• Define, develop and maintain commercial software and service offerings based on Aspire capabilities, including ATAP, Oracle Unified Assurance, AI, Automation and Digital Infrastructure solutions • Translate customer challenges and market requirements into scalable, market-ready offerings with clear value propositions and business outcomes • Support Sales teams in identifying, qualifying and developing software-led business opportunities • Engage with customers to understand business, operational and technical requirements and align Aspire solutions accordingly • Design end-to-end solutions to address customer needs and support Aspire's strategic objectives, working together with Sales, CTO and Operations • Conduct customer workshops, discovery sessions and technical presentations to position Aspire's solutions and services • Develop solution proposals, Statements of Work (SoW), business cases and ROI models to support opportunity development and deal closure • Drive and support RFP, RFQ and RFI responses, ensuring technical compliance and differentiation of Aspire's offerings • Identify opportunities to convert bespoke customer engagements into repeatable solutions, managed services and recurring revenue offerings • Work closely with Sales, CTO and Operations to evolve Aspire's software portfolio and solutions roadmap • Collaborate with Oracle and other strategic technology partners to develop joint solutions and support go-to-market initiatives • Monitor market trends, customer feedback and competitive developments to identify new growth opportunities and innovative software, AI and automation solutions

Role Description Paper Boat Systems is seeking a senior Solution Manager to serve as the connective tissue between our customers, our products, and our go-to-market motion. This is a high-impact individual contributor role at the intersection of defense technology, artificial intelligence, and mission-critical software. You will own the full lifecycle of a portfolio of AI-driven defense products — from understanding customer mission requirements and shaping product features, to driving pricing strategy and executing the sales and marketing process. You will work closely with the engineering team to translate operational needs into actionable product requirements, while simultaneously building and maintaining trusted relationships with government and defense customers. What You'll Own - Customer Relationships & Sales - Develop and manage relationships with key stakeholders across DoD military branches, the Intelligence Community, and DHS/Federal Civilian agencies. - Serve as the primary point of contact for assigned accounts, understanding mission priorities and translating them into product opportunities. - Lead the end-to-end sales process: opportunity identification, capture strategy, proposal support, and contract close. - Represent Paper Boat Systems at industry events, conferences, and government briefings. - Maintain an active pipeline and provide accurate forecasting to company leadership. - Product Management - Define and prioritize features for assigned product lines — including DataForge, Replicant, and Totem Shield — based on customer feedback, market intelligence, and mission gaps. - Develop and maintain product pricing strategies aligned to government procurement vehicles and competitive positioning. - Author product requirements documents (PRDs), user stories, and use cases; hand off clearly scoped requirements to the engineering team. - Track product roadmap progress and communicate updates to customers and internal stakeholders. - Identify integration opportunities across the Captain's Helm platform and the broader product suite. - Sales & Marketing Enablement - Develop solution briefs, capability one-pagers, white papers, and presentation materials tailored to government audiences. - Support responses to RFIs, RFPs, and Sources Sought notices with technical and commercial narrative. - Collaborate with leadership on go-to-market strategy, messaging, and competitive differentiation. - Leverage AI tools to accelerate content development, market research, and customer intelligence workflows. Qualifications - 5–8 years of experience in solution management, product management, business development, or technical sales in a defense or federal technology environment. - Current or recent DoD security clearance required; ability to obtain and maintain a Secret or higher clearance. - Demonstrated experience selling or managing products for DoD, IC, or DHS/Federal Civilian customers. - Strong understanding of the federal acquisition lifecycle, including FAR/DFARS, OTAs, and government procurement vehicles (GSA Schedules, GWACs, etc.). - Proven ability to translate complex technical capabilities into compelling customer-facing narratives. - Hands-on proficiency with AI tools (e.g., generative AI platforms, AI-assisted research and writing, prompt engineering) as a daily productivity multiplier. - Excellent written and verbal communication skills; comfortable presenting to both technical and executive audiences. Preferred Qualifications - Experience with multi-domain operations (MDO), missile defense, space, or cyber mission sets. - Familiarity with digital twin technology, synthetic data generation, or AI/ML orchestration platforms. - Prior experience at a defense-focused startup or scale-up; comfortable operating with a high degree of autonomy. - CMMC/NIST 800-171 awareness and experience working within cleared facility environments. - Active Secret or TS/SCI clearance. Products You'll Champion - DataForge : Multi-modal mission data generation platform — producing synthetic, high-fidelity datasets for simulation, wargaming and to train and validate AI/ML models for defense applications. - Replicant : AI-driven digital twin generation — enabling rapid creation of mission-representative virtual environments for simulation, testing, and operational planning. - Totem Shield : Secure cryptographic credential management and visitor access control for classified facilities and events. Provides a secure dashboard for security personnel to manage end-to-end visitor workflows — from direct credential invitations and identity verification to criminal checks, entry pass generation, on-site behavioral analytics, and integration with existing federal and defense systems. Benefits - Mission-driven culture — we build technology that protects warfighters and strengthens national security. - Top Secret facility clearance and CMMC/NIST compliant infrastructure — you'll work in a secure, professional environment from day one. - Trusted by Missile Defense Agency, Air Force, Space Force, Army, Navy, and DHS. - Small team, big impact — as a senior IC you will have direct influence over product strategy and company growth. - Competitive compensation with performance incentives. - Flexible hybrid work arrangement. How to Apply Paper Boat Systems is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status. This position requires a current or recent DoD security clearance, or the ability to obtain and maintain one. Applicants selected will be subject to a security investigation and must meet eligibility requirements for access to classified information.

• Partner closely with North America Partner Development Managers to execute joint GTM plans across technology and SI/consulting partners. • Build trusted technical relationships with partner architects, sellers, and practice leaders • Run partner enablement sessions, workshops, office hours, and hands-on technical trainings to improve partner capability and field readiness • Support account mapping and seller-to-seller alignment between dbt and partner field teams to uncover and accelerate pipeline • Help create and refine repeatable sales plays across themes like core-to-cloud migration, modernization, AI-ready data foundations, marketplace, semantic layer, and partner platform adoption • Support partner-led and tri-party pipeline generation efforts including QBRs, innovation days, lunch-and-learns, hands-on labs, and local field events • Equip partner teams with the technical messaging, demo narratives, architectures, and customer use cases needed to position dbt effectively • Collaborate with dbt Account Executives, Sales Engineers, and regional sales leadership to drive co-sell execution in target accounts • Act as a technical bridge between partners and dbt Product / Engineering by surfacing integration gaps, field feedback, competitive insights, and roadmap opportunities • Serve as an internal subject matter expert on dbt’s major technology partner ecosystem, especially Snowflake, Databricks, and Google Cloud • Contribute to the scale motion by helping build collateral, playbooks, enablement assets, and best practices that raise the bar across the broader Partner SA function • Travel approximately 30-40% to support partner planning, enablement, executive meetings, and field events across North America

Role Description Some problems at Anyday are solved with great design. Some with great code. And some require someone who can zoom all the way out, look at a sprawling multi brand enterprise ecosystem, and say with confidence: here is exactly how we are going to build this. That is the person we are looking for. A Technical / Solutions Architect who has spent serious time thinking about how headless CMS platforms are structured at scale. Someone who knows what a content model looks like when it is done right, and what it looks like six months later when it was done wrong. You will be the person our clients trust to make the big calls, and the person our engineers trust to make those calls make sense. Sanity.io is at the heart of what we build. If you know it well, we want to hear about it immediately. What You'll Do - Lead solution architecture across client engagements, from early discovery through to implementation handoff - Design scalable, maintainable headless CMS architectures that support multi brand, multi region, and multi team deployments - Define content models, data structures, and information hierarchies in Sanity that stand up to real enterprise complexity - Work closely with clients to understand their existing infrastructure and map a clear path to a better one - Translate business requirements into technical blueprints that designers and developers can actually build from - Identify risks, tradeoffs, and dependencies early so the team is never surprised mid project - Establish architecture standards and documentation practices that the whole team can build on - Be a trusted technical voice in client workshops and presentations, making complexity feel manageable Qualifications - Deep hands on experience architecting solutions built on headless CMS platforms. This is non negotiable. - Sanity.io expertise is a significant advantage. If you have built complex schemas, custom studio plugins, or GROQ queries at scale, tell us everything. - Strong understanding of modern web architecture including Next.js, API design, edge deployment, and CDN strategy - Experience working with large enterprise clients who have complicated legacy systems, many stakeholders, and high expectations - The ability to think in systems and communicate those systems clearly to both technical and non technical audiences - Comfortable making decisions with incomplete information and explaining your reasoning without a slide deck - Familiarity with AWS, Vercel, and Node.js based backend systems - A genuine enthusiasm for the craft. You geek out about this stuff and that energy is contagious. Benefits - You will be shaping the architecture of platforms used by some of the most recognized orgs. - Headless CMS architecture is literally what we do. You will not be a niche hire here. You will be central. - Fully remote team that gives you the autonomy to think deeply and the support to execute well - Growth stage company where your architectural decisions will have a lasting impact on how we scale - Work alongside engineers, designers, and PMs who are genuinely excellent at what they do - We are building something ambitious. Come help us figure out how.