Mission Development Manager

About Us

At Gallatin, we are rebuilding defense logistics for the warfighters of the United States and allied forces. We take an AI-first approach to improve defense readiness through software products that streamline and modernize logistics operations from factory to foxhole and result in better decisions and outcomes.

We believe that you won’t change the world by phoning it in and as such we work from our offices in Washington DC or in El Segundo, California.

About The Role

We’re hiring a Mission Development Manager with specific experience working with the US Department of Defense (DOD) to play a foundational role in growing our national security and defense business. In this role, you’ll own customer engagement, partner development, and revenue growth across a strategic segment of the DOD. You’ll identify mission groups with high-value problems, design pilot engagements, convert those into funded programs, and establish long-term strategic relationships across the DOD.

This is a cross-functional, high-impact role that works closely with product, engineering, mission success, and finance. You will be both a strategist and an operator — equally comfortable building senior-level relationships, scoping mission concepts, and driving execution to deliver operational impact.

What You’ll Do

Customer & Mission Engagement

• Source, qualify, and close new opportunities across assigned accounts and mission areas.

• Identify mission groups and user problems where our technology provides clear operational value.

• Craft tailored value propositions and mission concepts to address customer needs.

Pilot Development & Execution

• Scope and negotiate pilot engagements with operational units.

• Convert pilots into sustained programs by securing senior-level sponsorship and shared roadmaps.

Strategic Growth & Partnerships

• Build and maintain executive relationships across the DOD.

• Represent the company at briefings, working groups, and industry events.

• Identify, onboard, and manage strategic partners and subcontractors to enable scaling.

Sales & Pipeline Management

• Develop and execute account plans and territory strategies.

• Maintain accurate pipeline tracking and forecasting in CRM (Salesforce or equivalent).

• Deliver against financial and growth KPIs, including bookings, pipeline velocity, win rate, and ARR/MRR.

What We’re Looking For

• Must have 5–10+ years of experience selling technology or mission capabilities into DOD or national security customers.

• Experience with the Federal Sales Cycle.

• U.S. Citizenship (required) and ability to obtain necessary security clearances. Active or previously held DoD/IC clearance strongly preferred.

• Proven track record of managing and closing complex sales cycles, including converting pilots into long-term programs.

• Strong understanding of government acquisition and budgeting processes (PPBE, contracting vehicles, appropriation timing) or equivalent experience navigating them.

• Exceptional communication skills with the ability to present to senior leaders and craft compelling technical-commercial narratives.

• Comfortable working in a fast-paced, startup-like environment with frequent travel (~50%).

Bonus Points

• Prior military service or deep mission-domain expertise (as operator, planner, or program manager).

• Experience with software-first or data-driven products (SaaS, AI/ML, cloud, sensor fusion) for defense or national security.

• MBA or advanced technical degree (helpful but not required).

• Familiarity with CRM tools, DODprocurement methods, and partner ecosystems.

Why Join Us?

• Play a pivotal role in delivering technology that directly impacts mission success for U.S. and allied forces.

• Work at the intersection of defense, cutting-edge technology, and national security.

• Competitive compensation package, including base salary and equity

• Comprehensive healthcare, 401(k) match, parental leave, professional development stipend, and relocation assistance as needed.

• Fast-moving, mission-driven culture with opportunities for career growth and impact.

Clearance & Travel Requirements

• Willingness to travel up to 50% for customer engagements, demos, and field deployments.

• Many roles require U.S. Person status and the ability to obtain and maintain Secret or Top Secret clearance.