Navy Alliance Lead — Remote Growth & Partnerships (TS/SCI)

EdgeRunner AI, Inc.; United States; Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

Health insurance

Remote-friendly culture

401(k) program

IT stipend

WeWork access

Unlimited PTO

Job summary

EdgeRunner AI seeks an Alliance Lead for the U.S. Navy to drive growth and adoption of EdgeRunner technology across Navy and affiliated organizations.

You will own the full capture lifecycle—from prospecting to deployment—working with engineering, research, and product teams. You will travel on-site to engage with operators and acquisition stakeholders to scope, prototype, and implement solutions that support national security priorities.

Qualifications

• 7+ years of direct or immediately relevant Navy experience—ideally a combination of military/operational background and defense industry business development or deployment roles.
• Deep familiarity with the Navy acquisition ecosystem, program offices, and funding pathways.
• Proven ability to drive adoption of emerging technology within Navy or DoD enterprise environments.
• Exceptional communicator capable of bridging the gap between operators, software engineers, and acquisition officers.
• Hands-on experience working directly with end-users to gather requirements, conduct user testing, and feed field insights into product roadmaps.
• Active TS/SCI clearance required
• Startup experience is a plus, but passion for supporting the U.S. military and allied forces is required.

Responsibilities

• Drive Growth: Lead Navy business development from early-stage pipeline creation through contract execution, operational deployment, and program expansion.
• Executive & Cross-Functional Alignment: Partner with executive leadership (CEO, COO, VP Growth) and collaborate cross-functionally with engineering, research, product, and government affairs.
• Pipeline & Deal Capture: Oversee the full Navy sales pipeline; lead proposal development efforts including RFP responses, pricing strategies, and contract negotiations to position EdgeRunner for Program of Record capture.
• Contract Vehicle Strategy: Convert early-stage pilots and agreements into long-term contract vehicles (BAAs, SBIR Phase II/III, OTAs, IDIQs).
• Stakeholder Engagement: Build and manage high-trust relationships across key Navy stakeholders, program offices, and acquisition leaders.
• Mission Scoping: Identify high-value operational use cases aligned with Navy modernization priorities.
• Market Presence: Represent EdgeRunner AI at industry forums, trade shows, government briefings, and partner meetings.
• Travel Expectation: ~25% travel for customer meetings, scoping, prototyping, and deployments.

Skills

Navy Expertise

Acquisition Knowledge

Track Record

Technical Translator

User Requirements

Security Clearance TS/SCI

Growth Mindset

Job description

EdgeRunner AI seeks an Alliance Lead for the U.S. Navy to drive growth and adoption of EdgeRunner technology across Navy and affiliated organizations.

You will own the full capture lifecycle—from prospecting to deployment—working with engineering, research, and product teams. You will travel on-site to engage with operators and acquisition stakeholders to scope, prototype, and implement solutions that support national security priorities.