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EdgeRunner AI is a dual-use research lab building frontier open-weight AI for the U.S. military and heavily regulated industries. The company has raised $17.5M from leading VCs including Madrona Ventures and HP Tech Ventures, and has partnered with the U.S. Army, Air Force, and Space Force.
As Alliance Lead for the U.S. Navy, you will drive growth and adoption of EdgeRunner technology across the Navy and affiliated organizations. You will own the full capture lifecycle—prospecting, sales development, proposal execution, and customer deployment—working closely with engineering, research, and product teams. You will travel on-site to work directly with operators and Navy acquisition stakeholders to scope, prototype, and implement solutions supporting national security priorities.
Key responsibilities include:
- Leading Navy business development from early-stage pipeline creation through contract execution, operational deployment, and program expansion
- Partnering with executive leadership (CEO, COO, VP Growth) and collaborating cross-functionally with engineering, research, product, and government affairs teams
- Overseeing the full Navy sales pipeline and leading proposal development efforts including RFP responses, pricing strategies, and contract negotiations to position EdgeRunner for Program of Record capture
- Converting early-stage pilots and agreements into long-term contract vehicles (BAAs, SBIR Phase II/III, OTAs, IDIQs)
- Building and managing high-trust relationships across key Navy stakeholders, program offices (NAVWAR, NAVSEA, NAVAIR, ONR), and acquisition leaders
- Identifying high-value operational use cases (C2, ISR, logistics, tactical edge decision support) aligned with Navy modernization priorities
- Representing EdgeRunner AI at industry forums, trade shows, government briefings, and partner meetings
- Traveling approximately 25% for customer meetings, scoping, prototyping, and deployments
The company offers 100% remote-first culture, 100% company-covered health, dental, and vision for employees, 401(k), WeWork access, IT stipend, and unlimited PTO.
REQUIREMENTS:
- 7+ years of direct or immediately relevant Navy experience—ideally a combination of military/operational background and defense industry business development or deployment roles
- Deep familiarity with the Navy acquisition ecosystem, program offices, and funding pathways
- Proven ability to drive adoption of emerging technology within Navy or DoD enterprise environments
- Exceptional communicator capable of bridging the gap between operators, software engineers, and acquisition officers
- Hands-on experience working directly with end-users to gather requirements, conduct user testing, and feed field insights into product roadmaps
- Active TS/SCI security clearance required
- Passion for supporting the U.S. military and allied forces; startup experience is a plus
