Principal, Business Development Air Force

Primary Responsibilities

• Deliver new revenue to TurbineOne through direct sales to the U.S. Air Force.
• Identify sales opportunities, drive leads into the sales funnel by directly engaging buyers, pitch our product (with support from the Sales team), document the scope of work (in collaboration with the CTO), and negotiate the contract (with pricing approval from the CEO).
• Identify a military leader with the right kind of power, then with the utmost care and ethical conduct, convince that person to become a fanatical champion for TurbineOne's product.
• Contribute to the product & engineering roadmap.
• Drive expansions with current customers.
• Contribute to the company's overall business strategy and marketing positioning.
• Translate national security requirements to Silicon Valley engineers and similarly educate government Buyers on the tech industry's best practices.

Desired Experience

• You've served in the Air Force for over 20 years.
• You have led technology-related projects for DoD to solve pressing problems.
• You've personally closed, signed or negotiated at least one >$1M contract.

Startup Culture Expectations

Please refer to Elad Gil's High Growth Handbook for general expectations on what should be "normal" for a company like TurbineOne. Just like in the White House, you will need to make your own photocopies. No great startup can afford Executive Assistants or most other luxuries. Every employee will develop quarterly metrics in order to transparently communicate, and objectively measure, one's own performance. Everyone on the Team needs to be very comfortable with constant change, moving fast, sharing failures, embracing grit, and building things themselves. Most startups fail and no one will come to save us.