Edge Case · 3 months ago
Director, Defense Sales and Growth
United States
Full-time
Remote
Director/Executive
$160K/yr - $180K/yr
10+ years expEdge Case is focused on enabling the safe deployment of frontier technologies, particularly in autonomous systems. They are seeking a Director of Defense Sales and Growth to expand their customer portfolio in the Defense Sector, collaborate with teams to deliver tailored services, and contribute to strategic development and sales effectiveness.
Artificial Intelligence (AI)ConsultingEmbedded SoftwareInsuranceInsurTechLogisticsRoboticsSoftware EngineeringTransportation
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Prepare and deliver technical presentations explaining products or services to existing and prospective customers
Understand customer requirements and collaborate with ECR teams to offer tailored services to win customer projects and subscription business
Become a core client contact also during project execution
Prepare sales reports by collecting, analyzing, and summarizing sales information to include engineering and application trends
Prospect new potential customers to engage with through existing relationships as well as writing proposals to relevant projects
Meet and exceed sales targets related to revenue and strategic goals
Negotiate mutually beneficial agreements with Customers and Prospects
Build and maintain strong relationships with key stakeholders on client side and to other influencers / market players / Partners, to be on top of customer requirements and industry trends
Contribute to software product development by providing customer feedback and trends analysis to the product development team
Contribute to sales effectiveness by identifying short-term and long-range issues that must be addressed, recommending options and courses of action, and implementing directives
Provide clarity on priorities, planning for growth, identifying critical opportunities for expansion, and developing actionable short mid and long term plans with achievable metric-based milestones
Qualification
Required
Authorization to work in the United States is a precondition of employment. ECR will not consider candidates who require sponsorship for a work-authorized visa
Experience working in the AV Industry
Strong ability to create relationships with Customers, Partners, Stakeholders
Strong in-person and remote presentation skills
Ability to relay technical information to non-technical customers
Experience in developing value propositions for emerging technologies
Empathy for customer pain points and the entrepreneurial mindset to swiftly identify and implement creative solutions to resolve these pain points
Bachelor's or higher Degree in a technical or business-related field or equivalent experience
Experience leading and maintaining trust in a fast-growing startup
Ability to engage with multiple stakeholders - product developers, system safety engineers, software developers, marketing, and operations groups
Smart, helpful, friendly, and effective communication style
Occasional travel to engage with clients, prospects, and to attend conferences
Preferred
10 years of US DoD Capture and BD experience in sales of engineering services or software products
Deep working knowledge of the FAR and FedGov procurement processes
Existing network(s) in the Military or IC
AV Industry and / or aviation, missile, or maritime system developers or acquirers
Background in forming defined product requirements derived from customer discovery
Familiarity with common sales tools to research opportunities, manage prospective clients, and conduct competitive analysis
Experience with Export Controlled projects and ITAR policies
Familiarity with safety standards such as UL4600, MIL-STD-882E
Current security clearance
Have personally led the close of contracts over $5M in TCV
Benefits
Medical
Dental
Vision
Life Insurance
Short-Term Disability
Long-Term Disability
401(k) match
Flexible Spending Accounts
Parental Leave
Paid time off
Holidays
Company
Edge Case
Edge Case is the trusted technical partner for companies pushing the boundaries of frontier technology.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$19MKey Investors
YabeoChris Urmson
2021-09-15Series A· $12M
2019-06-13Seed· $7M
Leadership Team
Michael Wagner
Chief Safety Officer
Recent News
PR Newswire
2025-08-29
2025-06-18
Pittsburgh Business Times
2024-12-30
Company data provided by crunchbase