Defense and Business Development Lead

Company Description

At Ridgeline, we are pioneers in the fight against Ubiquitous Technical Surveillance, helping government and enterprise organizations protect what matters most in a rapidly evolving digital landscape. We are a company built for people who thrive on curiosity, creativity, and solving challenges no one else has cracked yet. Our culture rewards initiative, values collaboration over ego, and gives you the freedom to experiment and innovate.

We offer meaningful work, flexible remote options, a balanced work life rhythm, and a team of talented engineers and experts who support and inspire one another. Joining Ridgeline means contributing to technology that has real impact while growing your career in a place where your ideas and expertise genuinely matter.

We are hiring a Defense Growth and Business Development Lead to drive Ridgeline’s expansion within the defense market. Priority account areas include INDOPACOM, USCYBERCOM, and defense intelligence. This is a high-impact, individual contributor role designed for a "problem-solver" who understands how specialized operations actually work—and knows how to turn early technical pilots into scalable, repeatable programs.

This is not transactional sales; it is relationship-driven growth in high-trust, classified environments where mission intimacy and technical credibility are the primary levers for success.

You will be joining a specialized growth team that values technical depth over "slick sales" pitches. We offer a high-trust environment where you have the autonomy to solve hard problems while being supported by a world-class technical team and flexible contract vehicles.

• Master the Mission Tech:
  Become deeply fluent in Ridgeline’s secure technology and services, gaining the ability to articulate mission impact to operators and decision makers alike.
• Establish Strategic Engagement:
  Initiate and deepen trusted engagement with target organizations.
• Scale the "Small Win":
  Identify existing five-to-six-figure pilot programs and scale them into larger, multi-year deals.
• Validate Market Hypotheses:
  Leverage your existing professional network to validate 2–3 market hypotheses, gathering the insights necessary to guide our strategic go-to-market planning.

• Vertical Growth:
  Drive new business growth by leveraging strong operator credibility and existing networks.
• Strategic Problem Solving:
  Analyze complex operational needs in secure, classified domains and map Ridgeline’s solutions to address challenges in communications and mission coordination.
• Partnership Ecosystem:
  Engage large primes and industry partners as a key lever to gain momentum and scale our market share.
• Opportunity Shaping:
  Lead the development of strategic outreach materials—including white papers, technical briefs, and proposals that resonate with executive and operational leaders.
• Market Presence:
  Represent Ridgeline at industry forums, private briefings, and technical demonstrations to elevate brand awareness and opportunity capture.

Must Haves:

• Active TS Clearance: (TS/SCI preferred).
• Domain Intimacy:
  Direct experience or "intimacy knowledge" within the defense community with a priority on the INDOPACOM theater , USCYBERCOM and service components, and the defense intelligence enterprise.
• Technical Depth: A background in network communications, cyber operations, or technical services to maintain credibility with technical stakeholders.
• Demonstrated Scale:
  Proven ability to navigate the transition between small technical successes and larger, enduring programs.
• Mobility:
  Willingness to travel frequently to key mission hubs to meet with customers and industry.

• Familiarity with federal procurement process including contracting vehicles (e.g., GSA, SEWP, OTAs), budgeting cycles, and certifications (e.g., FedRAMP, DoDIN APL).
• 3+ years of proven experience in federal solutions or growth.
• Experience in a high-growth technology company or with technical program management in areas like software development or systems engineering.
• Experience managing a robust pipeline of opportunities valued…