We deliver the promise of autonomy
At Edge Case Research, we enable our customers to assure the safety of autonomous systems for real world deployment. We are developing products that define and measure the safety of autonomous systems. Our client base spans diverse markets such as automotive, mining, defense, insurance, and aerospace. Edge Case is founded by the recognized world leaders in autonomous system safety and autonomous vehicle safety. Our experts are writing the standards and developing the products that will bring innovation safely into society.
The Senior Vice President (SVP) for Growth and Delivery will be responsible for leading the sales and delivery of our safety solutions for autonomous systems and AI, targeting both commercial and defense customers. This role will drive the growth of our Platform as a Service (PaaS) model, offering scalable, customizable safety solutions that customers can leverage directly for their autonomous, AI, and other complex systems.
In this leadership role, the SVP will oversee business development and sales strategy, manage a high-performance sales team, and ensure seamless execution of customer delivery. The role requires a deep understanding of safety for complex systems, expertise in navigating both commercial and defense markets, and the ability to successfully guide the company from services to a product-based model.
What you’ll be doing
1. Sales Leadership & Strategy Development:
- Lead the development and execution of sales strategies focused on driving growth in both commercial (e.g., autonomous vehicles, AI applications, robotics) and defense (e.g., AI-powered defense systems, autonomous military applications) markets.
- Target high-value accounts and establish long-term relationships with key decision-makers in both sectors, positioning the company as the leader in safety solutions for autonomous technologies.
- Engage with C-level executives, program managers, and safety officers to build relationships that drive business growth and long-term partnerships.
- Oversee the sales process, from lead generation and qualification through to contract negotiation and closing, ensuring the company's value proposition resonates with both commercial and defense customers.
2. Business Development & Market Expansion:
- Identify and develop new business opportunities in both commercial and defense markets, targeting customers who need advanced safety solutions for autonomous systems, AI, and other mission-critical applications.
- Lead efforts to respond to RFPs and government contracts, ensuring that both our engineering services and future PaaS solutions meet the stringent requirements for both commercial and defense sectors.
- Drive expansion into new market segments, building awareness of the company’s capabilities in ensuring the safety and compliance of autonomous and AI systems.
- Lead the creation of compelling proposals, ensuring the safety aspects of our solutions are clearly communicated to both commercial and defense customers.
3. Customer Relationship Management & Retention:
- Cultivate long-term relationships with commercial and defense clients, ensuring that their evolving needs for safety and compliance are consistently met.
- Act as the senior point of contact for key customers, addressing their safety challenges and collaborating to integrate our solutions into their autonomous and AI-driven systems.
- Ensure customer satisfaction and retention by overseeing the successful delivery of both engineering services and future PaaS solutions.
- Manage client feedback loops and ensure the continuous improvement of solutions to better meet customer needs in both sectors.
4. Team Leadership & Development:
- Build, lead, and mentor a high-performance sales and business development team focused on both commercial and defense markets.
- Lead and oversee the execution of client projects from initiation to delivery, ensuring on-time, on-budget, and quality outcomes.
- Manage and mentor cross-functional teams, ensuring alignment between sales, operations, and delivery for seamless project execution.
- Establish and enforce project management best practices, optimizing processes and driving continuous improvement in delivery performance.
- Provide ongoing training and support to the sales team, ensuring they understand both the technical aspects of safety solutions and how to sell the value of the evolving product offering.
5. Revenue & Financial Performance:
- Own and drive revenue growth targets for both engineering services and future Platform as a Service (PaaS) offerings in commercial and defense markets.
- Develop pricing models, contract structures, and business strategies that balance competitive positioning with profitability, ensuring both customer value and business success.
- Monitor sales performance, track revenue forecasts, and manage the sales pipeline to ensure predictable and sustained business growth.
- Establish clear sales goals, key performance indicators (KPIs), and benchmarks, providing regular feedback and coaching to ensure targets are met.
6. Market Insights & Competitive Positioning:
- Monitor industry trends, competitive landscape, and customer needs in both commercial and defense sectors.
- Analyze competitive offerings in the market and adjust sales and marketing strategies to maintain a strong competitive position.
- Provide strategic input to the executive team regarding customer feedback, market demands, and competitive intelligence, ensuring our offerings remain cutting-edge.
What you’ll bring:
Requirements:
- Authorization to work in the United States is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa.
- Bachelor’s degree in Engineering, Business Administration, or a related field (required).
- MBA or relevant advanced degree (preferred).
- 12+ years of experience in senior sales leadership roles, particularly in safety solutions, autonomous systems, AI applications or other complex systems.
- Proven success in selling complex, safety-critical solutions to both commercial and defense customers, with a track record of navigating highly regulated markets.
- Experience in transitioning a business from a service model to a Platform as a Service (PaaS) or similar technology-based model.
- Extensive knowledge of defense sector requirements, including government contracting, compliance standards (e.g., ITAR, DFARS, NIST), and working with federal agencies.
- Familiarity with the challenges and safety concerns specific to autonomous systems, AI, and other high-risk technologies.
Skills & Abilities:
- Strong leadership and team-building skills, with the ability to inspire and manage a high-performing sales team.
- Expertise in managing long-cycle, complex sales processes with both technical and business stakeholders.
- Deep understanding of safety and risk management in the context of complex systems.
- Excellent communication, negotiation, and presentation skills.
Personal Attributes:
- Results-oriented, with a focus on driving growth and delivering measurable business outcomes.
- Strategic and adaptable, able to pivot quickly in response to market changes and evolving customer needs.
- Customer-focused, with a passion for delivering exceptional solutions that address safety and risk management challenges.
- High integrity, professionalism, and a commitment to ensuring safety in mission-critical systems.
Edge Case Research Values:
● Smart
● Helpful
● Friendly
Location
● Company headquarters in Pittsburgh, Pennsylvania
Benefits & Perks:
● Health, dental and vision insurance with majority of premiums covered
● Employee stock option plan
● Paid parental leave
● Retirement plan with company match
● Generous paid vacation and sick time
● Group life insurance
● Flexible working hours with work from home options to support work/life balance
Edge Case Research is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. ECR values all employees’ talents and supports an environment that is inclusive and respectful.
