Defense Growth Lead, Army

We are hiring a Defense Growth Lead to drive Ridgeline's expansion within the Army market. This is a high-impact, individual contributor role designed for someone who understands how Army organizations actually operate and knows how to establish early technical pilots and turn them into scalable, enduring programs. Priority account areas include Army commands, program offices, and service components with a need for communications security and counter-UTS capabilities. 

This is not transactional sales. It is relationship-driven growth in high-trust 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 and organizational insights over slick pitches, with the autonomy to solve hard problems and the backing of a world-class technical team. 

What You Will Accomplish in Your First 6 Months 

• Master the Mission Technology: Become deeply fluent in Ridgeline's secure technology and services, gaining the ability to speak credibly to operators and decision makers about mission impact. 
• Establish Strategic Engagement: Initiate and deepen trusted relationships with target Army organizations and key stakeholders. 
• Scale the Small Win: Identify existing pilot programs and develop a clear path to scale them into larger, multi-year engagements. 
• Validate Market Hypotheses: Leverage your existing Army network to validate market opportunities and inform our go-to-market strategy. 

What You Will Do 

• Drive new business growth by leveraging strong operator credibility and established Army networks. 
• Analyze complex operational needs in secure environments and map Ridgeline solutions to address them. 
• Engage large primes and industry partners as a key lever to gain momentum and expand market share. 
• Lead development of strategic outreach materials including white papers, technical briefs, and proposals that resonate with Army leadership. 
• Represent Ridgeline at industry forums, private briefings, and technical demonstrations. 
• Support RFI and RFP responses with market intelligence and competitive positioning. 
• Travel frequently to key mission hubs to meet with customers and partners. 

How You Will Be Measured 

Quality and growth of qualified Army opportunities in the pipeline. 

Successful execution of capture strategies, including customer shaping and teaming. 

Achievement of annual bookings targets. 

Contribution to proposal win rate and contract awards. 

Depth and durability of customer relationships. 

What You Bring 

Must Haves: 

• Active Secret clearance required at minimum
• Deep operational familiarity with the Army ecosystem, its commands, culture, and acquisition environment. 
• A background in network communications, cyber operations, or technical services sufficient to maintain credibility with technical stakeholders. 
• Proven ability to navigate the transition from small technical wins to larger, enduring programs. 
• Willingness to travel frequently to key Army locations and mission hubs. 

Nice to Haves: 

• Familiarity with federal procurement including GSA, OTAs, and DoD budgeting cycles. 
• 3 or more years of proven experience in federal solutions or growth roles. 
• Experience managing a pipeline of opportunities valued at $25M or more. 
• Experience in a high-growth technology company or in technical program management. 

Why You’ll Love Working Here:

• Innovative Environment: Work in a setting where your ideas and expertise are valued.
• Collaborative Culture: Be part of a team that supports each other and works toward shared goals.
• Career Growth: Opportunities for professional development and career advancement.

Here are some Perks of being a Ridgeliner!

• Flexible PTO + holidays
• Generous 401k match benefit up to 10%, with an automatic 3% safe harbor contribution and additional matching based on employee contributions.
• Medical (HSA & PPO Plans Available), dental, vision, disability, and life insurance
• Employer Contribution to Health Savings Account (HSA)
• Learning & Development opportunities
• Professional coaching services
• Get the technology you want to do your job
• We have free daily snacks & drinks

Physical Requirements:

• Must be able to remain in a stationary position 50% of the time. The person in this position needs to occasionally move about inside the office 
• Constantly work with computers and other information technology equipment
• The ability to communicate information and ideas in a classroom style format, may stand at a podium for long periods of time

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, veteran status, or any other characteristic protected by law. We are proud to be an equal opportunity workplace.

If you require a reasonable accommodation to apply for a position with Ridgeline International through its online applicant system, please contact Ridgeline's Talent Management Department at (703) 544-2424 or contact us through e-mail at contact_us@ridgelineintl.com