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Defense Sector Growth and Capture Lead

Washington, D.C. (Remote in Continental U.S. considered)

About Us

Red Cell Partners is an incubation firm building and investing in rapidly scalable technology-led companies that are bringing revolutionary advancements to market in three distinct practice areas: healthcare, cyber, and national security. United by a shared sense of duty and deep belief in the power of innovation, Red Cell is developing powerful tools and solutions to address our Nation’s most pressing problems. 

Role Overview:

The Defense Sector Growth and Capture Lead will drive business development and capture within the Department of Defense (DoD) and broader U.S. Government market. This individual will lead go-to-market (GTM) strategies for Red Cell and its portfolio companies—building trusted relationships, identifying opportunities, and advancing early-stage ventures into enduring government programs. This role blends hands-on pursuit and capture execution with scalable process-building.

 Key Responsibilities:

  • Business Development & Capture:
    • Lead identification, qualification, and pursuit of DoD and federal opportunities—spanning SBIR/STTR, OTA, IDIQ, and prototype-to-production pathways.
    • Engage directly with government customers, primes, and partners to shape requirements and position Red Cell and its portfolio for success.
    • Track and organize capture activities and proposal responses (RFIs, Sources Sought, BAA/CSO, RFPs/RFQs).
  • Go-To-Market Execution:
    • Develop and execute tailored GTM strategies for Red Cell and its portfolio.
    • Translate Red Cell’s technical capabilities into mission-relevant value propositions and clear pathways to procurement.
    • Support portfolio company founders in building repeatable, DoD-ready sales processes that drive early traction and long-term growth.
  • Strategic Partnerships:
    • Build and sustain partnerships with defense primes, integrators, and high-growth dual-use companies to create teaming, subcontract, and channel opportunities.
    • Represent Red Cell and portfolio companies at industry events, government innovation challenges, and consortia to expand visibility and credibility.
  • Growth Infrastructure:
    • Establish standardized BD and capture frameworks that can scale across the National Security Practice.
    • Implement CRM and pipeline tracking processes aligned to federal acquisition stages and Red Cell’s internal growth metrics.
    • Maintain consistent pipeline reporting and growth reviews with Red Cell leadership and portfolio executives.
  • Market Intelligence:
    • Maintain situational awareness of budgets, solicitations, and customer demand signals across the defense innovation ecosystem (DIU, AFWERX, AAL, etc.).
    • Track mission needs, funding trends, and competitive activity to inform portfolio investment theses and new company incubation.
    • Identify emerging capability gaps where Red Cell can launch or position ventures with asymmetric advantage.

What Success Looks Like:

  • A growing, qualified DoD/USG pipeline distributed across Red Cell’s portfolio.
  • Demonstrated quarterly progress through key sales milestones.
  • Year-over-year growth in total contract value and recurring government revenue.
  • Established partnerships and follow-on awards validating Red Cell’s strategic positioning in the defense market.

Qualifications:

  • 7–10+ years of business development or capture experience in defense or national security markets.
  • Proven success leading full-lifecycle pursuits and winning complex technical contracts.
  • Deep understanding of DoD acquisition models (FAR, OTA, SBIR/STTR, IDIQ).
  • Ability to translate technical concepts into mission-aligned solutions for executive and technical audiences.
  • Strong relationship network across DoD and defense innovation communities.
  • Highly self-motivated, collaborative, and comfortable in a fast-moving venture environment.
  • Ability to obtain or maintain a U.S. DoD Security Clearance.
  • Bachelor’s degree required; advanced degree preferred.
  • Willingness to travel up to 25%.

Benefits:

  • 100% employer paid, comprehensive health care including medical, dental, and vision for you and your family.
  • Paid maternity and paternity for 14 weeks at employees' normal pay.
  • Unlimited PTO, with management approval.
  • A fully remote, results-based work environment.
  • Opportunities for professional development and continued learning.
  • Occasional travel to our offices or alternative locations to collaborate with your team in person.
  • Optional 401K, FSA, and equity incentives available.

Salary Range: $245,000-$275,000 + potential commission. This represents the typical salary range for this position based on experience, skills, and other factors.

 

We’re an Equal Opportunity Employer: You’ll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

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