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Eudia is an AI-powered legal and acquisition platform that has raised $105M in Series A funding from General Catalyst. The company is already engaged with the U.S. Air Force and Department of War, and serves Fortune 500 legal departments including Cargill, Coherent, ServiceNow, and Western Digital.
As Business Lead for the Defense Industrial Base, you will own end-to-end capture and growth of Eudia's business across aerospace and defense primes, mid-tier suppliers, and defense technology companies. This is a hunter role focused on identifying whitespace, building relationships with General Counsel, Chief Contracts Officers, VPs of Contracts, Chief Compliance Officers, and CISO organizations, and closing multi-million-dollar agreements.
Key responsibilities include:
- Executive Engagement: Build and sustain senior relationships with General Counsel, Deputy General Counsel, and contracts executives at primes and suppliers, understanding their workload pressures and aligning Eudia's solutions to measurable outcomes.
- Portfolio Ownership: Own a defined set of prime, mid-tier, and defense technology accounts. Set account strategy, manage stakeholder maps across legal, contracts, supply chain, IT, security, and export control functions, and demonstrate enterprise account leadership.
- Capture and Commercial Strategy: Identify and shape opportunities before budget cycles open. Determine the right commercial path including enterprise agreements, master services agreements, IRAD-funded pilots, and placement on approved supplier lists. Manage teaming arrangements where Eudia is the faster route for primes pursuing government programs.
- Revenue Growth: Take ownership of ARR targets through new account capture, enterprise-level agreements, renewal and option year fulfillment, and expansion across business units, programs, and international entities.
- Value Articulation: Articulate Eudia's value proposition to legal, contracting, compliance, and technical audiences. Represent Eudia at industry associations, supplier forums, and defense sector conferences.
You will need 10+ years of experience selling technology into aerospace and defense primes and suppliers, with a proven track record over the last 1-2 years of independently sourcing and closing new business. You should have a demonstrated hunter mentality with experience owning complex enterprise sales cycles end-to-end. Deep working knowledge of federal acquisition from the contractor side is essential, including FAR, DFARS, flowdown obligations, subcontracting, teaming, cost accounting, audit exposure, and export control. Established relationships across the sector and credibility in legal, contracts, and compliance organizations are required.
