Director of Sales and Innovation

WHO WE ARE

Plug and Play is a global innovation platform and early-stage venture capital firm. Our mission is to make innovation open to anyone, anywhere. Each year, thousands of startups engage with our corporate and government partners through curated innovation programs and investment opportunities.

With 65+ locations worldwide and a network of 550+ partners across 25+ industries, we help startups scale and help corporates, investors, and government agencies innovate. Our partners include organizations such as Lockheed Martin, Shell, Walmart, Airbus, Pfizer, Colgate, and Pepsi Co, among many others.

Our investment portfolio includes early bets on Pay Pal, Dropbox, Honey, Guardant Health, BigID, Rappi, Flutterwave, Hippo, and Apply Board.

In Washington DC, Plug and Play is partnering with Consortium Management Group (CMG) to launch a federal innovation hub focused on connecting startups and technologies with U.S. government agencies and defense consortium members. The hub will serve as a gateway for emerging technologies in AI, Energy, Cybersecurity, Mobility, and Advanced Manufacturing, driving collaboration and accelerating government adoption.

We are seeking a Director of Sales and Innovation to lead the launch and growth of Plug and Play’s Washington DC presence in partnership with CMG. This senior role combines federal business development, ecosystem relationship building, and program delivery through curated Dealflow sessions and innovation engagements.

The ideal candidate has experience working within the federal innovation and contracting ecosystem — including OTAs, SBIR/STTR, DIU, AFWERX, and other government tech transition pathways — and brings a deep understanding of how to bridge startups, government buyers, and industry partners.

• Build and manage a pipeline of federal agencies, prime contractors, and consortium members to participate in Plug and Play’s innovation activities.
• Lead business development and partnership efforts in the DC region, securing funding and engagement from both public- and private-sector entities.

• Own the P&L for the DC operation, ensuring long-term financial sustainability and growth.
• Collaborate closely with CMG leadership to identify technology gaps, priority focus areas, and engagement strategies for consortium members.

• Design and deliver curated Dealflow sessions connecting startups and technologies to federal end-users and consortium members across multiple sectors (e.g., Energy, AI, Cyber, Health, Defense, Mobility).
• Coordinate with Plug and Play’s vertical leaders and subject matter experts worldwide to source the most relevant startups for each session.
• Facilitate cross-vertical collaboration to ensure tailored startup recommendations for government and defense stakeholders.
• Track impact metrics, success stories, and technology transition outcomes.

• Cultivate relationships with federal innovation entities (DIU, AFWERX, DARPA, ARPA-H, NIST, DOE, DHS S&T, etc.), as well as local universities, labs, VCs, and consortia.
• Represent Plug and Play at DC-area government, defense, and innovation events, positioning the company as a trusted bridge between startups and federal needs.
• Serve as a thought leader and connector across the DC innovation community.
• Deliver reports and maintain strong relationships with CMG and federal stakeholders.

• Bachelor’s degree in business, technology, public policy, or a related field.
• 5–7+ years of experience in federal innovation, government contracting, or technology commercialization.
• Proven track record in partnership development and stakeholder engagement with government or defense agencies.
• Familiarity with federal innovation and acquisition pathways (OTAs, SBIR/STTR, BAA, DIU, etc.) strongly preferred.
• Experience engaging with dual-use startups and deep-tech innovation ecosystems.
• Excellent communication, relationship management, and presentation skills.