Sr. Growth Marketing Manager, Defense & National Security

Arlington, VA
Full Time
Experienced

Job Description

If you're experienced in closing deals across the defense and national security community and want to directly shape growth in a mission-driven organization, we'd love to connect!

Who we are:

  • FedTech is a group of entrepreneurially minded people on a mission to unlock the benefits of technology.
  • We believe in the value of deep tech and its positive impact on the world, aspiring to democratize access to it for entrepreneurs and professionals around the world.
  • We are venture builders who thrive at the intersection of US entrepreneurship, breakthrough technologies, and mission-driven organizations. 
  • Since 2015, we have supported over 1,000 companies that have collectively raised more than $5B in funding, while also partnering with hundreds of corporate, government, and university clients.

What you’ll do:

You will lead business development for FedTech’s defense and national security portfolio, driving growth across the Department of Defense, Intelligence Community, and service-level innovation organizations. In this role, you will identify, shape, and close new business opportunities while owning the full business development lifecycle—from pipeline generation and opportunity capture to contract award. You'll also collaborate closely with cross-functional teams to develop winning strategies, deliver compelling proposals, and ensure successful execution throughout the sales process. 

Typical functions include:

  • Business Development and Sales
    • Manage and grow a portfolio of relationships across the defense and national security ecosystem, including key stakeholders within the Department of Defense, service branches (Army, Navy, Air Force, Space Force), and innovation-focused organizations such as DIU, AFWERX, and OSD R&E, as well as the broader intelligence community. 
    • Identify, develop, and close new business opportunities, with a focus on building long-term customer relationships and generating new revenue streams for FedTech.
    • Expand FedTech’s pipeline by leveraging both existing organizational relationships and independently developed connections within the defense and national security community.
    • Meet quarterly revenue and pipeline targets, with performance measured against defined business development objectives and key results.
    • Qualify and prioritize opportunities using structured evaluation criteria and maintain accurate, up-to-date records in CRM systems.
  • Capture and Proposal Strategy
    • Lead capture efforts for federal opportunities, including RFPs and BAAs, from initial opportunity assessment through proposal submission.
    • Participate in key capture activities such as bid/no-bid decisions, teaming strategy, proposal development, pricing coordination, and submission planning in collaboration with internal stakeholders.
    • Build and manage strategic partnerships with prime contractors, federal integrators, and specialized firms to strengthen competitive positioning on major pursuits.
    • Contribute to the development and refinement of new service offerings within the defense and national security practice.
  • Stakeholder and Account Management
    • Develop and maintain strong relationships with government agencies, prime contractors, venture partners, national laboratories, and other key organizations within the defense and national security ecosystem.
    • Collaborate closely with internal delivery teams to ensure alignment on account strategy, customer engagement, and post-award transition.
    • Represent FedTech at industry events, conferences, and government/defense innovation forums to strengthen visibility and partnerships.
    • Identify and support new growth opportunities that may evolve into recurring programs or long-term partnerships.

Successful candidates will have the following qualifications:

  • 8+ years of business development, capture, or growth experience within defense, national security, or adjacent federal markets.
  • Proven track record of winning and closing new business opportunities with the Department of Defense (DoD), Intelligence Community (IC), or related federal organizations.
  • Strong understanding of the defense and national security innovation ecosystem, including SBIR/STTR, OTAs, BAAs, federal laboratories, major contract vehicles, and technology transition pathways.
  • Experience leading the full business development lifecycle, from opportunity identification and capture strategy through proposal development, customer engagement, and contract award.
  • Established relationships within the defense, national security, or federal innovation community, including organizations such as DIU, AFWERX, service innovation units, OSD R&E, federal laboratories, or IC innovation offices, are highly desirable.
  • Strong communication, presentation, and stakeholder management skills, with the ability to engage senior government leaders and communicate complex technical, business, and contracting concepts.
  • Ability to operate across multiple functions, including business development, partnerships, capture, proposals, and customer-facing engagements in a fast-paced environment.
  • Experience using CRM, collaboration, productivity, and AI-enabled tools (e.g., HubSpot, Google Workspace, Slack, Unanet, Claude, and similar platforms) to drive efficiency and business outcomes.
  • Active or recent security clearance preferred (Secret minimum; TS/SCI a plus).
  • Highly organized, adaptable, entrepreneurial, and results-oriented, with a strong sense of ownership and commitment to continuous learning.

Our Values:

  • Boldness: We have the fortitude to forge new paths and push beyond our comfort
  • Unity: We treat our clients, team members and partners as we would like to be treated - we are one united team
  • Introspection: We recognize introspection is the necessary ingredient in which self-improvement flourishes
  • Leadership: We embrace servant leadership - putting the interests of client, team partners and partners first
  • Decisiveness: We have a strong bias towards action

Compensation: 

  • Base salary range: $120-140k
    • The salary range listed for this position is based on market data and internal compensation structure. The final compensation package will be determined based on a variety of factors including, but not limited to, relevant experience, skills and education. This range is not a guarantee of compensation, and offers may fall outside this range in exceptional cases.
  • In addition to the base salary, compensation includes performance-based bonus (OTE) and ability to earn equity 
  • A competitive benefits package including 401K with employer match, health/dental/vision plans through Blue Cross Blue Shield, accrued PTO, professional development funds, employer paid disability insurance, parental leave, transportation and wellness reimbursements, amongst others.

Location: The position will be set up as a hybrid work arrangement in any of the following locations:

  • 3 days in person at our headquarters in Arlington, VA, and 2 days remote
  • 2 days in person at our office in Boston, MA and 3 days remote
  • 2 days in person at our office in Austin, TX and 3 days remote

Travel: Up to 20-30% based on business needs

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