Alliance Lead - U.S. Navy

About EdgeRunner AI EdgeRunner AI is an American dual-use research lab building frontier open-weight AI for the U.S. military and heavily regulated industries. Our goal is to increase our chance of winning the fight by arming the warfighter with domain-specific AI agents that create a common operating picture, enhance battle readiness from training to deployment, mitigate risk in live combat, and bridge the gap between human and machine. Applied AI has the potential to transform the DoD, but adoption has been blocked due to several factors: lack of domain expertise, opaque training data, cost-prohibitive and compute-intensive applications, potentially dangerous biases, and dependency upon internet access that requires moving data to the cloud. We seek to solve these challenges by developing safe, secure, and transparent AI solutions that can run on-device at the tactical edge. We’ve partnered with organizations critical to our national security, including the U.S. Army, U.S. Air Force, and U.S. Space Force, and have raised $17.5M in funding from leading VCs, including Madrona Ventures, HP Tech Ventures, Four Rivers Ventures, and Alumni Ventures.

About the Role As Alliance Lead for the U.S. Navy, you will drive the growth and adoption of EdgeRunner technology across the U.S. Navy and affiliated organizations. You will own the full capture lifecycle—prospecting, sales development, proposal execution, and customer deployment—working closely with our core 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 that support national security priorities.

What You'll Do

• Drive Growth: Lead Navy business development from early-stage pipeline creation through contract execution, operational deployment, and program expansion.

• Executive & Cross-Functional Alignment: Partner with executive leadership (CEO, COO, VP Growth) and collaborate cross-functionally with engineering, research, product, and government affairs.

• Pipeline & Deal Capture: Oversee the full Navy sales pipeline; lead proposal development efforts including RFP responses, pricing strategies, and contract negotiations to position EdgeRunner for Program of Record capture.

• Contract Vehicle Strategy: Convert early-stage pilots and agreements into long-term contract vehicles (BAAs, SBIR Phase II/III, OTAs, IDIQs).

• Stakeholder Engagement: Build and manage high-trust relationships across key Navy stakeholders, program offices (e.g., NAVWAR, NAVSEA, NAVAIR, ONR), and acquisition leaders.

• Mission Scoping: Identify high-value operational use cases (C2, ISR, logistics, tactical edge decision support) aligned with Navy modernization priorities.

• Market Presence: Represent EdgeRunner AI at industry forums, trade shows, government briefings, and partner meetings to increase brand awareness.

• Travel Expectation: ~25% travel for customer meetings, scoping, prototyping, and deployments.

Qualifications

• Navy Expertise: 7+ years of direct or immediately relevant Navy experience—ideally a combination of military/operational background and defense industry business development or deployment roles.

• Acquisition Knowledge: Deep familiarity with the Navy acquisition ecosystem, program offices, and funding pathways.

• Track Record: Proven ability to drive adoption of emerging technology within Navy or DoD enterprise environments.

• Technical & Operator Translator: Exceptional communicator capable of bridging the gap between operators, software engineers, and acquisition officers.

• User Requirement Scoping: Hands-on experience working directly with end-users to gather requirements, conduct user testing, and feed field insights into product roadmaps.

• Security Clearance: Active TS/SCI clearance required

• Growth Mindset: Startup experience is a plus, but passion for supporting the U.S. military and allied forces is required.

Why Join Us We offer competitive salary, equity, and benefits, with individual pay determined by experience, relevant education, and training.

• 100% company-covered health, dental, and vision for employees; 50% for dependents.

• 100% remote-first culture (work from anywhere in the U.S.).

• 401(k) program.

• WeWork access and an IT stipend for equipment.

• Unlimited PTO.

EdgeRunner AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, veteran status, or disability status. Even if you don’t meet 100% of the qualifications above, we encourage you to apply if you are passionate about our mission.