Job Description
Director, Product Growth - Applied AI - Polygraph Required About the Team Here at BTI360, we’ve built a culture that’s passionate about developing software engineers. Software doesn't build itself. People do. In fact, teams of people do. That's why our primary focus is on developing better craftsmen, better teammates, and better technical leaders. By putting people first, we're not just giving our teammates more opportunities to grow, we're also raising the bar of the software we ship. BTI360 previously has been voted 10 years in a row as a TOP Place to Work by the Washington Business Journal. 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 o