Business Development, Federal

AI can be a powerful tool for good in the world – at Altana we apply AI to the world’s largest organized body of supply chain data to power a more resilient, more secure, and more sustainable model of global commerce. Our customers connect to the Altana network to build resilience for critical industries and infrastructure, automate and safeguard cross-border trade, transform insurance underwriting, protect national security, combat modern slave labor, disrupt fentanyl trafficking, and ensure that their products are sustainable.

Altana is backed by leading investors and used by the world’s most important organizations, including Lloyd’s, Maersk, multiple government agencies across the US, UK, EU, Singapore, and Australia, General Atomics, Boston Scientific, and more. We are building a global platform connecting the public and private sectors into an AI-powered network for building trusted supply chains. We operate in accordance with our values: we focus on value creation, not capture; we foster diversity and embrace difference; we embrace reality; we get things done; we amaze our clients. When you join Altana, you’ll be joining a vibrant, collaborative team working together to solve complex problems with the potential for global societal impact.

The Opportunity at Altana

The Federal Business Development team is looking for an innovative and dynamic professional who will have the opportunity to establish and maintain productive relationships between Altana and several U.S. Federal entities. This person will play a vital role in shaping and winning new deals, fostering collaboration, understanding government needs, and aligning our solutions with their mission-driven objectives. This individual’s strategic approach and expertise in navigating the public sector landscape will contribute to the overall success of not only the sales team, but Altana at large.

You Will

• Build a cohesive, data-driven strategy within the Federal market to penetrate, expand, and deliver Altana’s solution. 
• Develop and maintain close working relationships with stakeholders to identify and shape new business opportunities within DHS, DoD, IC, or other relevant Federal sector. 
• Serve as a leader for existing and future programs within the Federal team; design, implement, and execute strategic capture campaigns.
• Work cross-functionally with account managers, marketing, government relations and engineering to ensure successful capture and delivery of innovative software solutions.
• Foster a culture of trust, open communications, customer focus, innovation, and continuous improvement.
• Excellent written and verbal communication skills with experience presenting to senior executives and customers; ability to translate complex topics, convince, and inspire through the written and spoken word.
• Lead initiatives that move the organization forward, contributing to business and financial performance in a material and meaningful manner.
• Deliver on financial performance commitments and build strategic market growth initiatives.

You Have

• The ideal candidate is a proven growth leader who has demonstrated experience in shaping and capturing complex software programs, with preference given to candidates with recent experience interacting with Service enterprise decision makers.
• 10+ years of relevant acquisition, business development experience.
• Demonstrated knowledge in Federal acquisitions. A history of zero-to-one program growth in a specific Federal sector is a plus.
• Intimate understanding of government contracting, fielding, requirements generation, and budgeting for the purposes of transitioning prototype capabilities to production.
• Strong interpersonal skills will be required to engage with business partners and customers.
• A leader who can build, adapt, and implement new and innovative approaches to market.
• Must be able to work in a fast-paced, highly entrepreneurial, and creative environment.
• Ability to identify, establish and use important customer relationships with senior level officials and program stakeholders within the defense and intelligence communities to drive capability adoption.
• Demonstrated high-energy leader who will drive performance and exhibit strong management skills with a high level of emotional intelligence.
• Self-starter, comfortable working with limited oversight.
• Excellent writing, communication skills with experience briefing senior executives and customers.
• Ability to travel 25-75% of the time.
• Must be eligible to obtain and hold a US Security Clearance.

This role is based in Washington, DC, USA with hybrid work flexibility and candidates must be within co