Senior Director, Strategic Solutions

About the role

C3 Ai is seeking a Senior Director, Strategic Solutions to own the end-to-end sales strategy and execution for a critical enterprise account within the U.S. Air Force. In this role, you will be responsible for developing and driving the adoption of the C3 Ai Suite and Agentic AI Platform across Air Force missions and operational units. You will act as a trusted advisor to senior stakeholders, shaping the digital transformation agenda and ensuring alignment between Air Force objectives and C3 Ai's capabilities. This position requires you to identify, create, and manage complex AI use cases that address unique defense challenges in areas such as aviation, logistics, and mission support. You will leverage your expertise to navigate intricate procurement and acquisition processes, translating high-level mission needs into viable technical and commercial solutions. Success in this role will depend on your ability to build and sustain deep, long-term relationships with key decision-makers and influencers throughout the Air Force enterprise. You will be expected to represent C3 Ai at the highest levels, ensuring the company remains a strategic partner in modernizing defense operations through AI.

Key facts

What you'll do

Develop and execute a comprehensive sales strategy designed to achieve revenue targets and expand C3 Ai's footprint within the U.S. Air Force.

Identify and cultivate relationships with senior-level decision-makers, program managers, and key influencers to uncover strategic opportunities and long-term objectives.

Analyze and interpret the unique challenges, requirements, and procurement frameworks of the U.S. Air Force to tailor solutions and commercial approaches accordingly.

Engage directly with customer stakeholders to ensure the realization of digital transformation goals and the successful integration of C3 Ai products into mission workflows.

Develop, maintain, and oversee the implementation of detailed strategic customer engagement plans that align with Air Force modernization priorities.

Manage research efforts to identify, profile, and prioritize customer prospects and target accounts across the defense sector.

Collaborate with internal sales, engineering, product, and marketing teams to develop and refine new product offerings for existing and new lines of business.

Represent C3 Ai by driving business development initiatives and fostering relationships with company alliance partners to expand market presence.

Personally engage in strategic account selling, business development activities, and ongoing customer success management to ensure value realization.

Travel to customer sites and defense-related events up to 50% of the time, or more, depending on operational and mission-driven business needs.

Champion the articulation of complex mission, operational, and technology issues to diverse audiences with clarity and precision.

Thrive in a fast-paced, high-performance, and highly collaborative environment that demands rigorous execution and rapid decision-making.

Demonstrate adaptability and resilience when navigating the defense sector's evolving priorities, regulatory constraints, and acquisition landscapes.

Leverage technical fluency in AI, machine learning, operations research, physics, math, engineering, data integration, or computer science to convey value and feasibility to technical audiences.

Requirements

Bachelor's Degree in engineering, science, computer science, or a related technical field of study is required; a Master's or MBA degree is preferred.

Possess a proven track record of success in sales, with a specific focus on selling Software-as-a-Service (SaaS) solutions to the U.S. Air Force.

Demonstrate a deep understanding of the defense industry landscape, including procurement processes, acquisition programs, and compliance requirements.

Show extensive knowledge of AI technology, data analytics, and their practical applications within the defense and national security sectors.

Have a documented history of building and nurturing relationships with senior-level decision-makers and influencers within large defense organizations and the U.S. Air Force.

Bring experience with and an understanding of how defense budgets, planning cycles, and acquisition frameworks influence technology adoption.

Exhibit strong capabilities in strategic thinking, complex problem-solving, and the ability to synthesize intricate concepts into actionable recommendations.

Communicate effectively in written and verbal formats, with the ability to present sophisticated technical information to both technical and executive audiences.

Nice to have

Veterans and individuals with a deep understanding of the Air Force's culture, decision-making processes, and mission sets are strongly encouraged to apply.

Candidates with prior service, especially in operational, procurement, or acquisition roles within the Air Force, are highly preferred.

Experience in aviation-related fields and familiarity with Air Force mission sets and platforms provide a distinct advantage.

An established network and a track record of engaging Air Force stakeholders at senior levels will be strongly considered during the selection process.

Practical notes

Candidates should be able to understand complex issues at the intersection of mission, operations, and technology, and communicate that complexity with clarity. Successful candidates will thrive in a fast-paced, high-performance, highly collaborative environment and demonstrate an ability to execute precisely and quickly. Candidates should possess technical fluency in AI, machine learning, operations research, physics, math, engineering, data integration, or computer science.