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Integrate · 1 day ago

Industry Partnerships Lead

Washington, DC

Full-time

Onsite

Mid, Senior Level

$120K/yr - $150K/yr

3+ years exp

Integrate is a Seattle-based company building program management software for the world’s most ambitious machines. They are seeking an Industry Partnerships Lead to help expand their footprint across the DoD by building deep partnerships with large defense primes.

HardwareSoftware

Culture & Values

No H1B

U.S. Citizen Only

Responsibilities

Build and maintain relationships with BD and capture leads at major primes and systems integrators

Insert Integrate into capture strategies and teaming agreements before proposals are locked

Gather 'ground truth' on which primes are chasing which vehicles/opportunities

Negotiate teaming agreements and workshare that align with our startup's growth

Feed intel back to our Managing Director, Washington Ops for top-level relationship building

Represent Integrate at industry events, conferences, and all the side-conversations that matter

Help shape proposals and technical narratives to highlight our differentiation

Qualification

Defense BD experienceCapture strategiesDoD innovation ecosystemNetworking with primesNavigating OTAsIDIQsExceptional communicatorThrives in ambiguityRelentlessly opportunistic

Required

3–7 years in defense BD, capture, or DoD innovation ecosystem (e.g., primes, DIU, AFWERX, mid-tier integrators, or defense startups)

Rolodex of working-level contacts inside at least 2-3 large primes

Knows how to navigate OTAs, IDIQs, and subcontracting landscapes

Comfortable with ambiguity; thrives in a startup environment without a proposal army behind you

Exceptional communicator — equally adept at gathering and sharing intel with partners or briefing senior stakeholders

Relentlessly opportunistic: you see angles and plays others miss

US person status (including US citizens, U.S. permanent residents, individuals granted U.S. asylum status, or individuals admitted in U.S. refugee status) is a required qualification for this position