Business Development Executive Team: Monetization Location: Flexible / Remote Reporting to: Head of Monetization Role Overview The Business Development Executive identifies and creates new revenue pathways. This role is exploratory and opportunistic — sourcing early-stage opportunities, opening new AI product monetization streams, and testing non-core revenue hypotheses. This is revenue experimentation ownership. Core Mandate The Business Development Executive is accountable for: - Sourcing new revenue opportunities - Opening early-stage conversations - Testing monetization hypotheses - Identifying scalable growth channels Possible Specializations - SMB pipeline creation - Mid-market pipeline creation - Product-led revenue sourcing - Exploratory AI monetization paths - Non-core revenue experiments Role Impact - New pipeline channels - Faster validation of monetization ideas - Diversified revenue streams - Reduced dependence on one vertical

Revenue Partnerships Manager Team: Monetization Location: Flexible / Remote Reporting to: Head of Monetization Role Overview The Revenue Partnerships Manager owns partnership-driven revenue. This role builds strategic alliances that unlock new enterprise clients, distribution channels, and bundled monetization opportunities. Partnerships are treated as revenue engines, not branding exercises. Core Mandate The RPM is accountable for: - Sourcing strategic partnership opportunities - Structuring revenue-sharing agreements - Monetizing distribution relationships - Maintaining partner-driven pipeline Key Responsibilities - Identify high-leverage ecosystem partners - Negotiate partnership frameworks - Enable joint go-to-market initiatives - Track partner-attributed revenue Role Impact - Lower CAC via partner channels - Expanded enterprise reach - Stronger vertical penetration - Incremental ARR from partnerships

Job Description The Business Development Manager (BDM) spearheads strategic business development initiatives within a designated geographic territory, serving a pivotal role in advancing Victaulic solutions. Focused on enhancing specification standing through a market-centric approach, their primary objectives revolve around implementing the market box strategy, collecting valuable market intelligence, and obtaining comprehensive project information, including detailed scopes of work. The BDM proactively cultivates Victaulic opportunities by targeting, engaging, and influencing key stakeholders, including owners and engineers. Responsibilities: - Strategically evaluate assigned territory, collaborating with the Regional Business Development Manager and/or Divisional Sales Leader to prioritize target accounts. - Develop and execute an annual business plan aimed at elevating Victaulic's specification standing, emphasizing a comprehensive market box strategy encompassing both master and project specifications, as well as owner guidelines. - Drive the penetration and expansion of Victaulic's influence within assigned accounts (owners, engineers, GCs) by crafting and fortifying owner guidelines, master specifications, and project specifications. - Leverage Salesforce to effectively capture, share, and collaborate account and project details with the commercial sales team, ensuring seamless communication and coordination. - Facilitate effective project handoffs at the appropriate phase of the project lifecycle with the commercial sales team. - Attains comprehensive expertise in various aspects, including product features and benefits, account influences, market and product applications, and technical language, encompassing material science knowledge. Specifications as an industry document, comprehending both content and language intricacies. Competitive products and their positioning in the market. - Cultivate and foster industry connections with clients and prospects. - Stay abreast of market trends and competitor dynamics. - Employ strategic social engineering to enhance relationships and gather market intelligence. - Engage with local trade organizations and professional associations, actively becoming integral to the industry fabric in the assigned territory. - Fulfill additional responsibilities as assigned. Qualifications (education, experience, personal attributes): - Bachelor’s degree in mechanical engineering or construction management strongly preferred. - Previous sales experience preferably related to the commercial construction industry or engineering fields. - Proven track record of success, including business development, sales, and account management while achieving targets and complex sales. - Must have established owner group relationships within the energy and EPC market. - Engineering skills in writing and developing design specifications a plus. - Proficient project management and communication skills. - A self-starter who enjoys working in an autonomous leadership role while being a member of a team of highly skilled colleagues. - Ability to demonstrate drive, resiliency, and adaptability while possessing a team mindset. - Ability to demonstrate learning agility, creative thinking, problem solving and resourcefulness. - Solid organizational and time management skills; able to work in a virtual setting with minimal supervision. - Capable of lifting 50+ pounds. - Willingness to travel overnight as required by the position and territory. Benefits: In this role, you will qualify for a company vehicle, laptop, iPhone, corporate credit card and a car maintenance card. You will also be eligible for health and welfare benefits, 401K, life insurance, long and short-term disability, parental leave, tuition assistance and retiree benefits. Ask to review our Benefits-at-a-Glance for a complete list of benefits offered. EEO Statement: Victaulic is an Equal Employment Opportunity (EOE/M/F/Vets/Disabled) employer and welcomes all qualified applicants. Applicants will receive fair and impartial consideration without regard to race, gender, color, religion, national origin, age, disability, veteran status, sexual orientation, genetic data, or other legally protected status. Background checks may be required as part of our pre-employment process. Disclaimer: This description is not a comprehensive list of activities and responsibilities required of an employee. These activities and responsibilities may change, or new ones may be assigned at any time. Victaulic Staffing Partner Communication Policy: All staffing agencies are strictly forbidden from directly contacting any Victaulic employees, except those within the Human Resources/Talent Acquisition team. All communications, inquiries and candidate submissions must be routed through Victaulic's Human Resources/Talent Acquisition team. Non-compliance with this policy may result in the suspension of partnership, cancellation of the current contract, and/or the imposition of a mandatory probation period before any future business can resume. Additionally, non-compliance may lead to a permanent ban on future business. This policy ensures a streamlined and compliant recruitment process. #LI-Remote #LI-DM1

About Wraithwatch Wraithwatch was founded by alumni from SpaceX, Palantir, and Anduril to build the next generation of AI-powered cyber defense systems for the United States and its allies. We are deployed today to customers spanning the federal government, aerospace, defense, manufacturing, and emerging technology. Our core product is a continuously adaptive cyber defense platform utilizing generative artificial intelligence agents to autonomously model and construct a digital twin of an organization's entire IT and cybersecurity environment and analyze it for weaknesses, misconfigurations, and chains of possible attack. The Role This is the first senior go-to-market hire at a seed-stage startup with fewer than 15 employees. You own revenue across federal government and commercial enterprise — pipeline, deals, channel partnerships, sales motions, and eventually the team underneath you. Both markets, from zero. Early on, you carry quota yourself. You're on calls, running demos, closing deals, and building pipeline while figuring out the repeatable motion in both markets. You speak the CISO's language because you've helped solve their biggest pain points. On the federal side, you know how to work a BAA, an OTA, and a FAR-based contract — or you're willing to learn fast. You should be comfortable context-switching between a federal program office and a Fortune 500 boardroom in the same week. The pace is intense — 12-16 hour days when customer-critical work is happening, and nights and weekends when the mission demands it. The upside is meaningful equity, ownership of the entire growth function, and the chance to build something at the leading edge of AI and cybersecurity. Responsibilities - Own the ARR number across federal and commercial markets. Build pipeline and close deals. - Run full sales cycles from sourcing through POC to production contract close — no handoffs, you own the relationship end to end. - Sell into CISOs, CIOs, program managers, security architects, and procurement across both federal and commercial buying committees. - Navigate federal procurement processes (BAAs, OTAs, FAR contracts, ATOs) alongside commercial enterprise sales cycles. - Build the go-to-market strategy, sales motions, and playbooks that will scale across both markets. - Develop channel partnerships with MSSPs, resellers, defense primes, and tech alliances. - Hire and build out the sales team as revenue grows. - Work directly with founders and engineers to convert POCs and feed customer signal back into the product roadmap. - Travel regularly to customer sites for executive meetings, POC kickoffs, and relationship building. Qualifications Basic: - Track record of closing six and seven-figure enterprise software deals personally - Deep cybersecurity domain expertise — whether you got it as a security leader, a security seller, or both, you need to walk into a room with a CISO and be immediately credible - Federal procurement fluency — BAAs, OTAs, FAR, ATO processes, FedRAMP - Existing relationships with CISOs and security leadership across Fortune 500 and/or federal agencies - Experience owning revenue outcomes, whether through direct sales, go-to-market leadership, or building a commercial function at an early-stage company - Comfort selling into complex buying committees across both commercial enterprise and US government customers - Strong understanding of the cybersecurity vendor landscape and where Wraithwatch fits in it - Self-starter who builds playbooks, not follows them - Willingness to travel extensively and work startup hours Preferred: - Experience building a go-to-market function from scratch - Channel sales experience with MSSPs, defense primes, or tech alliances - Ability to obtain and maintain a security clearance