Full-time position | Anywhere, USA (Remote) Note: In accordance with export control regulations, this position requires candidates to qualify as a U.S. Person (U.S. citizen, lawful permanent resident, or protected individual as defined under 8 U.S.C. a7 1324b(a)(3)). For engagements with cleared customers, an active or obtainable U.S. security clearance is preferred but not required. The Role b7 Own Luminary's defense and government vertical end-to-end as a consultative, outcome-based sale: client development, engagement scoping, deal closure, account expansion b7 Engage at CEO, CTO, and General Officer level across defense primes, defense tech companies, DoW, intelligence community, and federal agencies b7 Sell outcomes, not tools: structure and scope $1M-$10M+ Physics AI programs that transform how customers solve mission-critical design, manufacturing, operational, and sustainment problems b7 Develop the engagement thesis for each target account: what problem, what outcome, what value, what proof point, what expansion path b7 Work hand-in-hand with Lead Delivery Engineers to ensure value delivery and translate engagement learnings into repeatable practice IP b7 Build and maintain executive relationships across DoD leadership, DARPA, DIU, service labs, IC agencies, and C-suite at primes and defense tech b7 Shape Luminary's defense and government market strategy: which programs, which buyers, which procurement vehicles, in what order b7 Inform product roadmap based on client needs, competitive dynamics, and procurement realities b7 Build the defense and government practice: engagement frameworks, case studies, reference architectures, pricing models, team composition templates b7 Reports to Head of Sales. Sits on the leadership team and partners directly with the CEO on defense and gov accounts, strategy, and roadmap You b7 10+ years in defense, national security, or government technology, including experience leading complex technical engagements with C-suite and senior government stakeholders b7 Consultative seller at heart: you sell business outcomes and transformation, not product features. A background in consulting-translating client problems into scoped, value-based engagements-is a strong plus (top-tier strategy/management consulting welcome, but not required). This is an engineering-led consultative sale. b7 Track record of personally developing and leading $5M+ client relationships with defense, government, or national security executives b7 Skilled at structuring ambiguous problems: decomposing a client's operational challenge into a scoped engagement with clear deliverables, timelines, and value metrics b7 Comfortable as the senior person in the room with flag officers, PEOs, and defense company CEOs b7 Have built or significantly grown a practice, business line, or sector offering, not just delivered within one b7 Understand defense procurement: OTA, SBIR/STTR, POM cycles, program office budgets, IDIQ, FAR/DFARS b7 Comfortable selling a capability into white space where requirements don't yet exist, not responding to defined RFPs b7 Can operate at both the strategic layer (which programs, which customers, what sequence) and the execution layer (scoping calls, pricing, SOW drafting, delivery oversight) b7 Active TS/SCI or Secret clearance with ability to obtain TS Nice to Have b7 Existing relationships with AFLCMC, NAVAIR, DARPA PMs, DIU leadership, NGA, NRO, or IC program managers b7 Experience bringing AI/ML, simulation, or digital engineering capabilities into defense contexts b7 Prior military service (O-5+ or senior civilian equivalent) b7 Background in engineering, CFD, computational physics, simulation, or modeling & simulation for defense applications Not This Role If You b7 Come from pure enterprise SaaS with no defense or government context b7 Need a large team, lots of marketing air cover, and inbound pipeline to succeed b7 Default to small pilots to avoid executive-level conversations b7 Treat client development as proposal writing rather than relationship and thesis building b7 Sell product features and tools rather than business outcomes and the transformation our technology delivers b7 Are looking for a role where someone else defines the engagement and you deliver it b7 Can't explain why physics matters to a warfighter or a CEO Comp b7 Base + meaningful equity + deal-based variable b7 Early leadership role in a category-defining Physics AI company b7 Direct access to CEO and Executive Team