Principal, Business Development Marine Corps

Remote

Company Intro: TurbineOne is the frontline perception company. We deliver decision advantage, better situational awareness, and stronger force protection. Our customers love how we automate the right portions of the military intelligence cycle while keeping them in the loop. The company is a small, fast-moving, and high-performance startup that is backed by the best DefenseTech venture capitalists.

 

Sales Team: You would join a successful team whose leaders include three former Commanders of the Joint Intel Brigade, a multiple-time leader of units recognized as “Top Intelligence Unit” in their Service, and a TACRON Commodore among others. Our advisors include a former Commander of the Joint Special Operations Command, two former Directors of the Defense Intelligence Agency and National Geospatial Agency, and the most senior leaders of Service Branch' s Intel organizations.You will also have inspiring partners in the Product and Engineering teams, who are highly responsive to customer needs.

 

Job Title: Principal, Business Development Marine Corps

• Reporting directly to Principal for Naval Business Development
• Geographically flexible for home-office and moderate domestic travel (~25%) should be expected.

 

Primary Responsibilities:

1. Deliver new revenue to TurbineOne through direct sales to the U.S. Marine Corps.
1. You will identify sales opportunities, drive leads into the sales funnel by directly engaging buyers, pitch our product (with support from the Sales team), document the scope of work (in collaboration with Solutions Architects), and negotiate the contract (with pricing approval from the Chief Revenue Officer).
2. Identify a military leader with the right kind of authority, then with the utmost care and ethical conduct, help that person to become a fanatical champion for TurbineOne’s product.
2. Contribute to the product & engineering roadmap through the richness of your military experience.
3. Drive expansions with current customers.
4. Contribute to the company's overall business strategy and marketing positioning.
5. Translate national security requirements to Silicon Valley engineers and similarly educate government Buyers on the tech industry’s best practices.

 

In a Typical Week You Will:

• Fly to a military base to witness our product being used by uniformed service members in the field and in workplace unclassified and classified operating environments.
• Host a Zoom call with military leaders and pitch them on why TurbineOne should be included in their upcoming events.
• Deliver live product demonstrations to help convince those with unobligated government funds to spend it on TurbineOne.
• Write a short Scope of Work document so that T1’s Capture Manager can expand the 1-pager into a 25-page package for a Contracting Officer.
• Get rejected by a personal friend that you thought would give us a giant contract, but for some undefined reason, is newly unresponsive to your messages.
• Educate old colleagues on why they should not buy the snake oil from a large Defense contractor.

 

Desired Experience:

• You’ve served in the Marine Corps for over 20 years of Active Duty.
• You’ve led major formations of Marines and served on senior level staffs.
• You have led technology-related projects for DoD to solve pressing problems.  
• You’ve personally closed, signed or negotiated at least one >$1M contract.

 

Startup Culture Expectations:

• Please refer to Elad Gil’s High Growth Handbook for general expectations on what should be “normal” for a company like TurbineOne.
• Just like in the White House, you will need to make your own photocopies. No great startup can afford most luxuries.
• Your position as a senior Marine is valued because it gives you experience, contacts, and inside knowledge of the challenges Marines face, but you must be able to put your former rank behind you and collaborate effectively with all members of the team regardless of background. 
• Every employee will develop quarterly metrics in order to transparently communicate, and objectively measure, one’s own performance.
• Everyone on the Team needs to be very comfortable with constant change, moving fast, sharing failures, embracing grit, and building things themselves. Most startups fail and no one will come to save us.