Sr. Director, Industry Alliances National Security & Resiliency

About this role

The Organization: MassChallenge The Role: Sr. Director, Business Development – National Security & Resiliency with focus on Defense, Dual-Use, and Energy Resiliency Location: USA (all states) Reports to: Chief Growth Officer Compensation: Base: $100,000 | OTE: $200,000+ About MassChallenge MassChallenge is the global network for innovators who are working to solve massive challenges. We connect startups, experts, corporations, and communities to grow and transform businesses and economies. Our mission is to equip bold entrepreneurs to disrupt the status quo and create meaningful change. Our mission is BIG, and thus we are a team that gives 100% every day. Our MC values ensure we stay true to our mission and our core beliefs. MassChallenge is seeking a driven and experienced professional to further grow our National Security and Resiliency (S&R) Challenge Area. Why You Should Join Us MassChallenge was just named the #2 accelerator in the U.S. and #1 in Massachusetts by TIME and Statista, with 85% of the ranking driven by feedback from the founders we serve. That puts us among the very best in the country. It also gives us a new target. We are building on that recognition, growing what works, and raising our ambitions for what MassChallenge can do next. If you are looking for a place where there is real energy behind the work and plenty left to build, we want to talk to you! Position Summary This is a senior sales role with a builder’s mandate. The primary job is new revenue creation: sourcing, developing, and closing corporate and government partnerships within the national security and energy resilience sectors. The successful candidate is a driven leader who is highly creative, knows consultative selling techniques, and approaches their work with a builder mentality. You are not selling a product, you are building a world-class practice with the MassChallenge S&R Challenge Area Leader. You are a highly-experienced consultative seller with the ability to shape how MassChallenge leads in the defense, dual-use, and energy sectors – developing external presence and thought leadership that will help define how MassChallenge will win in these sectors. You grow new revenue for MassChallenge by sourcing and closing new corporate and government Partners. Reporting to the Chief Growth Officer, you will be responsible for new revenue growth — securing new partnerships from target organizations that seek to leverage MassChallenge ’s unique capabilities to solve massive challenges through innovation. You will have a new revenue target and be expected to build your own prospect pipeline, develop those opportunities, and close new partnerships. You will work closely with the S&R Challenge Area Leader and all members of the S&R team, senior leadership, and outside experts to grow what is already a leading Challenge Area (practice). You have significant earning potential, especially for outperformance of revenue targets. What Success Looks Like in This Role: You meet new revenue targets, but you are the type of person who pushes to exceed them You build a pipeline of new partnerships with defense primes/subs, energy companies, and government agencies especially within the DoW (and others who will benefit from MC’s expertise in this space) You have the creativity to build solutions for prospects that meet their innovation needs and align with MassChallenge ’slong-terms strategic direction & capabilities You have a significant visible external presence: speaking, publishing, convening, and being known in the national security and innovation ecosystem You are an active contributor to MassChallenge symposiums, events, and networking opportunities. You help define, and continuously refine a coherent point of view on where MassChallenge can win in these focus areas, and what our S&R Challenge Area will focus on in coming years (knowing where the industries are headed) What You'll Do Build and execute an effective sales strategy, from lead generatio

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