Strategic Business Development, Public Sector

Required

• We need someone who:
• Turns interest into commitment: You ask who needs the capability, who can fund it, and how it will be purchased. You establish concrete next steps and reset or stop pursuits when there is no credible path forward.
• Makes decisions with incomplete information: You choose where to invest time and technical resources, test your assumptions with customers, and adjust as evidence changes.
• Works through the details: You stay close to technical requirements, commercial terms, and delivery dependencies. You bring the right people into the conversation, challenge assumptions, and make commitments grounded in what the team can deliver.
• Own revenue and account strategy. Source, qualify, negotiate, and close public sector and defense opportunities, then develop renewals and expansion. Prioritize agencies, programs, and partners, with account plans and forecasts grounded in customer commitments, funding, and contracting milestones.
• Build relationships and a path to purchase. Engage mission users, technical leaders, program managers, budget owners, and contracting teams. Shape pursuits around acquisition timelines and available contract routes, deciding when to sell directly or work through a prime, integrator, or reseller.
• Turn technical evaluations into funded deployments. Work with solutions and engineering teams to establish the customer’s requirements for accuracy, latency, memory, power, connectivity, and deployment environment, then define use cases, target hardware, performance criteria, resources, and timelines. Establish the funding and transition path early, and coordinate security, data handling, authorization, and integration requirements.
• Lead commercial negotiations. Structure model licensing, embedded distribution, partner agreements, and scoped development work with Legal and Finance. Align pricing, usage rights, data and intellectual property, support, and delivery commitments.
• Build partnerships that extend our reach. Develop relationships with defense primes, integrators, and defense technology companies that can bring Liquid into broader platforms and programs. Coordinate joint pursuits and proposal inputs.
• Establish how the business scales. Build account coverage, qualification standards, and a regular pipeline review process. Turn early wins into repeatable approaches, bring customer requirements into product planning, and help leadership identify future capabilities and hiring needs.
• Experience & Capabilities
• A strong record of personally sourcing and closing U.S. defense business in software, AI/ML, infrastructure, or another technically complex market, with clear revenue ownership and performance against targets.