Senior Director, Software Growth and Strategy

Parry Labs, LLC•Alexandria, VA

About The Position

Parry Labs is seeking a Senior Director of Software Growth and Strategy to accelerate revenue and market penetration for our emerging commercial and defense software portfolio. This role is purpose-built for a software growth leader who can operate fluently across enterprise accounts, Tier 1 OEMs, digital transformation offices, and strategic channel partners — and who understands how to translate a compelling enterprise-to-edge software story into closed business. This position is focused on Parry's full thread software offerings: tools and platforms aligned to digital engineering and artifact generation, code refactoring, secure build environments, configuration management, edge infrastructure, middleware, and the broader digital transformation needs of defense primes and large enterprise customers. The Senior Director will implement go-to-market strategy for this segment of our catalog, identify gaps in current GTM motions, and drive revenue through direct sales, OEM partnerships, and reseller channels. The ideal candidate has sold complex software in both commercial and defense markets — someone who understands enterprise software sales cycles [AW1.1]and defense acquisition simultaneously, brings an established network spanning industry and government, and can independently advance opportunities from first call through contract signature.

Requirements

10+ years of progressive experience in software sales, business development, or go-to-market strategy, with a demonstrated track record of achieving revenue targets in complex B2B environments.
Experience selling into both commercial enterprise and defense markets — candidates with exclusively commercial or exclusively defense backgrounds will not be considered for this role.
Familiarity with software licensing and monetization models, including SaaS, ELA, perpetual license, OEM royalty, and usage-based pricing structures.
Demonstrated experience building or contributing to indirect channel and partner programs, including VAR/reseller recruitment and enablement.
Ability to sell to and engage with digital transformation, engineering modernization, and software platform buyers at large aerospace and defense OEMs and enterprise accounts.
Excellent communication and storytelling skills; ability to craft and deliver a cohesive enterprise-to-edge software narrative tailored to technical and executive audiences.
Established network spanning commercial technology firms, Tier 1 defense primes, and relevant government stakeholders.
Ability to acquire and maintain a security clearance.
Bachelor's degree in Computer Science, Engineering, Business, or related field required.

Nice To Haves

Experience with digital engineering, digital twins, model-based systems engineering (MBSE), or code modernization/refactoring tools and platforms.
Familiarity with defense digital transformation initiatives, including the DoD Digital Engineering Strategy, MOSA, and digital acquisition frameworks.
Experience with platform or marketplace business models — selling software through an ecosystem rather than direct-only.
Background in developer tools, VibeSecOps, or software factory environments applicable to defense or aerospace.
Prior startup or scale-up experience in a defense technology or dual-use software company.
Experience with OTA, SBIR/STTR, or commercial solutions opening (CSO) vehicles as software go-to-market pathways.

Responsibilities

Own pipeline development and revenue growth for Parry's enterprise-to-edge software portfolio across enterprise, OEM, and channel segments.
Develop and execute a go-to-market strategy for assigned products, identifying market segmentation, buyer personas, channel mix, and competitive positioning; surface GTM gaps and propose corrective actions.
Build and manage relationships with enterprise accounts and Tier 1 OEM digital transformation offices (e.g., prime contractor engineering and digital modernization leads); advance multi-stakeholder sales motions from qualification through award.
Identify, recruit, and enable strategic partners and resellers; develop partner enablement materials, co-sell motions, and performance expectations to build a scalable indirect channel.
Articulate the enterprise-to-edge software story with clarity and credibility to diverse audiences — from C-suite digital transformation executives to program engineers and government acquisition officials.
Provide input to software licensing and monetization strategy for assigned products, including subscription, seat-based, usage-based, enterprise license agreement (ELA), and OEM royalty models; recommend pricing structures aligned to customer value and competitive dynamics.
Collaborate with Product and Engineering teams to translate customer and partner feedback into actionable product requirements; identify feature gaps that constrain commercial traction and advocate for their resolution.
Support proposal and contracting activities for software-focused pursuits in collaboration with Contracts and Legal.
Develop and maintain competitive intelligence for the digital engineering and digital thread software market; produce regular assessments of competitor offerings, pricing, and GTM motions.
Contribute to marketing strategy for the software portfolio, including content development, conference presence, digital campaigns, and customer case study development in partnership with the Growth team.
Track and report pipeline, bookings, and revenue metrics on a regular cadence.
Other duties as assigned

Benefits

Parry Labs will support you with workplace flexibility, a commitment to the health and well-being of you and your family and provide opportunities to work with a purpose.
We are committed to supporting your success in both your professional and personal lives with benefits such as education assistance and unlimited paid time off, just to name a few.

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