Collaboration.Ai

• Pipeline Generation & Qualification (~30%) Build and execute the territory plan. Run outbound prospecting into innovation units and mission sponsors. Qualify opportunities against the ICP, maintain 3x pipeline coverage, and partner with marketing on events. • Capture & Close (~55%) Lead capture planning and contract vehicle strategy (SBIR/STTR, CSO, OTA, BOA, direct award). Assemble and direct deal teams, drawing on Product & Engineering for demos and Managed Services for delivery credibility. Develop proposals and RFP responses, then negotiate and close with Contracting Officers. • Handoff & Intelligence (~15%) Deliver a handoff memo within 10 business days, accepted by the Account Manager, Program Manager, and Customer Success Manager. Keep CRM hygiene current weekly and submit a weighted forecast monthly. Gather market intelligence and refer named-account opportunities to the Account Manager. • Federal Sales Identify, qualify, and capture new opportunities through proactive prospecting, attendance at industry days, and engagement with defense innovation organizations across the Department of War, and others. • Build and maintain executive relationships with Program Managers, Contracting Officers, Chiefs of Staff, Innovation Leads, and other decision-makers and key influencers across each account. • Lead a consultative sales process that translates mission challenges into measurable platform outcomes, advancing opportunities through the full federal sales cycle. • Establish revenue and margin goals for each account and execute an Annual Account Growth Plan aligned to federal fiscal year planning, color of money, and program milestones. • Partner with prime contractors, systems integrators, and channel partners to expand reach through teaming arrangements and subcontracts. • Develop and maintain a qualified pipeline of federal opportunities, tracked diligently in the company CRM with accurate forecasts and next steps. • Shape opportunities in coordination with DoW spending cycles and customer requirements; while in parallel provide internal business recommendations of contract vehicle onboarding and positioning to win future work. • Lead or support capture activities including opportunity qualification, win strategy, competitive analysis, teaming decisions, and pricing-to-win. Contribute to proposal development in partnership with capture, product, and leadership teams, including writing and reviewing technical, management, and past-performance content. • Stay informed on FAR, DFARS, OTAs and other federal procurement trends that influence buying behavior. • Serve as the executive sponsor for assigned federal accounts, ensuring customers realize measurable mission value from NetworkOS and CrowdVector. Partner closely with our Mission Success and Customer Success teams to ensure smooth onboarding, strong adoption, and renewal-ready accounts. • Conduct executive briefings, QBRs, and program reviews with senior government and industry stakeholders. Educate customers on the full Collaboration.Ai product suite, new releases, and federal-specific capabilities. Capture and route customer feedback to product, engineering, and operations teams to improve fit for federal and defense use cases. • Provide strategic advice on optimizing innovation and collaboration processes for defense and federal missions, using Collaboration.Ai methodologies and platforms. • Analyze customer needs, mission priorities, and stakeholder dynamics to recommend tailored approaches that drive sales planning and forecasting. • Maintain a working understanding of the defense innovation ecosystem, key competitors, and emerging mission needs, and share findings with the broader Collaboration.Ai team. • Partner with sales leadership, marketing, product, mission success, and customer success teams to deliver a seamless customer experience.

• Prototype and launch AI powered marketing workflows to improve targeting, personalization, and speed. • Build and ship MVPs of growth experiments using tools such as Retool, Bubble, Make, Zapier, Vercel, or lightweight scripts without requiring engineering support. • Automate repetitive workflows using AI agents and no code tools. • Develop positioning and messaging that make complex AI concepts understandable, approachable, and outcome focused. • Partner closely with product and engineering to launch new AI capabilities. • Leverage APIs, webhooks, and LLMs to build growth infrastructure and enable faster scaling. • Create compelling, AI informed content across web, email, product, and sales assets. • Build relationships with AI communities, partners, and influencers.

• Identify and execute upsell and cross-sell opportunities • Work direction with Key Account Managers and Program Managers to support account growth initiatives • Deliver onboarding and product training for new customers • Monitor KPIs and provide proactive recommendations to ensure success • Lead onboarding and implementation of new innovation platforms for your customers • Manage project timelines, deliverables, and budgets while coordinating with all stakeholders • Provide frontline technical support and communicate software issues to the development team • Collect customer feedback and share actionable insights with the product team to improve usability and features • Provide strategic advice on optimizing innovation processes using Collaboration.Ai methodologies and tools • Analyze customer needs and recommend tailored approaches to drive engagement and impact • Translate customer goals into actionable use cases and measurable success criteria • Support customers in aligning their innovation strategies with digital transformation objectives • Identifying improvement potential of internal processes and coordinating the implementation • Partner with sales, product, and program management teams to deliver a seamless customer experience • Work in coordination with Program Managers to support major contractual deliverables, milestones, features and functionality of our products for our customers • Support new team members through knowledge sharing and mentorship • Work closely with external partners and government stakeholders to ensure alignment and communication.

Who we are: Collaboration.Ai is a mission-focused, AI-powered software and services company based in Minnesota, with employees, partners, and customers around the world. We unite people, technology, and purpose to accelerate breakthroughs that transform industries, empower communities, and create a more sustainable future. We collaborate with customer teams across a broad spectrum of public and private sector organizations, helping them navigate complex challenges and drive transformative change. To learn more about us, visit collaboration.ai Our product lineup: NetworkOS is an AI-powered platform that aligns people, purpose, ideas, and expertise in real-time, generating actionable insights to propel movements forward. CrowdVector is an integrated solution marketplace and innovation management platform that rapidly uncovers new ideas and advances breakthroughs to fuel movements. About the Role You’ll own CAI’s cloud infrastructure end-to-end: the AWS footprint, CI/CD pipelines, container orchestration, and observability platforms that let our engineering teams ship with confidence. This isn’t a “keep the lights on” role. You’ll architect infrastructure that meets federal compliance requirements by design, build out our DataDog monitoring from the ground up, and lay the foundation for AI/ML workloads. You’ll work closely with our Product Dev teams, Security and Compliance, and Platform Architect to keep our infrastructure secure, efficient, and developer-friendly - supporting customers who turn ideas, networks, and data into real outcomes. High autonomy. Real ownership. Infrastructure that matters. What You’ll Do - Architect AWS infrastructure: Design and manage our cloud footprint for scalability, high availability, and security controls aligned with NIST 800-53 and SOC 2 - Build reliable CI/CD pipelines: GitHub Actions with automated quality gates (testing, coverage, security scanning) that let developers ship to Kubernetes with high confidence - Codify everything in Terraform: Establish IaC standards, enforce peer review, detect drift, and maintain consistent patterns across dev, nonprod, and prod - Run Kubernetes at scale: Operate and optimize EKS clusters with zero-downtime upgrades, right-sized resources, and security policies - Build out DataDog observability: Create dashboards, alerts, and integrations that give teams actionable insight into infrastructure health - Embed security in pipelines: Snyk scanning, container image validation, AWS security baselines, and compliance-ready documentation - Support AI workloads: Build infrastructure for LLM Ops; compute scaling, model deployment pipelines, and cost optimization Our Tech Stack - Cloud: AWS (EKS, RDS, S3, KMS, Secrets Manager, VPC, ALB, CloudTrail, Security Hub) - IaC: Terraform, GitOps workflows Containers: Kubernetes (EKS), Docker, Helm, ArgoCD - CI/CD: GitHub Actions, Codecov, Amazon ECR Security: Snyk (SAST, container scanning, dependency scanning), AWS security controls, TLS 1.3 - Observability: DataDog (infrastructure monitoring, dashboards, alerts), OpenTelemetry - Compliance: NIST 800-53, NIST 800-171, SOC 2, CMMC Level 2, FedRAMP High readiness - Future: AWS GovCloud (IL2/IL4) What We’re Looking For Must-Haves - 5+ years of hands-on DevOps or Platform Engineering experience with AWS - Production Terraform (or OpenTofu) expertise for infrastructure as code - Strong Docker and Kubernetes (EKS) experience in production - Experience implementing security controls aligned with NIST 800-171 or NIST 800-53 - Hands-on CI/CD pipeline design (GitHub Actions preferred) - Experience with observability platforms (DataDog strongly preferred) - Understanding of GitOps practices and deployment automation - US citizenship (required DoD contracting and FedRAMP compliance) Nice-to-Haves - Candidates located in the Minneapolis/ Saint Paul, MN area for coworking opportunities. However remote candidates are encouraged to apply. - LLM Ops or AI/ML infrastructure experience - Advanced AWS certifications (DevOps Engineer Professional, Security Specialty) - High-growth startup or B2B SaaS background Why Join Collaboration AI? Modern stack, real problems. Kubernetes, Terraform, DataDog, GitHub Actions — no legacy infrastructure, no manual deployments. You’ll build on tools you actually want to use. AI-native culture. We build with AI, not just for AI. Claude Code, agentic workflows, and AI-assisted infrastructure automation are how we work daily. You’ll be expected to push the boundaries of what’s possible with AI tooling in your domain and you’ll have the freedom to do it. Work that matters. >Our customers span defense, pharma, aerospace, global enterprises, and universities; complex organizations where the stakes are real. The infrastructure you build will meet the most demanding compliance requirements in the industry: FedRAMP High, CMMC Level 2, SOC 2. Own it. Small, senior team. High autonomy. Your infrastructure decisions are visible, valued, and directly tied to company outcomes.