Mission Development Manager

External

Gallatin · Austin, TX

Full-timeOn-site3d ago

ComplianceMove

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About the role

A Mission Development Manager at Gallatin is responsible for identifying, shaping, and advancing mission-aligned growth opportunities across the federal defense, national security, and adjacent commercial markets. The role sits at the intersection of customer discovery, operational problem framing, solution positioning, capture support, and partner coordination. This role requires understanding how military and government customers define mission problems, how acquisition pathways mature, how operational requirements translate into funded opportunities, and how Gallatin's Navigator platform can be positioned against priority workflows in sustainment, logistics, mobility, readiness, and mission planning. Reporting to the Head of Business Development, you will own a defined portfolio - building qualified pipeline, developing customer and partner relationships, shaping early opportunities, supporting capture activities, and ensuring Gallatin's external growth motion stays grounded in real mission needs. We are hiring against multiple portfolios now and expect to open additional Mission Development Manager seats as the year progresses. Portfolios are aligned to the markets where Gallatin can move the most logistics readiness in the shortest time: Army / SOCOM / Navy - service-level commands, program executive offices, operational units, and the formations that move and sustain the force. DLA / GSA / TRANSCOM / AMC - the joint and enterprise sustainment, mobility, and acquisition organizations that run U.S. logistics at scale. Federal civilian (non-DoD) - State Department, DHS (including FEMA), DOE, and adjacent civilian agencies whose missions hinge on resilient logistics. Commercial - large logistics-heavy industry and the technology enablers that move freight, fuel, parts, and people for the U.S. economy. You are an experienced operator with deep relationships, sharp commercial instincts, and a credible track record of advancing complex enterprise pursuits inside at least one of these portfolios. You bring fluency in AI, data, SaaS, and enterprise software - enough to hold your own in a technical conversation, and enough to translate operator problems into commercial pathways. You are equally at home in a SCIF, a logistics command operations center, a Capitol Hill office, or a Fortune 100 boardroom.

Responsibilities

Mission and Market Development

Identify priority mission areas, customer organizations, program offices, operational units, and acquisition pathways where Gallatin can create measurable mission value.

Develop account and territory plans across target defense, federal, and commercial customers - including stakeholders, mission owners, technical evaluators, contracting paths, budget signals, partner dependencies, and likely barriers to adoption.

Translate operational pain points into clear opportunity narratives that connect customer mission needs to Navigator's decision support, planning, logistics, sustainment, and workflow capabilities.

Track emerging requirements, solicitations, SBIR/STTR opportunities, OTA activity, prototype programs, exercises, experiments, and partner-led pursuits relevant to Gallatin's growth strategy.

Customer Discovery and Relationship Development

Conduct structured customer discovery with operators, planners, logisticians, acquisition personnel, program managers, and technical stakeholders.

Develop and maintain relationships with government users, transition partners, system integrators, primes, advisory networks, and ecosystem stakeholders.

Prepare for and support customer meetings, capability briefings, technical exchanges, industry days, conferences, demonstrations, and follow-up actions.

Capture customer feedback, mission requirements, workflow gaps, operational constraints, data access assumptions, integration needs, and procurement dynamics in a format usable by Growth, Product, Engineering, and Capture.

Opportunity Shaping and Capture Support

Qualify opportunities based on mission fit, customer urgency, budget alignment, competitive position, acquisition feasibility, and probability of transition.

Develop call plans, account notes, opportunity briefs, stakeholder maps, competitive assessments, partner strategies, and next-step recommendations.

Shape opportunities before solicitation release by clarifying mission need, influencing problem statements where appropriate, identifying evaluation drivers, and aligning Gallatin's solution narrative to customer priorities.

Support proposal development through customer context, win themes, operational use cases, partner inputs, compliance

Mission Development Manager

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