Principal, Business Development, Navy

3 weeks ago

San Francisco, United States TurbineOne Full time

ABOUT THE JOB

**Company Intro**:TurbineOne is the frontline perception company. We deliver decision advantage, better situational awareness, and stronger force protection. Our customers love how we automate the right portions of the military intelligence cycle while keeping them in the loop. The company is a small, fast-moving, and high-performance startup that is backed by the best DefenseTech venture capitalists.

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**Sales Team**: You would join a successful team whose leaders include three former Commanders of the Joint Intel Brigade. Our advisors include a former Commander of the Joint Special Operations Command, two former Directors of the Defense Intelligence Agency and National Geospatial Agency, and the most senior leaders of Navy & Army Intel organizations. You will also have inspiring partners in the Product and Engineering teams, who are highly responsive to customer needs.

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**Job Title**: _Principal, Business Development, Navy & USMC_
- Reporting directly to the Chief Revenue Officer.
- Geographically flexible for _home_-office and moderate domestic travel (~25%) should be expected.

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**Primary Responsibilities**:

- Deliver new revenue to TurbineOne through direct sales to the U.S. Navy and the U.S. Marine Corps.some text
- You will identify sales opportunities, drive leads into the sales funnel by directly engaging buyers, pitch our product (with support _from_ the Sales team), document the scope of _work_ (in collaboration with the CTO), and negotiate the contract (with pricing approval _from_ the CEO).
- Identify a military leader with the right kind of power, then with the utmost care and ethical conduct, convince that person to become a fanatical champion for TurbineOne’s product.
- Contribute to the product & engineering roadmap.
- Drive expansions with current customers.
- Contribute to the company's overall business strategy and marketing positioning.
- Translate national security requirements to Silicon Valley engineers and similarly educate government Buyers on the tech industry’s best practices.

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**In a Typical Week You Will**:

- Fly to a military base to witness our product being used by uniformed service members in classified operating environments.
- Host a Zoom call with military exercise Coordinators and pitch them on why TurbineOne should be included in the event.
- Deliver live product demonstrations to help convince those with unobligated government funds to spend it on TurbineOne.
- Write a short Scope of _Work_ document so that T1’s Capture Manager can expand the 1-pager into a 25-page package for a Contracting Officer.
- Get rejected by a personal friend that you thought would give us a giant contract, but for some undefined reason, is newly unresponsive to your messages.
- Educate old colleagues on why they should not buy the snake oil _from_ a large Defense contractor.

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**Desired Experience**:

- You’ve served in the Navy or Marine Corps for over 20 years.
- You have led technology-related projects for DoD to solve pressing problems.
- You’ve personally closed, signed or negotiated at least one >$1M contract.

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**Startup Culture Expectations**:

- Please refer to Elad Gil’s High Growth Handbook for general expectations on what should be “normal” for a company like TurbineOne.
- Just like in the White House, you will need to make your own photocopies. No great startup can afford Executive Assistants or most other luxuries.
- Every employee will develop quarterly metrics in order to transparently communicate, and objectively measure, one’s own performance.
- Everyone on the Team needs to be very comfortable with constant change, moving fast, sharing failures, embracing grit, and building things themselves. Most startups fail and no one will come to save us.

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