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Founding GTM Lead - Aerospace & Defense

UniversalAGI· GTM
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San FranciscoFull-timePosted 2w ago

About the role

Founding GTM Lead for Aerospace & Defense to build and execute UniversalAGI's go-to-market motion with defense primes and defense tech companies, shaping strategy, and driving initial closed deals.

Responsibilities

  • Build the A&D motion: build and run our go-to-market across defense primes and defense technology companies, from first meeting to signed, expanding contract.
  • Navigate complex accounts: map the relevant engineering organizations, the executives and technical leaders who matter, and what success looks like for each, then work from a first champion to an enterprise deal.
  • Run the full sales cycle: prospecting, technical proof points and benchmarks, commercial negotiation, close, and expansion across programs and business units.
  • Know how primes buy: work through procurement and supplier onboarding, security and export-control requirements, internal R&D versus program-funded budgets, and multi-stakeholder buying committees.
  • Lead with technical credibility: hold the first technical conversation yourself with CFD, aerodynamics, and simulation engineers, and bring in our research team for deep dives.
  • Build the business case: translate faster design cycles, fewer wind tunnel and flight tests, lower compute costs, and reduced program risk into a quantified case for engineering and executive buyers.
  • Define the GTM strategy: map the A&D market and decide where we win fastest, factoring in sales cycles, budgets, customer needs, and the value we deliver.
  • Build the playbook: create our A&D sales playbook from scratch (qualification criteria, messaging, deal stages, and repeatable processes) that future hires can execute against.
  • Communicate with precision: write crisp briefings before and after every customer meeting, and keep relationships warm across every account.
  • Partner across UniversalAGI: work with the CEO, our other founding GTM leads, and our research and engineering teams to shape product and strategy around real buyer needs.
  • Represent UniversalAGI: show up at industry conferences and customer sites as the face of our A&D business.

Qualifications

  • Technical background: degree or working experience in mechanical or aerospace engineering, computational fluid dynamics, or a related field, strong enough to go deep on the technical value proposition with engineering buyers.
  • Domain sales experience: 8+ years of enterprise sales or business development selling into aerospace & defense companies, with a working understanding of their procurement, security constraints, budget cycles, and stakeholder structures.
  • The right accounts: has sold into defense primes (e.g., Lockheed Martin, Northrop Grumman, RTX, Boeing Defense, L3Harris, General Dynamics) and/or defense technology companies (e.g., Anduril, Palantir, Shield AI).
  • Track record: history of personally sourcing and closing $1M+ net-new software deals, not inherited pipeline.
  • Network: active, callable relationships with VP-level and above leaders across aerospace & defense companies, warm on day one.
  • Startup mindset: has operated in a startup environment; comfortable with ambiguity, wearing multiple hats, and building process rather than inheriting it.
  • Communication: excellent written and verbal communication; can rapidly learn our product and explain it with precision to engineers and executives alike.
  • Operating style: extreme urgency, very organized, and proactive. Nothing falls through the cracks.

Skills

Required:Technical storytelling to engineers and executivesEnterprise sales and business development

Benefits

  • Competitive compensation and equity.
  • Competitive health, dental, vision benefits paid by the company.
  • 401(k) plan offering.
  • Flexible vacation.
  • Team Building & Fun Activities.
  • Great scope, ownership and impact.
  • AI tools stipend.
  • Monthly commute stipend.
  • Monthly wellness / fitness stipend.
  • Daily office lunch & dinner covered by the company.
  • Immigration support.
Last updated Oct 7, 2026. Interested? Apply on the company site.
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About UniversalAGI

Foundation models for automating physical systems engineering

The platform for engineering teams building and operating Physics AI at scale. Predict aerodynamic performance, structural loads, and thermal behavior in seconds.

PlatformAI simulationUncertainty QuantificationLIFT Volume TokenizationCalibrated UncertaintySUV-PTAerospaceDefense
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