Director, Product Growth - Applied AI - Polygraph Required

Build products that matter. 

At BTI360, we build software that stands the test of time, and increasingly, software that helps mission teams work faster, operate more consistently, and make better decisions in high-stakes environments. 

We’re looking for a Director, Product Growth – Applied AI to lead the Go-to-Market and sales strategy for a portfolio of mission-focused AI products. This is a senior leadership role for someone who understands how to translate mission insight, customer trust, and market understanding into measurable revenue growth. 

This role sits at the intersection of product, mission, and revenue. You will own the full sales motion for an internal product business—from strategy and pipeline generation to solutioning, proposal support, deal closing, and organic and new growth. You’ll work directly with product leadership, technical teams, and customers to help bring AI-enabled software into real operational workflows across the National Security community. If you’re energized by mission impact, growth leadership, and the opportunity to work directly with AI, this is the kind of role where your work can truly matter. 

What you will do in this role:

• Own product revenue and growth strategy: Lead the full sales and Go-to-Market strategy for BTI360’s applied AI product business. Translate business goals into a focused growth plan that drives qualified pipeline, proposals, wins, and revenue. 
• Build and run the sales engine: Define and manage the sales process from lead generation through close. Establish the operating model, rhythms, and metrics needed to create visibility into pipeline health, conversion, and revenue performance. 
• Drive product-led growth in a mission environment: Lead a product sales motion that reflects the realities of this market—where product adoption often includes deployment, customer-specific tailoring, and complementary services that help mission users realize more value from the platform. 
• Develop trusted customer relationships: Build and deepen relationships across the National Security community. Understand mission priorities, organizational dynamics, and operational pain points well enough to position solutions that resonate with customer needs. 
• Drive new business and organic growth: Own both new sales and on-contract growth. Identify opportunities to expand product adoption, extend customer value, and turn successful operational outcomes into repeatable product business. 
• Lead cross-functional growth efforts: Coordinate across product, engineering, delivery, capture, proposal, and sales engineering functions to move opportunities forward. Ensure the right technical and mission voices are involved at the right time. 
• Oversee the growth budget and supporting functions: Manage the budget and investments that support demand generation, channel partnerships, sales engineering, proposal development, and related growth activities. 
• Partner with product leadership and business development: Serve as a member of the product leadership team. Bring market feedback, customer insight, and commercial judgment into product decisions, packaging, and business planning. Support Business Development and Growth functions by reporting and tracking opportunities and forecasts.  
• Create executive visibility: Provide consistent reporting on the leading indicators that matter—pipeline generation, qualified opportunities, solutioning activity, proposals, closes, and revenue. 

What You Bring to this Role:

• Active TS/SCI with Polygraph required.

• Product business experience: Significant experience growing a software product or platform business is required. You understand the difference between selling products and selling services, and you know how to build a growth strategy around product adoption, repeatability, and long-term revenue. 

• Mission-market growth leadership: 8+ years of experience in product sales, go-to-market, business development, capture, or growth leadership roles supporting national security, defense, or similarly regulated mission environments. 

• Mission credibility: Direct experience working in or alongside the Intelligence Community, with a strong understanding of intelligence workflows, mission operations, and the realities of secure operational settings. 

• Applied product engagement experience: Experience selling or growing offerings where software products are deployed into customer environments and expanded through applied services, mission integration, or customer-specific solutioning. This blended model is a core part of how value is realized in this market. 

• Customer relationships that matter: A track record of building trusted relationships across mission, operational, technical, and acquisition stakeholders in the National Security/Intelligence Community ecosystem. 

• AI and emerging technology fluency: Experience selling or shaping solutions that involve AI, machine learning, advanced analytics, workflow automation, knowledge systems, or data exploitation. You do not need to be an engineer, but you do need to be comfortable engaging credibly around modern AI capabilities and mission value. 

• Understanding of intelligence workflows: A strong grasp of how intelligence work gets done—especially where rigor, trust, speed, and human judgment all matter, as well as a foundational understanding of the current state – systems, repositories, tooling, and constraints in the environment. 

• Strategic and operational discipline: You can set strategy and execute it. You are comfortable building process, managing budgets, driving accountability, and using metrics to improve performance. 

• Proposal and growth execution: Experience supporting or leading solution development, proposal shaping, pricing conversations, and capture strategy in complex customer environments. 

• Relational leadership style: You build trust quickly, communicate clearly, and work effectively across technical, mission, and executive stakeholders. You are low-ego, high-ownership, and comfortable leading through influence. 

Bonus Points If You Have:

• Leadership in a scaling product business: Experience helping take an emerging product business from early traction to a more repeatable, scalable growth engine. 

• Channel and partner strategy: Experience building channel partnerships, teaming approaches, or partner ecosystems that expand reach and accelerate growth.

• Experience with secure software delivery environments: Familiarity with the constraints and realities of delivering modern software into highly secure, security-conscious customer environments.