Product Funding Executive - Dual Use

Grant Engine; Northern (KY); On-site; USD 120,000 - 180,000; Full time

Job summary

Grant Engine is seeking a Product Funding Executive to drive revenue growth by acquiring new clients in US defense/space/duals-use sectors and articulating our differentiated value. This role focuses on SBIR/STTR programs and securing strategic engagements with qualified prospects.

You will lead the middle and closing stages of the sales process, build credibility, conduct rigorous discovery, and deliver tailored proposals. A strong relationship mindset and executive communication are essential.

Qualifications

• Must have experience working in grants and non-dilutive arena (SBIR, OTA, BAA etc.)
• Must have experience in sales, market development, and new revenue generation at an executive level
• Experience with Hubspot
• Excellent organizational skills
• Demonstrated track record of impeccable relationship building and client management
• Excellent oral, written communication and presentation skills

Responsibilities

• Close new business in order to meet or exceed revenue goals.
• Build and maintain a sales pipeline that directly leads to converted sales.
• Run disciplined discovery and qualification on every opportunity; disqualify early where fit is weak.
• Construct client proposals, present pricing, negotiate scope and terms, and secure signatures.
• Deliver an accurate weekly forecast and maintain current records of every account in HubSpot.
• Understand prospective clients’ technologies and deliver content on behalf of Grant Engine.
• Add tangible value to client’s overall company strategy and product roadmap.
• Stay up to date on grant funding opportunities (SBIR/OTA/DoD) and related programs.
• Collaborate with CEO and Marketing to develop strategies; lead webinars and conferences.
• Execute a clean handoff of every closed client to Delivery with full context.

Skills

Relationship building

Sales

Communication

Presentation skills

Organization

Negotiation

Education

Advanced degree

Tools

HubSpot

Job description

Position:Product Funding Executive - Dual Use

The Product Funding Executive is responsible for leading & managing organic revenue growth via impeccable relationship-building, effective communication of Grant Engines unique value proposition, and securing new clients. This role is responsible for significantly growing revenue and conveying our unique and highly differentiated brand to further enhance our standing and size in chosen market segments.

Your primary goal is to grow revenue by adding clients that: align with our ideal customer profile, has differentiated technology and a compelling product roadmap that map to a highly competitive positioning, a management team and organization that is ready to win, and has a high affinity for working with Grant Engine. Grant Engine’s ideal customer profile is US-based, R&D driven defense/space/infrastructure and dual- innovation-focused companies eligible for federal contracting including SBIR/STTR, TACFI/STRATFI, OTA, BAA and other programs, across three key segments: Emerging (30% focus - under 10 employees, under $1M non-dilutive secured with some equity raised, TRL <4, a big vision with early progress), Growing (50% focus, 11 to 100 employees, $1M to $10M non-dilutive funding secured, $2M to $25M equity raised, TRL 2 to 6, commercialization-ready), and Consequential (20% focus, 100+ employees, over $10M non-dilutive secured, TRL 7+, in market and tracking towards Program of Record status).

In this role,you own the middle and closing stages of our revenue engine. You will work directly with prospects and clients, some of which are brought to you and pre-qualified, to present Grant Engine’s differentiators, build credibility and trust with clients, and progress through a technical evaluation to secure the client’s commitment to engage with Grant Engine.You will also source and qualify client’s opportunities and sharpen the positioning of client products, using that insight to close new business for Grant Engine.We are building our brand by balancing deep relationships with closing for the current sales cycle. In this spirit, every person you interact with is an opportunity to deepen and reinforce our brand and move forward with us now rather than later.

Key deliverables are a steady flow of qualified, highly targeted opportunities that move client products forward, measured by new engagements closed, pipeline created, and revenue dollars booked, and successful new client acquisition in support of the company's growth objectives. A successful person in this role will ensure client happiness and positive impression of Grant Engine via inspiration, can-do attitude, and effective & efficient support of client needs.

Grant Engine is focused on securing funding for leading companies that have high potential to make a difference in their domain. Our vision is to improve and extend human life by supporting selected clients. In this mission, we selectively work with clients who have a demonstrated potential differentiation over the standard of care. In this pursuit, we hold the following core values in high regard: Trust, Customer Success, Excellence Without Bias, Teamwork.

We realize that to build this vision, Grant Engine must be a leader in the field. We identify innovation from every corner of our company, and we are committed to innovation in every facet of our work. Each of us gets results by employing, or pioneering, cutting-edge techniques in communication and program management to realize our vision. We know that every detail matters. We are committed to successfully delivering on our goals so that our partners can deliver on theirs. Everyone on our team realizes that when clients win, our mission is accomplished.

A key tenet of the Grant Engine team is that we work well together! We trust one another’s judgment and have established an effective dynamic of delivering on our individual goals to the point that trust has been built and we rely on each other to deliver.

Individuals with superior skills and a demonstrated track record will be considered for immediate full-time

Job Title:

Product Funding Executive

Reports To:

Chief Executive Officer

Location

United States, Remote/virtual

Defense/Dual Use, Space, Energy & Infrastructure, and Others.

• Close new business in order to meet or exceed revenue goals.
• Build and maintain a sales pipeline that directly leads to converted sales.
• Run disciplined discovery and qualification on every opportunity. This includes learning the prospective client’s technology, confirming technology fit, assessing funding readiness, and more. Further, we expect the PFE to be able to disqualify early where fit is weak.
• Construct client proposals, present pricing, negotiate scope and terms, and secure signatures.
• Deliver an accurate weekly forecast and maintain complete, current records of every account, contact, opportunity, and next step in HubSpot.
• Obtain an understanding of prospective clients’ technologies and business needs quickly and deliver content & advice on behalf of Grant Engine.
• Add tangible value to Client’s overall company strategy (team, funding, technology/IP, marketplace),product profile and roadmap and product’s quantitative differentiators against standard of care or state of the art.
• Stay up to date on grant funding opportunities and requirements, particularly NIH, DoD, and NSF SBIR/STTR programs as well as other funding sources at BARDA, ARPA-H, DoD CDMRP and MTEC, FDA, CARB-X, and disease and global health foundations, among many others.
• Work with CEO and Marketing Team to develop marketing, business development, and client satisfaction strategies.
• Lead webinars and speaking engagements, attend priority industry conferences, and work with SMEs and marketing teams to convert those activities into sales.
• Execute a clean handoff of every closed client to the Delivery team, including scope sold, commitments made during the sales cycle, and account context.
  

Necessary Qualifications:

• Must have experience working in grants and non-dilutive arena (SBIR, OTA, BAA etc.)
• Must have experience in sales, market development, and new revenue generation at an executive level
• Experience with Hubspot
• Excellent organizational skills
• Demonstrated track record of impeccable relationship building and client management
• Excellent oral, written communication and presentation skills

Additional Qualifications and Competencies:

• Advanced degree strongly preferred.
• Relationship Building: Internal and external customer service, objectivity, credibility, confidentiality, proactivity, responsiveness, teamwork and mutual respect.
• Communication for Impact: Exceptional verbal and written English language communications skills, presentation skills, diplomacy, perceptual objectivity, active listening.
• Flexibility: Ability to handle changing priorities and multiple deadlines while maintaining high quality of workmanship.
• Ethical Practice: Rapport building, trust building, personal and professional integrity, credibility, professional and personal courage.

Compensation:

Competitive salary commensurate with experience. Bonus eligible.