You sit at the intersection of product, policy, pricing, and power -and you're accountable for all of it.

Responsibilities

Total Revenue Ownership

• Own all revenue across government, primes, strategic partners, and follow-on programs.
• Build and manage a defensible, forecastable revenue pipeline under high uncertainty.
• Drive bookings, backlog, and long-term program value.

Go-To-Market & Contracting Strategy

• Define and execute the company's defense GTM strategy.
• Decide when to pursue primes vs. direct awards vs. rapid acquisition paths.
• Set pricing, contract structures, and expansion strategy for programs of record.

Government & Executive Relationships

• Serve as a senior-facing representative to:
• DoD leadership
• Acquisition executives
• Strategic partners and primes
• Lead high-stakes negotiations and long-cycle program discussions.

Team & Process Build-Out

• Build and lead government sales, BD, and revenue operations functions.
• Implement disciplined pipeline management, CRM rigor, and contract tracking.
• Create repeatable processes without slowing velocity.

Cross-Functional Leadership

• Work hand-in-glove with Product, Engineering, and Operations to align delivery with revenue commitments.
• Translate customer demand into roadmap prioritization and deployment strategy.

Ownership Under Pressure

• Revenue gaps are your problem.
• Missed timelines are your problem.
• Wins are shared. Accountability is yours.

Required Qualifications

• Senior experience leading defense-focused revenue or business development.
• Deep familiarity with DoD acquisition, contracting, and budgeting cycles.
• Track record of scaling revenue in complex, regulated environments.
• U.S. citizenship and ITAR-compliant status.
• High tolerance for pressure, ambiguity, and responsibility.

Preferred Experience

• CRO, VP Sales, or Head of BD at a defense or deep-tech company.
• Experience taking products from prototype to program of record.
• Relationships with defense primes, integrators, or senior DoD stakeholders.
• Startup or scale-up experience in mission-critical industries.

What You'll Find at Wild West Systems

• Full ownership of revenue with real authority.
• A product that warfighters actually want.
• Direct influence on the future of autonomous defense.
• A culture that rewards execution, not politics.