Director, Strategy & Market
Firestorm
San Diego, CA, USA
USD 176k-217k / year + Equity
Posted on Oct 27, 2025
Director, Strategy & Market
San Diego, CA
Business Development
In office
Full-time
Who We Are
At Firestorm, we’re on a mission to revolutionize how defense solutions are designed and delivered. Our goal is to empower U.S. ally nations to effectively deter aggressors — regardless of their defense budget — through innovative, cost-efficient technologies. We call this vision “democratized deterrence.” As a VC-backed company at the intersection of defense and Silicon Valley, we’re pioneering the development of mission-adaptable aerial vehicles that put power back into the hands of operators. By prioritizing operator effectiveness, we’re pioneering a new era of aerial vehicle design. We aim to upend the traditional defense procurement model by delivering world-class capabilities at a fraction of the usual cost. Join us at Firestorm as we redefine defense procurement, making cutting-edge technology accessible to all at a fraction of the cost.
About the Role
Firestorm Labs is seeking an experienced and visionary Director of Strategy & Market to lead the company’s strategic roadmap, drive go-to-market initiatives, and shape critical long-term capture opportunities with the United States Department of Defense, allied partners, and international customers. The ideal candidate is passionate about strengthening U.S. and allied defense capabilities, understands the nuances of the DoD acquisition ecosystem, and is energized by the opportunity to position Firestorm as a next-generation defense technology leader.
This position requires a leader who can think creatively, navigate complex acquisition pathways, and deliver results in a fast-moving environment. The Director will identify and pursue high-impact programs, propose innovative solutions, and capture opportunities that align Firestorm’s modular, autonomous, and rapidly deployable systems with national and international defense priorities.
At Firestorm Labs, capability is delivered to the warfighter at the speed of relevance through advanced autonomy, modular systems, and rapid manufacturing. The Director will leverage these cutting-edge technologies to accelerate innovation, close capability gaps highlighted in the National Defense Authorization process, and help revitalize the technological and operational advantage of U.S. and allied forces globally. This position offers significant visibility and frequent engagement with internal and external stakeholders in a fast-paced, mission-driven environment.
What You'll Do
- Reporting directly to the Chief Strategy Officer and working closely with the Chief Executive Officer, execute capture strategies that drive top-line growth across the Department of Defense, U.S. Military branches and international partners.
- Lead the strategic campaign to identify, shape, propose, and capture programs that align Firestorm’s modular unmanned systems, autonomy stack, and rapid manufacturing capabilities with DoD and NDA priorities.
- Develop pipeline opportunities, qualify leads, and oversee pursuit strategies for major programs and contracts in close partnership with the VP of Business Development and the broader BD team.
- Foster existing relationships and expand the current portfolio through consistent engagement with key stakeholders and warfighter communities.
- Collaborate with product managers, engineering, operations and program management teams to align Firestorm’s offerings with customer missions and emerging requirements.
- Negotiate and close complex, high-value contracts with international and domestic defense customers, ensuring alignment with Firestorm’s strategic objectives.
- Represent Firestorm Labs at global defense exhibitions, industry forums, and government-led initiatives to strengthen brand, thought leadership and strategic visibility.
- Track competitor activities, industry trends, and policy/regulatory developments impacting autonomy, additive manufacturing, and other emerging defense technologies.
- Deliver annual revenue, bookings, and growth targets for assigned opportunities in partnership with BD leadership.
- Develop and implement long-term strategies to capture Programs of Record and emerging technology initiatives, including key hires and team development to support growth.
- Shape business opportunities by understanding customer requirements, capability gaps, and acquisition timelines, with a focus on INDOPACOM and other priority operational theaters.
- Act as a trusted advisor to executive leadership, providing insights and recommendations on capture strategies, capital allocation, and strategic partnerships.
Minimum Qualifications
- Bachelor’s degree in Business Administration, Engineering, International Relations, or a related field.
- 8+ years of experience in defense strategy, capture management, or government contracting within the national security sector.
- U.S. Citizenship required due to ITAR regulations & the ability to obtain and maintain a Department of Defense (DoD) security clearance.
- Demonstrated prior team leadership experience in strategic growth with DoD programs, preferably with a 0-to-1 track record.
- Deep understanding of the Planning, Programming, Budgeting, and Execution (PPBE) process, acquisition reform, rapid acquisition pathways, and congressional engagement processes.
- Exceptional understanding of customer gaps and problem sets, with emphasis on INDOPACOM and other priority operational theaters.
- Established professional network across DoD innovation organizations, military branches, industry adjacent companies and other agencies that support warfighter needs.
- Proven experience pursuing, shaping, and capturing business opportunities within the defense technology or government innovation space.
- Advanced knowledge of Federal Acquisition Regulations (FAR/DFARS), NDAA funding cycles, and accelerated acquisition processes.
- Ability to communicate complex technical and strategic concepts clearly to senior government and military leaders.
- Strong analytical and problem-solving skills with the ability to translate strategic insights into actionable business opportunities.
- Willingness to travel 35% with a CY for capture efforts, customer engagements, and industry events.
Preferred Qualifications
- MBA or advanced degree in Business, Strategy, Public Policy, or a related field.
- 10+ years of experience in defense strategy, capture management, or government contracting within the national security sector.
- Active DoD security clearance; Secret or higher
- Experience leading or contributing to Programs of Record or emerging technology initiatives.
- Experience in defense innovation organizations such as DIU, AFWERX, or service-level R&D commands.
- Track record of building high-performing teams that execute complex capture strategies from inception to award.
Additional Requirements
- Ability to work in an office environment
Work Environment
- This is an on-site, hybrid role based in San Diego, CA.
- We welcome candidates who are local or open to relocating; relocation assistance is available and may be included in the offer package where appropriate.
- Occasional travel may be required to domestically; up to 35% within a calendar year.
This position typically operates in a standard office setting and manufacturing environment. This role requires use of standard office equipment and the physical demands described here are representative of those that must be met to successfully perform the essential functions of the job. Ability to sit, stand, bend, reach and move about regularly throughout the day. Must have manual dexterity to operate standard office equipment.
Compensation
U.S. Range: $176,000 - $217,000
The posted salary range reflects an estimate based on a variety of compensation factors, including but not limited to relevant experience, education, certifications, specialized skills, geographic location, and business needs. Actual compensation may vary, and this range is subject to change as our compensation structure or market conditions evolve.
Benefits & Perks
Our culture fosters collaboration, respect, and trust, empowering passionate people to do their best work. We offer a competitive salary, comprehensive benefits, and opportunities for career growth. In addition to an opportunity to take part in an innovative, collaborative and fast-growing business with a highly motivated and skilled team, we also take pride in taking care of our employees. Here are just a few ways that we show our appreciation:
- We offer comprehensive medical, dental, and visions plans
- 401(k) Retirement Savings Plan to invest in your long-term retirement goals
- Equity grants for new hires
- Unlimited PTO
- Extremely generous company holiday calendar, including a holiday hiatus in November, & December.
- Generous Parental Leave
- Lifestyle Spending Account
- FSA
- DCFSA
- HSA
- Hospital Indemnity insurance
- Critical Illness insurance
- Accident insurance
- Basic Life/AD&D, short-term and long-term disability insurance, 100% covered by Firestorm. Plus, the option to purchase additional life insurance for you and your family.
- Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well.
Export Control Compliance
To conform to U.S. government export control regulations, including the International Traffic in Arms Regulations (ITAR) and Export Administration Regulations (EAR), 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 otherwise eligible to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce.
Equal Opportunity Statement
Firestorm is an equal opportunity employer, committed to creating a diverse and inclusive workplace, and upholding equitable hiring practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic under 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. We actively encourage members of recognized minorities, women, Veterans, and those with disabilities to apply, and we work to create a welcoming and supportive environment for all applicants throughout the interview process.
Firestorm is committed to fostering an inclusive and accessible work environment. If you require accommodations or assistance during the application process, please don’t hesitate to reach out to us at careers@launchfirestorm.com so we can provide the support you need.
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Req ID: R95