Remote

About The Position

Thread AI is hiring a Growth Lead to develop an Air Force portfolio for Lemma, its AI workflow orchestration platform. The role focuses on mission planning and enterprise AI workflows that connect existing data and software to support operational decisions. The initial accounts and mission areas will be agreed with Thread’s federal leadership before the hire starts, and the Growth Lead will identify adjacent opportunities where Lemma can help. This is an individual-contributor role with a bookings target. The Growth Lead owns daily pursuits through award, coordinating technical and commercial contributors. Contract delivery owns execution after award, while the Growth Lead retains the commercial relationship and responsibility for expansion. The position works directly with federal leadership and the Lemma product team; insights from pursuits and evaluations will inform the product. This is a full-time, remote position based in the United States, with the Washington, DC area preferred. Travel is up to 50%. An active U.S. Secret security clearance or higher is preferred but not required. Applicants must be U.S. citizens or nationals or U.S. lawful permanent residents.

Requirements

Five or more years owning growth, business development, or sales to U.S. defense customers, with responsibility for a revenue target; equivalent experience demonstrating the same commercial ownership is considered.
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 part of the Air Force, such as a mission area, command, program office, or acquisition organization, and evidence of advancing software buying decisions through those relationships.
Working knowledge of Air Force software acquisition and budgeting, including the roles of operational users, research sponsors, and program offices in funding and adopting a capability.
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.
Applicant must be a U.S. citizen or national or U.S. lawful permanent resident.

Nice To Haves

Experience winning awards through an OTA, CSO, SBIR Phase II or III, or BAA.
Air Force operational, intelligence, enterprise IT, or acquisition experience paired with commercial software wins.
Experience selling AI/data, cyber, mission systems, or readiness software to Air Force customers.
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.
An active U.S. Secret security clearance or higher.
Military, government, or technical program experience alongside the required commercial experience.

Responsibilities

Develop Air Force sponsors and buyers around a defined software use case, connecting operational or research evaluations to organizations that can fund ongoing use.
Build pipeline from a focused account list and qualify customer need, funding, buying path, and next customer decision.
Shape opportunities early, select acquisition and teaming paths, and connect evaluations to follow-on buyers and budgets.
Own capture plans and proposals, write the commercial case, and coordinate technical, pricing, and legal contributions.
Lead discovery and initial Lemma demonstrations; plan deeper evaluations with technical support, agree on success criteria, and confirm 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.
Coordinate technical and commercial contributors through award and retain the commercial relationship and expansion responsibility after award.