Business Lead, Enterprise Defense Industrial Base

Eudia; Washington (District of Columbia); On-site; USD 200,000 - 700,000; Full time

Job summary

Eudia in Washington, DC, is seeking a results-driven Business Lead for the Defense Industrial Base to own end-to-end pursuit across primes and suppliers, from identifying whitespace to closing multi-million-dollar agreements.

You will engage General Counsel, Chief Contracts Officers, and CISO teams, drive enterprise sales cycles, and align AI-enabled solutions with measurable outcomes while navigating FAR/DFARS and export controls.

Qualifications

• 10+ years of experience selling technology into aerospace and defense primes and suppliers.
• Hunter mentality with end-to-end sales cycles.
• Deep knowledge of federal acquisition, FAR/DFARS, export control.
• Established relationships across primes and defense tech companies.

Responsibilities

• Executive Engagement: build senior relationships with GC, contracts executives, and capture leaders.
• Portfolio Ownership: manage defined primes and defense accounts, align stakeholders.
• Capture and Commercial Strategy: shape opportunities pre-budget, craft enterprise agreements and pilots.
• Revenue Growth: own ARR targets, secure enterprise-level deals, expand across units.
• Value Articulation: communicate Eudia's value to legal, contracts, and security teams.

Skills

Enterprise sales

Defense sector

Executive engagement

Relationship building

FAR/DFARS knowledge

Tools

CRM

Job description

Washington, DC, Remote

About Eudia

Eudia is revolutionizing legal and acquisition work through AI-powered Augmented Intelligence, empowering legal and contracting professionals to accelerate decision-making, mitigate risk, and deliver on mission. With $105M in Series A funding led by General Catalyst, we are building a category-defining platform that fuses AI-driven automation with human expertise.

At Eudia, we move fast. Our teams ship solutions in days, not months. We are already engaged with the U.S. Air Force and the Department of War, and on the commercial side we support Fortune 500 legal departments including Cargill, Coherent, ServiceNow, and Western Digital We are solving one of the hardest unsolved problems in AI, which is bringing trust, accuracy, and security to legal and acquisition automation in environments where the standard for both is absolute.

We are a team of problem-solvers. Eudia is a place where you will be challenged, take ownership from day one, and work alongside some of the brightest minds in AI, law, and GovCon.

Opportunity for Impact

This is a rare opportunity for early entry into the developing Defense Industrial Base business of a rapidly growing startup. Primes and their suppliers absorb the full weight of federal acquisition on the contractor side. Their legal, contracts, and compliance organizations manage FAR and DFARS flowdowns, subcontract and teaming agreements, proposal support, export control, and audit readiness at a volume that has grown far faster than their headcount. The professionals doing that work have been underserved by technology for decades. If you are excited by the challenge of putting real capability in the hands of general counsel and contracts organizations across the defense sector, we invite you to apply.

About the Role

As Business Lead for the Defense Industrial Base, you will own the end-to-end capture and growth of Eudia's pursuit across aerospace and defense primes, mid-tier suppliers, and defense technology companies, from identifying whitespace through closing multi-million-dollar agreements. You will lead engagements with General Counsel, Chief Contracts Officers, VPs of Contracts and Subcontracts, Chief Compliance and Ethics Officers, and CISO organizations, ensuring our Augmented Intelligence solutions deliver measurable value and contribute to Eudia's core business objectives.

This is a hunter's role, not an account management seat. We are looking for a proven closer with a current, demonstrated record of running complex enterprise sales cycles in the defense sector and closing multi-million-dollar deals within the last one to two years. You will be a fit if you thrive on creating opportunities where none existed, owning outcomes, building durable relationships across legal, contracts, compliance, and security organizations, learning and iterating fast, using AI to scale yourself, and influencing across cross-functional teams.

Key Responsibilities

Executive Engagement: Build and sustain senior relationships across primes and suppliers, primarily with General Counsel, Deputy General Counsel, and contracts and capture executives, understanding their workload pressures and aligning Eudia's solutions to measurable outcomes.

Portfolio Ownership: Own a defined set of primes, mid-tier suppliers, and defense technology accounts. Set the account strategy, manage the stakeholder map across legal, contracts, supply chain, IT, security, and export control, and demonstrate excellent enterprise account leadership.

Capture and Commercial Strategy: Identify and shape opportunities well before a budget cycle opens. Determine the right commercial path, including enterprise agreements, master services agreements, IRAD-funded pilots, and placement on approved supplier and preferred vendor lists. Manage teaming where Eudia is the faster route for a prime pursuing a government program, including subcontract and program-funded deployments.

Revenue Growth: Take ownership of ARR targets through new account capture, securing enterprise-level agreements, renewal and option year fulfillment, and expansion across business units, programs, and international entities.

Value Articulation: Articulate Eudia's value proposition to legal, contracting, compliance, and technical audiences. Represent Eudia at industry associations, supplier forums, and defense sector conferences.

What We're Looking For

• 10+ years of experience selling technology into aerospace and defense primes and suppliers, with a proven track record over the last one to two years of independently sourcing and closing new business in the sector.
• Demonstrated hunter mentality, with a current record of owning complex enterprise sales cycles end-to-end, from prospecting and capture through negotiation and signature, rather than inheriting an existing territory or account.
• Deep working knowledge of federal acquisition from the contractor side, including the FAR and DFARS, flowdown obligations, subcontracting and teaming, cost accounting and audit exposure, and export control.
• Established relationships across the sector, spanning tier one primes, mid-tier suppliers, and defense technology companies, with credibility in legal, contracts, and compliance organizations.
• Ability to navigate enterprise procurement, information security review, and export control review as part of a normal sales cycle.
• Must currently reside in the Washington, D.C. metro area or a major defense industrial hub.
• U.S. citizenship required. Ability to obtain and maintain a Public Trust or higher clearance.

Bonus Points

• Active clearance
• Experience selling enterprise AI or legal, contracts, or compliance software into the defense sector
• Direct experience inside a prime or supplier contracts, legal, or compliance organization
• Familiarity with CMMC, ITAR and EAR, and CUI environment requirements
• Existing executive-level relationships across primes and suppliers that can be activated immediately

Why You'll Love Working Here

Impactful Work: Be part of a team at the forefront of AI innovation, building the category leader in Augmented Intelligence for government and the defense industrial base.

Growth Opportunities: Work in an environment that encourages professional growth and the exploration of new ideas.

Dynamic Culture: Join a group of passionate, driven people committed to making a difference.

OTE: $700K, $200K base