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Gallatin is rebuilding logistics infrastructure for U.S. national security missions through AI systems that drive decision-making from factory to foxhole. The company is hiring a Mission Development Manager to drive adoption of its Navigator platform across Air Force and Space Force operations supported by $50+ billion in annual investment.
This is a full-cycle growth role focused on identifying high-value mission problems, creating net-new opportunities, building relationships with operational and acquisition stakeholders, and leading complex pursuits from discovery through award. You will understand how the Air Force and Space Force operate, translate mission needs into executable opportunities, and position Gallatin's Navigator platform against consequential logistics, readiness, sustainment, and operational-planning challenges.
Key responsibilities include:
- Building Gallatin's Air Force and Space Force business across priority commands, program offices, mission communities, and operational users
- Identifying high-impact problems in logistics, sustainment, readiness, mobility, maintenance, deployment, installation support, and contested operations
- Engaging mission users and leaders to understand operational workflows and translate them into measurable outcomes
- Creating net-new pipeline and leading qualified pursuits from discovery through technical validation, acquisition, negotiation, and award
- Developing champions, aligning stakeholders, and navigating funding, contracting, security, and integration requirements
- Leading territory and account planning with clear opportunity strategies, CRM discipline, and accurate forecasts
- Coordinating cross-functional teams (Product, Engineering, Solutions, Capture, executives) to deliver mission-aligned solutions
You will operate in a matrixed environment, lead through influence rather than formal authority, and maintain accountability for pipeline development, bookings, forecast accuracy, and territory growth. Success requires equal parts mission credibility, enterprise sales discipline, acquisition fluency, and personal initiative.
REQUIREMENTS:
- 8+ years of relevant professional experience; 10–15 years attractive for candidates combining military/government and commercial experience
- 5+ years working with or selling into the U.S. Air Force and/or U.S. Space Force strongly preferred
- Demonstrated success selling complex enterprise software, AI/data platforms, SaaS, or mission technology into the federal government
- Proven ownership of seven-figure enterprise opportunities from identification through technical evaluation, acquisition, negotiation, and close
- Track record of creating net-new pipeline and driving opportunities to closure (not simply managing inherited accounts or responding to RFPs)
- Strong understanding of USAF/USSF organizations, missions, command structures, acquisition processes, funding cycles, and stakeholder environments
- Domain experience in logistics and sustainment, readiness, supply chain, maintenance, mobility, deployment and distribution, operational planning, contested logistics, fuel, medical logistics, installation support, or Space Force sustainment/readiness
- Demonstrated ability to develop and execute territory and strategic account plans
- Strong command of enterprise sales fundamentals: discovery, qualification, stakeholder mapping, champion development, opportunity strategy, competitive positioning, technical validation, close planning, and executive engagement
- Ability to manage long, complex, multi-stakeholder federal sales cycles while maintaining urgency and measurable deal progression
- Strong forecasting discipline and ability to maintain an accurate, defensible pipeline and forecast in CRM
- Sufficient technical fluency to credibly engage customers around AI, data, SaaS, APIs/integration, workflow automation, decision support, and enterprise platforms
- Ability to translate operational problems into workflows, requirements, measurable outcomes, and executable opportunities
- Experience navigating federal acquisition vehicles and pathways, including FAR-based procurements, IDIQ/task orders, OTAs and other rapid-acquisition mechanisms
- U.S. citizenship and ability to obtain/maintain a security clearance required
- Active Secret preferred; active TS/SCI highly desired
BONUS:
- Active U.S. government security clearance (Secret, TS, or TS/SCI)
- U.S. military or government service background — operational, acquisition, J4/G4/N4/A4, or equivalent
- Prior mission development, BD, or account leadership experience at a defense-tech startup, growth-stage federal contractor, or hyperscale commercial logistics provider
- Experience advancing AI, data, autonomy, or logistics/sustainment software
- Existing relationships across primes, systems integrators, and defense innovation organizations (DIU, AFWERX, SOFWERX, NavalX, DEF, etc.)
- Familiarity with FMS and international procurement mechanisms
