Andrenam

Role Description You'll own Andrenam's commercial sales pipeline end to end — identifying, developing, and closing deals with port authorities, offshore energy operators, maritime construction firms, undersea cable companies, and other commercial buyers who need persistent maritime awareness. Your primary job is opening top of funnel and building the playbook, then collaborating with leadership to close. This is a market-building role. The commercial opportunity for distributed maritime sensing is massive but largely undeveloped. You'll be the person who figures out which verticals are ready to buy, what the sales motion looks like, and how to turn pilot interest into production contracts. If you have a network in shipping, oil and gas, offshore wind, or subsea telecom and you want to bring a genuinely new capability to industries you know well, this is the role. The Challenge: Commercial maritime security and monitoring today is fragmented and reactive. Port operators rely on AIS feeds and camera systems. Offshore energy companies protect platforms with cameras and security teams but lack visibility under the water. Maritime construction firms manage noise compliance with limited real-time monitoring. Andrenam's Pearl platform creates persistent, AI-powered awareness at a fraction of the cost of traditional approaches — but the commercial market needs to be identified, educated, and won. That's your job. - Build and manage the commercial opportunity pipeline from identification through close — you own the full cycle - Identify and develop target verticals: port authorities, offshore energy (O&G, wind), maritime construction and environmental compliance, undersea cable/telecom, and emerging opportunities - Open top of funnel through industry networking, trade shows, direct outreach, and strategic partnerships - Develop pricing strategies, go-to-market positioning, and commercial terms tailored to non-government buyers - Lead customer engagements including demonstrations, pilot program scoping, and technical discussions alongside the engineering team - Collaborate with leadership to shape win strategies and close deals - Build channel partnerships, reseller relationships, and strategic alliances where appropriate - Feed market intelligence back to leadership and product teams — what are commercial buyers asking for, what they'll pay, and where the market is heading Qualifications - 3-5 years of experience in maritime industry business development, sales, or account management - A strong network in one or more of: shipping, oil and gas, offshore energy, subsea cable/telecom, or port operations - Track record of closing six- and seven-figure deals with enterprise or institutional buyers - Ability to navigate complex procurement across diverse customer types — corporations, port authorities, utilities, international operators - Strong commercial instincts — you understand pricing, deal structure, and how to move from pilot to production contract - Comfort with technical products; you can credibly discuss sensor technology, data analytics, and autonomous systems with technical buyers - Self-starter mentality suited to an early-stage company — you build the playbook, you don't wait for one - Willingness to travel 25–40% domestically and internationally for customer meetings and events Nice to have - Direct experience selling to port authorities, offshore energy companies, or maritime logistics operators - Experience with maritime sensors, environmental monitoring, or subsea technology - Experience at a startup or growth-stage technology company Benefits - Competitive OTE (base + commission) - Long-term equity incentive program with significant growth potential - Flexible PTO and paid holidays - Comprehensive medical, dental, vision insurance - 401k - Lunch and snacks provided in office - Access to a unique work environment, blending technology, maritime, and defense Disclosures This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (EAR) and the International Traffic in Arms Regulations (ITAR). You must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State without sponsorship for an export license. Andrenam is an equal-opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will be treated with respect and receive equal consideration for employment without regard to race, color, creed, religion, sex, gender identity, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance.

Role Description You'll own Andrenam's government sales pipeline end to end — from finding the opportunity to getting it across the finish line. Your primary job is opening top of funnel: identifying programs, building relationships, and generating qualified opportunities across DoD, USCG, DHS/CBP, and adjacent agencies. You'll then collaborate closely with company leadership to shape and close each deal. This isn't a role where you inherit a book of business. You're building the government capture function at a 15-person company whose technology is already generating real pull from operators and program offices. If you know how defense procurement actually works — OTAs, SBIRs, FAR-based contracts, direct program office engagement — and you want to be the person who turns operational interest into funded programs, this is the opportunity. The challenge is navigating complex acquisition pathways across multiple agencies to get transformative technology into the hands of warfighters and operators who need it now. What you'll do: - Build and manage the government opportunity pipeline from identification through capture — you own the full cycle. - Open top of funnel by monitoring SAM.gov, GovWin, and other procurement sources, attending industry days, and proactively engaging program offices. - Build relationships with program managers, acquisition officers, and end-users across the defense and homeland security enterprise. - Lead shaping and pre-RFP engagement to position Andrenam before solicitations drop. - Collaborate with leadership to develop win strategies and shepherd opportunities to close. - Represent Andrenam at industry conferences, capability briefings, and customer meetings — you're a primary face of the company to government stakeholders. - Translate customer requirements and operational needs back to the engineering and product teams. - Track pipeline with clear visibility into opportunity status, win probability, and resource needs. Qualifications - 3-5 years of experience in defense/government business development, capture, or program management. - Demonstrated success winning government contracts — you can point to specific programs you helped capture. - Deep familiarity with DoD and/or DHS acquisition processes, including OTAs, SBIRs, FAR/DFARS, and other procurement vehicles. - Ability to establish relationships within the defense and homeland security community — program offices, end-users, primes, or congressional staff. - Understanding of the maritime domain — USCG operations, naval warfare, port security, or related areas. - Comfort operating in an early-stage environment where you build process rather than follow it. - Willingness to travel 25–40% (D.C., customer sites, conferences). - US person status required; ability to obtain a security clearance required. Requirements - Experience with maritime or undersea technology programs. - Background in autonomous systems, sensors, or ISR platforms. - Familiarity with Navy PEOs, USCG Acquisitions (CG-9), or DHS S&T. - Background in international defense sales (FMS, direct commercial sales) or allied nation engagement. - Experience at a defense startup or non-traditional defense company. - Prior military or government service. Benefits - Competitive OTE (base + commission). - Long-term equity incentive program with significant growth potential. - Flexible PTO and paid holidays. - Comprehensive medical, dental, vision insurance. - 401k. - Lunch and snacks provided in office. - Access to a unique work environment, blending technology, maritime, and defense.

Role Description Andrenam is looking for a Federal Account Executive to help grow our defense and maritime security business. You'll own opportunities across DoD, Coast Guard, and DHS, engaging directly with program offices and systems integrators to get deals across the finish line. In this role: - You will own capture opportunities relationships end-to-end, from identification through proposal submission. - You will nurture existing customer relationships securing both renewals and upsells of ongoing accounts. - You will build and manage Andrenam's active pipeline, tracking opportunities across SAM.gov and other acquisition platforms so nothing falls through the cracks. - You will generate pricing proposals and ROMs in partnership with technical and executive leadership. - You will create customer-facing materials (decks, white papers, capability briefs) that translate our sensing technology into language that resonates with operators and acquisition professionals. - You will build relationships with customers, program offices, and systems integrators across DoD, USCG, and DHS. - You will support larger strategic pursuits led by senior leadership, contributing research, materials, and customer engagement as needed. Qualifications - Initiative and ownership. You see what needs to happen and move on it. - Good judgment with senior stakeholders. You can represent Andrenam well in a room with a program manager or a flag officer's staff. You're confident without overstepping. - Ability to connect customer problems to solutions. You can listen to what a Coast Guard operator or Navy program office actually needs and figure out how Andrenam's technology fits, even when they don't describe it in our terms. - Clear written and verbal communication. You'll write proposals, build decks, and present to customers. Clarity matters more than polish. - Comfort with ambiguity. We're a small team building new processes as we go. You'll thrive here if you're energized by figuring things out rather than following a playbook. - Curiosity about defense and government. You don't need to know every acquisition vehicle or FAR clause, but you're genuinely interested in how this world works and will pick it up quickly. - Tenacity paired with professionalism. You follow up, you don't let things drop, and you know the difference between persistent and pushy. Requirements - Familiarity with government acquisition vehicles (OTAs, SBIRs, FAR/DFARS) or platforms like SAM.gov. - Exposure to defense, maritime, or national security through work, internships, or academic focus. - Experience at a consultancy (Deloitte, BCG, etc.), defense contractor (Booz Allen, Northrop, GDIT, etc.), or defense tech startup. - Background in creating customer-facing deliverables (proposals, decks, white papers) in a technical or government context. Location Washington, DC strongly preferred. Open to remote for the right candidate, with up to 40% travel to DC and customer sites expected. Benefits - Competitive salary - Long-term equity incentive program with significant growth potential. - Flexible PTO and paid holidays. - Comprehensive medical, dental, vision insurance. - 401k - Lunch and snacks provided in office. - Access to a unique work environment, blending technology, maritime, and defense. Disclosures This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (EAR) and the International Traffic in Arms Regulations (ITAR). You must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State without sponsorship for an export license. Andrenam is an equal-opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will be treated with respect and receive equal consideration for employment without regard to race, color, creed, religion, sex, gender identity, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance.