About this role

You'll own Andrenam's government sales pipeline end to end - from finding the opportunity to getting it across the finish line. Your primary job is opening top of funnel: identifying programs, building relationships, and generating qualified opportunities across DoD, USCG, DHS/CBP, and adjacent agencies. You'll then collaborate closely with company leadership to shape and close each deal.

This isn't a role where you inherit a book of business. You're building the government capture function at a 15-person company whose technology is already generating real pull from operators and program offices. If you know how defense procurement actually works - OTAs, SBIRs, FAR-based contracts, direct program office engagement - and you want to be the person who turns operational interest into funded programs, this is the opportunity.

The Challenge

The US government spends billions on maritime surveillance through legacy systems - patrol vessels, manned aircraft, fixed undersea arrays - that leave massive gaps in coverage. Andrenam's Pearl platform offers a fundamentally different approach: rapidly deployable, AI-enabled sensor buoys that create distributed awareness at a fraction of the cost. The challenge is navigating complex acquisition pathways across multiple agencies to get transformative technology into the hands of warfighters and operators who need it now.

What you'll do:

• Build and manage the government opportunity pipeline from identification through capture - you own the full cycle
• Open top of funnel by monitoring SAM.gov, GovWin, and other procurement sources, attending industry days, and proactively engaging program offices
• Build relationships with program managers, acquisition officers, and end-users across the defense and homeland security enterprise
• Lead shaping and pre-RFP engagement to position Andrenam before solicitations drop
• Collaborate with leadership to develop win strategies and shepherd opportunities to close
• Represent Andrenam at industry conferences, capability briefings, and customer meetings - you're a primary face of the company to government stakeholders
• Translate customer requirements and operational needs back to the engineering and product teams
• Track pipeline with clear visibility into opportunity status, win probability, and resource needs

What we're looking for:

• 3-5 years of experience in defense/government business development, capture, or program management
• Demonstrated success winning government contracts - you can point to specific programs you helped capture
• Deep familiarity with DoD and/or DHS acquisition processes, including OTAs, SBIRs, FAR/DFARS, and other procurement vehicles
• Ability to establish relationships within the defense and homeland security community - program offices, end-users, primes, or congressional staff
• Understanding of the maritime domain - USCG operations, naval warfare, port security, or related areas
• Comfort operating in an early-stage environment where you build process rather than follow it
• Willingness to travel 25-40% (D.C., customer sites, conferences)
• US person status required; ability to obtain a security clearance required

Nice to have:

• Experience with maritime or undersea technology programs
• Background in autonomous systems, sensors, or ISR platforms
• Familiarity with Navy PEOs, USCG Acquisitions (CG-9), or DHS S&T
• Background in international defense sales (FMS, direct commercial sales) or allied nation engagement
• Experience at a defense startup or non-traditional defense company
• Prior military or government service

Location

Washington, DC strongly preferred. Open to remote for the right candidate, with up to 40% travel to DC and customer sites expected.

Why join us?

Andrenam is an innovative, mission-driven company at the intersection of maritime autonomy and defense. We offer:

• Competitive OTE (base + commission)
• Long-term equity incentive program with significant growth potential.
• Flexible PTO and paid holidays.
• Comprehensive medical, dental, vision insurance.
• 401k
• Lunch and snacks provided in office.
• Access to a unique work environment, blending technology, maritime, and defense.

Disclosures

This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (EAR) and the International Traffic in Arms Regulations (ITAR). You must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State without sponsorship for an export license.

Compensation

The base pay range for this role is $140,000 - $190,000 per year.