Director of Strategic Growth, Defense Services

About Edge Case:
At Edge Case, our mission is to enable the safe deployment of frontier technologies and sophisticated systems. We enable our customers to assure the safety of autonomous systems for real world deployment. We are developing products that define and measure the safety of autonomous systems. Our client base spans diverse markets such as automotive, mining, defense, insurance, and aerospace. Edge Case is founded by the recognized world leaders in autonomous system safety and autonomous vehicle safety. Our experts are writing the standards and developing the products that will bring innovation safely into society. 

What You’ll Do:
As the Director of Strategic Growth – Defense Services, you will be responsible for leading strategic growth, capture, and market expansion knowledge-based services, to include high-end consulting and engineering advisory services across the Department of War (DoW), safety engineering, software-intensive systems, mission engineering, and digital engineering.

This role is focused on selling knowledge-based services that enable Executives (PAEs), Program Managers (PMs), and modernization organizations solve highly complex engineering, safety, acquisition, and technical integration challenges.

The ideal candidate possesses demonstrated success selling and capturing Advisory & Assistance Services (A&AS) and/or Systems Engineering & Technical Assistance (SETA) work as both a prime and subcontractor, understands the dynamics of Army contract vehicles, consortiums, and Other Transaction Authorities (OTAs), and has established relationships within Army Ground modernization communities.

This leader will position the company as a trusted advisor delivering differentiated technical consulting and knowledge-based capabilities in:

• System Safety Engineering 
• Software Safety 
• Independent Technical Assessments 
• Mission Engineering 
• Systems Engineering & Integration (SE&I) 
• Model-Based Systems Engineering (MBSE) 
• Digital Engineering 
• Verification, Validation, Test & Evaluation (VV&T / T&E) 
• Safety Assurance for Autonomous and AI-enabled Systems 

The Director reports to executive leadership and partners closely with operations, engineering, and human resources, to shape opportunities, influence requirements, and convert technical credibility into sustained Army growth.

Key Responsibilities:

DoW Growth & Account Strategy

• Develop and execute growth strategies for Department of War (DoW).
• Identify, qualify, and shape new opportunities across DoW mission areas aligned to Edge Case’s capabilities.
• Build account plans, relationship maps, call plans, and opportunity strategies for target customers.
• Build collaborative relationships that enhance technical solutions, proposal outcomes, and customer value.
• Build and manage a structured capture pipeline based on quantitative research, market intelligence, federal databases, and industry trends tied to measurable growth objectives.
• Analyze PWS/SOW/RFP requirements to identify key drivers, evaluation priorities, discriminators, and competitive positioning.
• Move Edge Case further left of RFI/RFP by identifying customer pain points, mission needs, funding paths, and emerging requirements early.
• Conduct competitive intelligence assessments, scorecard analyses, pricing insights, and opportunity qualification to drive informed decision-making.
• Translate research findings and market data into actionable capture plans and early shaping strategies.
• Support expansion into adjacent DoW markets where Edge Case capabilities are relevant.

Customer & Partner Engagement

• Ability to establish credibility quickly within operational mission environments through lived experience, mission understanding, and trusted relationships. 
• Build and maintain relationships with DoW decision-makers, acquisition leaders, program offices, mission stakeholders, and industry partners.
• Represent Edge Case in customer meetings, industry days, conferences, and partner discussions.
• Identify and engage partners based on capability gaps, competitive needs, and market positioning.
• Support execution of NDAs, Teaming Agreements, and partner coordination with assistance from the Contracts team.
• Develop and maintain strategic teaming relationships with primes, subcontractors, technology partners, and contract vehicle holders.
• Support negotiation and development of teaming strategies that strengthen Edge Case’s competitive position.
• Translate Edge Case’s capabilities into clear mission value for US Army acquirers.

Preferred Qualifications:

• Strong understanding of DoD acquisition pathways, including OTAs, SBIR/STTR, and major contract vehicles. 
• Demonstrated understanding of US Army missions, operational ecosystems, acquisition pathways, and mission priorities. 
• Highly qualified solutions architect that possesses ability to comprehensively understand and clearly communicate to customers how company differentiated capabilities (SE&I, MS&A, T&E, Software Development, Digital Engineering/Acquisition, Mission Engineering, etc.) can solve their complex problems in a manner that is clearly discriminated from the competition.

Required Qualifications:

• Must be able to obtain Secret level security clearance. 
• 12-15+ years of relevant and progressive experience in federal business development, capture management, or leadership in the DoD/DoW with preferred recent emphasis on US Army Acquisition community.
• 3 or more years of experience and proven track record developing high impact BD strategies, roadmaps, and pipelines that resulted in significant business expansion for companies like Edge Case, focused on solving complex problems of global importance in critical mission areas.
• 3 or more years of experience collaborating with executives to prioritize resources, manage budgets, and make go/no-go decisions on gated pursuits, achieving significant organic growth. Proven track record of exceptional capture and BD performance in high-end government engineering services (A&AS and SETA) supporting missions of global importance, including rapid acquisition, mission, systems, and safety engineering, autonomous systems, advanced weapon systems, and software development.
• Extensive experience in portfolio development, driving growth within government services through innovative solutions tailored to complex mission requirements.
• Authorization to work in the United States is a precondition of employment. Edge Case will not consider candidates who require sponsorship for a work-authorized visa.

Why Edge Case Research?

• Collaborative Culture: Join a dynamic, cross-functional team that values collaboration and innovation.
• Competitive Compensation & Benefits: We offer a competitive salary, benefits package, and opportunities for professional growth and development.

Pay Rate:

The annual base salary range for this position is $160,000.00 - $180,000.00. Please note that the salary information is a general guideline only. Edge Case considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s work experience, education/ training, key skills as well as market and business considerations when extending an offer.

Benefits offered: Medical, Dental, Vision, Life Insurance, Short-Term Disability, Long-Term Disability, 401(k) match, Flexible Spending Accounts, Parental Leave, Paid time off, and Holidays.

Washington state applicants only: Full-time employees accrue at least 13 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; and receive at least 96 hours for holidays.

Edge Case Research is an Equal Opportunity Employer.  We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. ECR values all employees’ talents and supports an environment that is inclusive and respectful.