Defense Sector Growth and Capture Lead

Role Overview:

The Defense Sector Growth and Capture Lead will drive business development and capture within the Department of Defense (DoD) and broader U.S. Government market. This individual will lead go-to-market (GTM) strategies for Red Cell and its portfolio companies—building trusted relationships identifying opportunities and advancing early-stage ventures into enduring government programs. This role blends hands-on pursuit and capture execution with scalable process-building.

Key Responsibilities:

• Business Development & Capture:

  • Lead identification qualification and pursuit of DoD and federal opportunities—spanning SBIR/STTR OTA IDIQ and prototype-to-production pathways.

  • Engage directly with government customers primes and partners to shape requirements and position Red Cell and its portfolio for success.

  • Track and organize capture activities and proposal responses (RFIs Sources Sought BAA/CSO RFPs/RFQs).

• Go-To-Market Execution:

  • Develop and execute tailored GTM strategies for Red Cell and its portfolio.

  • Translate Red Cell’s technical capabilities into mission-relevant value propositions and clear pathways to procurement.

  • Support portfolio company founders in building repeatable DoD-ready sales processes that drive early traction and long-term growth.

• Strategic Partnerships:

  • Build and sustain partnerships with defense primes integrators and high-growth dual-use companies to create teaming subcontract and channel opportunities.

  • Represent Red Cell and portfolio companies at industry events government innovation challenges and consortia to expand visibility and credibility.

• Growth Infrastructure:

  • Establish standardized BD and capture frameworks that can scale across the National Security Practice.

  • Implement CRM and pipeline tracking processes aligned to federal acquisition stages and Red Cell’s internal growth metrics.

  • Maintain consistent pipeline reporting and growth reviews with Red Cell leadership and portfolio executives.

• Market Intelligence:

  • Maintain situational awareness of budgets solicitations and customer demand signals across the defense innovation ecosystem (DIU AFWERX AAL etc.).

  • Track mission needs funding trends and competitive activity to inform portfolio investment theses and new company incubation.

  • Identify emerging capability gaps where Red Cell can launch or position ventures with asymmetric advantage.

What Success Looks Like:

• A growing qualified DoD/USG pipeline distributed across Red Cell’s portfolio.

• Demonstrated quarterly progress through key sales milestones.

• Year-over-year growth in total contract value and recurring government revenue.

• Established partnerships and follow-on awards validating Red Cell’s strategic positioning in the defense market.

Qualifications:

• 7–10+ years of business development or capture experience in defense or national security markets.

• Proven success leading full-lifecycle pursuits and winning complex technical contracts.

• Deep understanding of DoD acquisition models (FAR OTA SBIR/STTR IDIQ).

• Ability to translate technical concepts into mission-aligned solutions for executive and technical audiences.

• Strong relationship network across DoD and defense innovation communities.

• Highly self-motivated collaborative and comfortable in a fast-moving venture environment.

• Ability to obtain or maintain a U.S. DoD Security Clearance.

• Bachelor’s degree required; advanced degree preferred.

• Willingness to travel up to 25%.

Benefits:

• 100% employer paid comprehensive health care including medical dental and vision for you and your family.

• Paid maternity and paternity for 14 weeks at employees' normal pay.

• Unlimited PTO with management approval.

• A fully remote results-based work environment.

• Opportunities for professional development and continued learning.

• Occasional travel to our offices or alternative locations to collaborate with your team in person.

• Optional 401K FSA and equity incentives available.

Salary Range: $245000-$275000 + potential commission. This represents the typical salary range for this position based on experience skills and other factors.