Responsibilities

The Director, DoN Growth Campaign Leader leads the internal operating rhythm that enables Shield AI’s UAS pursuits with the Department of the Navy, including the U.S. Navy and U.S. Marine Corps. Opportunity-focused Go-To-Market (GTM) leaders retain ownership of their customers, capture strategies, account plans, and individual pursuits. This role serves as the connective tissue across those leaders, integrating information across the DoN portfolio and providing the VP, Mission Solutions with a clear, decision-ready view of campaign health, priorities, dependencies, risks, mitigations, and resource requirements.
The Director connects DoN pursuits with relevant activity across other Services, allied and partner nations, product and engineering, U.S. Government approvals, aircraft availability, ship and at-sea test windows, airworthiness and shipboard-suitability sequencing, internal investment, and industrial strategy. The role identifies shared dependencies and resource conflicts early, helps sequence competing demands, and coordinates the cross-functional support required for GTM leads to execute their captures effectively.
GTM leads remain accountable for customer engagement, account planning, capture strategy, win strategy, price-to-win, proposal content, and pursuit outcomes. The Director enables their success by improving coordination, reducing friction around shared resources, and ensuring that the broader organization is aligned behind the highest-priority Department of the Navy opportunities.
Scope & authority:
This is a senior, high-visibility seat with authority, not a reporting function:
Portfolio: Multiple concurrent Navy and Marine Corps pursuits across the X-BAT FoS, representing a multi-billion-dollar addressable opportunity.
Team: Leadership by influence role, leveraging dedicated capture-operations and analyst support, with the expectation to build the team as the portfolio scales.
Investment: Develops and co-stewards annual campaign and indirect investment against prioritized campaign returns.
Governance: holds a standing seat in DoN bid/no-bid and investment-prioritization reviews, and sets the agenda for the executive campaign review.
Growth path: a pipeline role toward senior Department of the Navy growth or general-management leadership at Shield AI.
Own the DoN view. Build and maintain the integrated DoN campaign picture across all X-BAT FoS DoN pursuits: strategy status, critical path, milestones, dependencies, decision points, and campaign health in one authoritative view.
Enable GTM leads. Give each GTM lead the templates, playbooks, data, competitive inputs, cost and schedule inputs, and cross-functional access they need to build and execute their own capture plan. Success is measured by their outcomes, not by your visibility.

Qualification

12–20+ years in capture managementStrong executive communicationComfort operating in ambiguousNaval aviation background — UExperience within business developmentExperience supporting executive staff

Required

U.S. person as defined by ITAR (22 CFR 120.62), with the ability to obtain and maintain a DoD Top Secret/SCI clearance and Special Access Program (SAP) eligibility.
12–20+ years in capture management, program management, strategic operations, business operations, technical program management, or a comparable cross-functional leadership role.
Demonstrated success leading highly complex initiatives with multiple interdependent workstreams across engineering, business development, operations, finance, and executive leadership.
Working knowledge of how Department of the Navy programs actually get funded and fielded — ASN(RD&A) and NAVAIR program-office dynamics (particularly PAE(A)) and the unmanned aviation portfolio), Navy and Marine Corps resource sponsorship and requirements staffing (N9/N98) and the Marine Corps aviation requirements process, the PPBE/POM cycle and Navy budget submission rhythm, and rapid-acquisition pathways such as OTAs, CSOs, Middle Tier of Acquisition, SBIR/STRATFI, DIU, ONR, and NavalX, including the transition from prototype to program of record.
Proven ability to influence without direct authority and to drive accountability across functions and geographies.
Strong executive communication: leadership briefings, dashboards, metrics, and decision-support materials that lead to decisions rather than discussion.
Deep operational rigor in integrated schedules, critical path, milestones, action tracking, dependency management, and risk mitigation.
Comfort operating in ambiguous, fast-changing environments with competing priorities across multiple time zones.
Working understanding of the dependencies unique to naval aviation — NAVAIR airworthiness and flight-clearance processes, shipboard integration and suitability, environmental and marinization requirements, ship and at-sea test window availability, and DT/OT execution at Patuxent River and associated ranges.
A service orientation toward the GTM leads this role supports, and the judgment to know when to escalate versus resolve quietly.

Preferred

Active DoD Top Secret/SCI clearance and current Special Access Program accesses.
Experience supporting Department of Defense, aerospace, autonomy, robotics, aviation, or defense-technology organizations.
Naval aviation background — U.S. Navy or Marine Corps operational, test, staff, or acquisition experience, or equivalent industry experience delivering aircraft to the Department of the Navy.
Experience within business development, capture, proposal operations, strategic planning, or growth organizations running multiple concurrent U.S. Government pursuits.
Familiarity with the export and international mechanisms that shape Department of the Navy pursuits — foreign disclosure determinations, FMS/DCS pathways, and security cooperation planning — where allied demand affects the Navy business case.
Experience building executive dashboards, KPIs, operational scorecards, or portfolio health metrics.
Experience supporting executive staff, chief-of-staff organizations, Strategy and Operations teams, or enterprise PMOs.
Fluency with integrated schedule and work-management tooling (e.g., Microsoft Project, Smartsheet, Jira), and an advanced degree or relevant certification (MBA, PMP, Lean Six Sigma) is a plus but not required.

Director, DoN Growth Campaign Leader (X-BAT Family of Systems) (R6365) at f7d8749a-72d6-407c-bf98-292ea630c73a · LumiJobs

Director, DoN Growth Campaign Leader (X-BAT Family of Systems) (R6365)

Responsibilities

Qualification

Required

Preferred

Benefits

Company

f7d8749a-72d6-407c-bf98-292ea630c73a

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