The roleThe Partnerships Lead owns Tagup's partner strategy across the defense, government, and industrial base. Primes, systems integrators, technology vendors, and logistics providers control much of the access, delivery capacity, and contract vehicles we need to scale. Your job is to turn those relationships into pipeline, teaming wins, and delivered programs. You will work directly with our founders and leadership team, and you will build this function from the ground up.
What you will do- Set and own the partnerships strategy: which partners matter, in what order, and why.
- Build and run relationships with primes, integrators, technology vendors, and logistics providers, from first contact through signed agreement.
- Find the programs, contract vehicles, and teaming arrangements where Tagup's software wins, and position us into them.
- Drive capture and proposals through teaming strategy, partner coordination, and joint value propositions.
- Structure the commercial terms alongside leadership, finance, and legal: NDAs, teaming agreements, data-sharing arrangements, and reseller or delivery frameworks.
- Work with engineering and product to scope integrations and keep partner commitments aligned with the roadmap.
- Produce the partner-facing materials that carry the story: capability briefs, joint narratives, and go-to-market plans.
- Track what is working: pipeline contribution, relationship health, and program outcomes.
What you bring- 8+ years in partnerships, business development, capture, or alliances, ideally in defense, government, or enterprise software.
- A track record of building high-value external relationships and converting them into closed deals or won programs.
- Working knowledge of how defense and government buy: procurement pathways, contract vehicles, and the defense industrial base.
- The ability to understand a technical product and translate it into partner and customer value.
- Sharp commercial judgment: you read partner fit, delivery risk, and revenue potential quickly.
- Excellent writing and executive presence; you can brief a general officer and a CTO in the same week.
- Comfort in a growth-stage environment where you build the playbook while you run it.
- Willingness to travel as the work requires.
- BA/BS required; advanced degree a plus.
Nice to have- Experience at a defense technology startup, prime contractor, or systems integrator.
- Familiarity with AI/ML, predictive maintenance, logistics analytics, or sustainment systems.
- An existing network across defense primes, integrators, or government program offices.
Compensation and benefitsThe estimated salary range for this position is $135,000 to $165,000 annually, set against experience and qualifications. Every team member shares in the company's growth through our Employee Stock Option Plan. We also offer comprehensive health insurance, access to the company's 401(k), and regular company outings.
