Enterprise Client Partner (Government)

Job Title: Enterprise Client Partner (Government)

Job Type: Full-time

Location: Remote (DC area)

The Role

We are seeking a Client Partner to help drive adoption of advanced AI capabilities within U.S. Government and defense environments. This role is focused on building relationships across DoW, federal agencies, and defense contractors, translating mission needs into deployable AI solutions.

This is an individual contributor role for someone who can operate in ambiguous, early-stage environments: owning deals end-to-end while helping shape our go-to-market motion in the defense ecosystem.

What You’ll Do

• Identify, engage, and close opportunities across U.S. Government, DoW, and defense contractor ecosystems.
• Build trusted relationships with operators, program managers, and technical stakeholders in mission-critical environments.
• Translate real-world mission needs into AI-driven solutions that can be deployed in secure and constrained environments.
• Own the full deal cycle: from early discovery and stakeholder mapping through contract execution and expansion.
• Navigate government procurement processes, including working with primes, subcontractors, and acquisition pathways.
• Partner with internal product and engineering teams to align capabilities with mission requirements.
• Drive initial deployments and ensure successful adoption within operational workflows.
• Maintain clear pipeline visibility and provide insight into government demand signals and priorities.
• Help shape our defense GTM strategy, positioning, and early customer footprint.

What We Look For

• Background in the U.S. military, Department of War, or broader U.S. Government ecosystem.
• Experience working at or with a defense contractor or defense tech company.
• Strong understanding of how government programs, procurement, and stakeholder dynamics operate.
• Ability to engage both technical and non-technical stakeholders in mission-driven environments.
• High ownership mindset with the ability to operate independently in an early-stage setting.
• Strong communication skills with the ability to translate between technical capabilities and mission outcomes.
• Hunger and drive to build—this is a hands-on role with significant growth potential.

Preferred

• Experience in early-stage defense tech startups.
• Exposure to AI/ML, data systems, or autonomy in defense applications.
• Familiarity with acquisition pathways (e.g., SBIR, OTA, IDIQ).
• Existing network within DoW, federal agencies, or defense primes.
• Prior experience supporting or leading government-facing sales efforts.