<p><strong>Job Posting:</strong> MPCH and Ti22 Defense</strong></p><p>MPCH builds secure, resilient infrastructure for security-first organizations in regulated and adversarial environments, delivering operationally rigorous technology designed for auditability, continuity, control, and mission assurance.</p><p>Ti22 Defense is MPCH's U.S. national security and defense business, addressing low-signature and resilient mission-data transport, protected operating environments, secure edge connectivity, AI authorization, and cryptographic mission assurance for government customers, defense and intelligence organizations, and industry partners.</p><p><br></p><p><strong>Role Summary</strong></p><p>MPCH/Ti22 is seeking a senior, hands-on federal growth operator to personally generate and close new business across the National Capital Region. Reporting to the Senior Vice President for Federal Capture and Mission Programs, this individual will own a federal territory and revenue target, create customer demand, source and qualify opportunities, shape solutions and acquisition paths, and convert mission problems into funded contracts and revenue.</p><p><br></p><p>This is a quota-carrying individual-contributor role, not a staff, advisory, capture-support, or relationship-maintenance position. The candidate must independently originate, advance, negotiate, and close deals, serving as primary deal owner from first contact through award and delivery transition, pulling in internal resources without transferring ownership of the outcome.</p><p><br></p><p><strong>Revenue Ownership and Deal Execution</strong></p><ul><li>Carry an individual annual bookings and revenue target, measured primarily on personally generated wins, booked value, revenue contribution, and margin quality.</li><li>Generate net-new opportunities through direct engagement, existing relationships, and prospecting — building your own pipeline rather than relying on leads handed over by leadership.</li><li>Act as the accountable deal owner for assigned pursuits: discovery, qualification, solution alignment, teaming, pricing, negotiation, contracting, and close.</li><li>Maintain qualified pipeline coverage to support the target, and remain engaged through award and delivery to protect commitments and identify expansion.</li></ul><p><br></p><p><strong>What Success Looks Like</strong></p><ul><li>Independently establish and grow a portfolio of relationships that produces qualified, fundable opportunities across priority Department of War and Intelligence Community accounts.</li><li>Build a self-generated, evidence-based pipeline — every opportunity needs a defined mission need, owner, funding path, acquisition strategy, and credible path to close. Judged on closed business, not activity volume. Partner channels are created only where they produce named pursuits and measurable revenue.</li></ul><p><br></p><p><strong>Responsibilities</strong></p><p><br></p><p>Direct Revenue Generation</p><ul><li>Personally source, qualify, and close net-new federal business using direct customer access, outbound activity, referrals, and partner-led routes to market.</li><li>Own an individual bookings/revenue goal and manage the business backward from close dates, procurement milestones, and funding availability.</li><li>Create deal-specific action plans (value proposition, win strategy, pricing posture, contracting path); lead negotiations while coordinating legal, contracts, finance, and technical support; and pursue post-award expansion through additional users, nodes, mission sets, and adjacent customer organizations.</li></ul><p><br></p><p>Federal Market and Account Development</p><ul><li>Develop and execute an NCR growth strategy across priority markets, including USSOCOM, Department of the Navy and Marine Corps, Army, Air Force and Space Force, DISA, CDAO, USCYBERCOM, and selected Intelligence Community organizations.</li><li>Build trusted relationships with mission owners, technical leaders, and acquisition executives; conduct disciplined discovery into priorities, architectures, and decision criteria; and map stakeholders and contract vehicles into executable account plans.</li></ul><p><br></p><p>Opportunity Shaping and Capture</p><ul><li>Personally own opportunities end-to-end, from self-sourcing through capture planning, teaming, pricing, proposal, negotiation, signed award, and transition to delivery — support from other functions does not transfer accountability.</li><li>Lead qualification and gate reviews using clear evidence and off-ramp criteria (avoid vanity pipeline), and develop actionable capture plans with named owners and next actions.</li><li>Shape requirements/acquisition strategy ethically and early, applying working knowledge of FAR/DFARS and nontraditional pathways such as Other Transaction Authorities, Commercial Solutions Openings, SBIR/STTR transitions, APFIT, and consortiums.</li><li>Bring bad news forward early, with facts, options, mitigation underway, and a clear decision request.</li></ul><p><br></p><p>Strategic Partnerships and Channels</p><ul><li>Identify and prioritize prime contractors, federal systems integrators, and technology partners that expand customer/contract access and delivery capacity.</li><li>Develop partner-specific value propositions and joint account plans; structure teaming, subcontract, reseller, and OEM agreements with leadership, legal, contracts, and finance; and maintain disciplined partner governance.</li></ul><p><br></p><p>Solution and Executive Engagement</p><ul><li>Translate Ti22's capabilities into mission outcomes credible to operational, technical, and executive audiences, working with the CTO and product/delivery teams on demonstrations and customer-specific solutions, and represent MPCH/Ti22 at industry events and mission forums across the NCR.</li></ul><p><br></p><p>Growth Operations and Forecast Discipline</p><ul><li>Maintain accurate CRM data as the authoritative source for pipeline and forecast reporting, and establish a consistent rhythm of reviews.</li><li>Track to measurable outcomes — bookings, revenue, pipeline coverage, margin quality, and forecast accuracy (activity counts are inputs, not measures of success) — and provide concise, decision-ready reporting.</li></ul><p><br></p><p>Leadership and Team Contribution</p><ul><li>Operate as a low-ego, high-accountability leader who earns trust through preparation, judgment, and follow-through, leading deal teams through influence. No assumed direct reports at hire; must deliver without a large sales-support organization, while upholding high standards of ethics and compliance.</li></ul><p><br></p><p><strong>Required Qualifications</strong></p><ul><li>U.S. citizenship.</li><li>At least 9 years of progressive federal business development, capture, or account growth experience, with substantial responsibility in defense, national security, and/or the Intelligence Community.</li><li>Demonstrated record of personally sourcing, leading, negotiating, and closing complex federal business — competitive pursuits, partner-led captures, task orders, prototypes, or direct awards. Support to wins is not sufficient without clear personal deal ownership.</li><li>A recent, verifiable history of carrying and meeting/exceeding an individual bookings or revenue target, with representative wins you can describe (sourcing, personal role, contract value, result).</li><li>Demonstrated ability to generate pipeline independently with limited sales-development support, plus established relationships and credibility within the NCR across relevant customers, program offices, and primes.</li><li>Hands-on command of the federal opportunity lifecycle: account planning, qualification, capture planning, competitive assessment, teaming, pricing, negotiation, and transition to delivery, plus experience developing partner strategies and translating technical differentiation into business value.</li><li>Demonstrated success personally selling and closing product-enabled or technology-differentiated federal solutions. Candidates whose experience is primarily advisory, relationship management, capture/proposal support, or staff augmentation are not a fit.</li><li>Strong executive presence and exceptional written, verbal, and briefing skills; operating discipline with CRM, forecasting, and pipeline analytics.</li><li>Bachelor's degree in business, engineering, computer science, national security, public policy, or a related field, or equivalent experience, and ability to travel up to 30% and work routinely in person across Northern Virginia, Washington, DC, and Maryland.</li></ul><p><br></p><p><strong>Preferred Qualifications</strong></p><ul><li>Polygraph eligibility or a current polygraph, highly desirable for Intelligence Community-focused candidates.</li><li>Direct market experience with USSOCOM, Navy/Marine Corps C4ISR, Army mission command, Air Force/Space Force, DISA, CDAO, USCYBERCOM, missile defense, or IC mission systems; domain fluency in secure communications, C5ISR, cyber, zero trust, autonomy, counter-UAS, AI, cloud/edge computing, or cryptographic modernization.</li><li>Experience creating partner-led routes to market through active prime contracts, IDIQs, or OTAs, ideally in a growth-stage or nontraditional defense company.</li><li>Prior military, Intelligence Community, or acquisition experience; Master's degree and/or credentials such as APMP, PMP, or DAWIA.</li></ul><p><br></p><p><strong>How We Work</strong></p><ul><li>The strongest candidate will demonstrate these behaviors consistently:</li><li>Mission first, team always — competes hard without internal friction or politics.</li><li>Intellectual honesty — surfaces risk early and does not manufacture optimism.</li><li>Customer curiosity — listens before pitching; seeks the operational problem and acquisition reality.</li><li>Ownership and follow-through — closes loops and leaves clear next actions.</li><li>Preparedness and judgment — anticipates second- and third-order effects; brings options, not just problems.</li><li>Bias for action with discipline, and humility and adaptability — learns the technology and changes course when evidence requires it.</li><li>This role is best suited to a proven federal seller who wants direct ownership of a market, a number, and the outcome — not a strategy-only, coordination-only, proposal-support, or people-management position.</li></ul><p><br></p><p><strong>Compensation and Benefits</strong></p><ul><li>Competitive base salary of $180-200k, with performance-based incentive compensation</li><li>Equity options</li><li>Comprehensive benefits.</li><li>Hybrid work environment based in the National Capital Region, with an expectation of regular in-person engagement with customers, partners, and the team.</li></ul><p><br></p><p><strong>Job Posting:
