Summary

The Deployment Strategist (DS) ensures the successful definition, implementation, and operations of new systems with Rivet customers. The DS guides customer and Rivet collaboration, aligning teams and deployment plans to meet mutual objectives.

The strategist is responsible for analyzing customer conditions, understanding data insights, and developing actionable plans to achieve desired outcomes. Additionally, the DS anticipates potential challenges, devising solutions to mitigate risks - or to achieve win/win competitive advantage.

As a relationship manager, the DS serves as a liaison between technical teams and customer stakeholders, facilitating clear understanding of project goals and progress. The strategist monitors deployment activities, provides regular updates, and ensures fidelity to agreed timelines and milestones. This role favors strong planning skills, acumen for technology breakthroughs with large customers, and a bias toward iterative action. At Rivet, the DS is uniquely positioned to create long-term value with customers trusting us with their most strategic projects.

In addition to deployment execution, the DS plays a key role in shaping new business opportunities. This includes partnering with commercial and technical teams to scope prospective engagements, contribute to technical and programmatic proposals, and translate customer needs into compelling, executable plans. The DS ensures continuity between what is proposed and what is ultimately delivered.

For this particular role, the DS, New Business is responsible for identifying and developing new customer segments and market opportunities where Rivet can deliver differentiated value. You will develop a thesis around a specific customer problem or market, validate demand directly with customers and stakeholders, and build the path from initial engagement to a $M-scale pilot in under 6 months and a $MM-scale program in under 18 months. This is a highly entrepreneurial role: you will be expected to create opportunities where they do not yet exist, turn customer demand into value, and work across Rivet to convert promising markets into durable businesses.

Responsibilities

• Identify and develop new customer segments, markets, and use cases where Rivet's technology can solve meaningful, high-value problems
• Develop and validate market theses by engaging directly with customers and stakeholders to understand pain points, buying dynamics, competitive landscape, and demand
• Build relationships with prospective customers and partners, identify champions and decision-makers, and create demand for Rivet's solutions
• Partner with commercial and engineering teams to translate customer needs into compelling technical approaches, proposals, deployment strategies, and executable plans
• Own opportunities from initial hypothesis through customer validation, pilot definition, proposal, and program expansion, with a goal of securing a $M-scale pilot within 6 months and a $MM-scale program within 18 months
• Act as the customer voice and internal owner for new opportunities, ensuring alignment across Rivet teams and continuity from what is proposed through what is ultimately delivered

Requirements

• 5+ years of experience in customer-facing roles spanning business development, technical sales, strategy, deployment, or program execution for complex technology solutions
• Demonstrated ability to identify a customer problem or market opportunity, develop a commercial thesis, and turn it into a successful customer engagement
• Experience selling or deploying complex technology solutions within DoW and/or industrial enterprise organizations; aerospace or defense platform experience strongly preferred
• Experience owning or contributing to technical proposals, SOW development, capture efforts, or other complex enterprise/government sales processes
• Exceptional customer development and communication skills, with the ability to build trust with senior technical, operational, and executive stakeholders
• Ability to travel 35-70%; we are building sophisticated, controlled systems with hardware and software - you will be embedded with the team in office or at the customer point of need
• This position requires U.S. citizenship due to contract obligations; must hold an active U.S. security clearance and/or have the ability to be cleared

Compensation may vary within the posted range based on relevant experience, skills, education, and other job-related factors. In addition to base salary, this role may be eligible for equity and other forms of compensation. Eligible employees also receive a competitive benefits package, including unlimited PTO.