About the role
Vannevar is a defense technology company building AI to deter our adversaries. In the 21st century, conflict moves at algorithmic speed and foresight equals firepower. Our agentic AI is purpose-built to compete with China—from cross-Strait conflict to gray zone coercion. Trained on the most mission-relevant datasets in defense, our technology models adversary behavior, simulates campaigns, and recommends the best course of action to decision makers. Our AI systems are some of the most trusted in the industry and actively used on the front lines of the Indo-Pacific to keep the peace and save lives. Exceptional technology starts with exceptional people. Vannevar is a small agile team combining world-class engineers with veteran strategists who bring deep expertise in defense and tradecraft. We’re building a company defined by mission impact, user empathy, and disciplined growth. In just three years, we grew from $3M to $80M in ARR, achieved early profitability, and reached unicorn status—proving that disruption doesn’t require an ego, and staying power doesn’t mean standing still. What you’ll do Source, qualify, and develop new business opportunities across target industries or agencies Coordinate partner activities across multiple simultaneous engagements while maintaining clear communication and operational rigor. Drive end-to-end capture lifecycle, from early opportunity shaping through proposal development and contract award. This includes a multi-hatted person who can operate at the strategic level to support and develop concepts, as well as own the tactical level of driving proposal/whitepaper writing and analysis. Conduct market research to identify potential customers, decision-makers, and use cases Schedule and facilitate discovery calls, demos, and meetings the align with company strategy and government program pursuits Drive early capture activities: white papers, RFIs, tech demos, engagements, capability briefings, and TEMs. Represent Vannevar at conferences, events, and networking opportunities to generate awareness and leads Support contracting activities from proposal to contract administration to contract closeout Support negotiations with external partners to ensure agreements are scalable and aligned with company objectives Continuously refine prospecting strategies based on market feedback and performance Maintain accurate records in CRM and report on pipeline activity What we’re looking for 7+ years of experience in business development, partnerships, government contracting, or related roles. Experience selling or supporting complex software solutions (AI/ML experience is a plus) Proven ability to meet or exceed lead generation and sales pipeline goals Familiarity with CRM tools (e.g., Salesforce) and sales automation platforms Working knowledge of FAR/DFAR, OT and general government contracting standards Prior experience in both technology companies and government-facing organizations. DC location based preferred Active security clearance preferred What we value Strong communication, networking, and interpersonal skills Self-starter with a high level of initiative and accountability Comfortable conducting discovery calls and articulating technical value propositions Strong organizational skills and attention to detail Team-oriented mindset with a willingness to learn and adapt in a startup environment Curious and passionate about emerging technology and AI-driven transformation What we offer We’re proud to offer competitive