Rhombus · 3 months ago
Senior Director, Sales and Client Success for Intel Operations Accounts
Washington, DC
Full-time
Onsite
Director/Executive
15+ years expRhombus Power is transforming defense and global security enterprises with its AI platform, Guardian. They are seeking a Senior Director, Sales and Client Success for Intel Operations Accounts to drive the adoption and operational success of their AI platforms across various defense agencies and partners, ensuring that their technology becomes essential for defense readiness.
Information TechnologySecuritySoftware
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Own the performance, adoption, and revenue growth of the Guardian and Ambient AI product line across defense and intelligence customers
Define and execute go-to-market strategy aligned with defense modernization priorities and emerging operational requirements
Partner with product and engineering teams to translate field feedback into capability roadmaps and feature prioritization
Drive continuous improvement based on operational metrics, user adoption data, and mission outcomes
Oversee the full lifecycle from proof-of-concept demonstrations through production deployment and long-term sustainment
Build and maintain trusted relationships with combatant commanders, service chiefs, agency directors, and ministerial leadership
Serve as the principal liaison between operational customers and Rhombus' technical teams
Conduct executive briefings and capability demonstrations for senior defense and government audiences
Navigate complex procurement, acquisition, and budgeting processes (PPBE, Foreign Military Sales, coalition frameworks)
Translate operational challenges into technical requirements while articulating the strategic value of AI-enabled decision support
Identify and pursue expansion opportunities within existing customer organizations and new defense markets
Position Guardian and Ambient AI as mission-essential capabilities, not discretionary technology purchases
Secure multi-year funding commitments and expand contract values through demonstrated operational impact
Develop strategic partnerships with defense primes, system integrators, and coalition partners
Represent Rhombus at international conferences, military exercises, and policy forums
Lead integrated 'mission pods' comprising sales, customer success, technical account management, and solution architecture
Collaborate with marketing to develop case studies, success stories, and thought leadership content
Work with legal and contracts teams to structure agreements that enable rapid deployment and scaling
Partner with finance to forecast revenue, manage pipeline, and track key performance metrics
Foster a culture of mission focus, customer obsession, and operational excellence
Advise executive leadership on defense market trends, competitive positioning, and strategic opportunities
Contribute to product strategy based on emerging operational concepts and defense innovation priorities
Mentor team members on defense culture, decision-making processes, and stakeholder management
Build Rhombus' reputation as a trusted partner capable of operating at the highest classification levels
Qualification
Required
15+ years of progressively senior experience in intel/military operations, intel/defense programs, or national security roles
Proven track record leading complex, mission-critical programs or large-scale technology adoption initiatives
Direct experience managing P&L, revenue targets, or program budgets exceeding $50M annually
Demonstrated success navigating defense acquisition frameworks (DAS, JCIDS, PPBE, or equivalent International processes)
Established senior-level networks across defense and intelligence communities
Credibility and communication skills to engage effectively with flag/general officers and cabinet-level officials
History of building trust with diverse stakeholders including operational commanders, acquisition professionals, and policymakers
Strong working knowledge of AI/ML technologies and their operational applications in intelligence and military operations
Understanding of intelligence analysis workflows, targeting processes, and operational planning cycles
Ability to translate complex technical concepts into mission impact and strategic value
Comfort with data-driven decision making and performance analytics
Exceptional executive presence and presentation skills
Experience delivering capability briefings at the O-6/GS-15 level and above
Skilled negotiator capable of structuring win-win agreements in complex environments
Cross-cultural competency and ability to work effectively across international partnerships
Bachelor's degree required
Active TS/SCI or ability to obtain one required
Preferred
Former Flag officer / SES / SIS, or equivalent senior defense leadership position preferred, or an exceptionally qualified O-6 / GS-15
Experience with Special Operations, Intelligence Community, or Joint Staff organizations
Track record deploying technology solutions in operational environments (including OCONUS and forward-deployed locations)
Familiarity with defense AI/ML initiatives, Joint All-Domain Command and Control (JADC2), or algorithmic warfare efforts
International defense cooperation experience (NATO, Five Eyes, bilateral partnerships)
Previous experience with defense technology startups, small businesses, or innovative organizations
Understanding of Foreign Military Sales (FMS) and coalition partner acquisition processes
Benefits
Full medical, dental, vision coverage for employee and dependents
401k matching program
PTO and Holidays
Bonus and other incentive programs
Access to mental health program
Access to Flexible Spending Accounts for Health Care, Dependent and Commuter
Company
Rhombus
Our mission is to make the world safer with simple, smart, and powerful physical security solutions.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$112.5MKey Investors
NightDragonSilicon Valley BankCota Capital
2024-07-30Series C· $45M
2024-02-27Series B· $26M
2024-02-27Debt Financing· $17M
Leadership Team
Garrett Larsson
Co-founder and CEO
Recent News
Company data provided by crunchbase