Head of Partnerships - job 2 of 2

About Darkhive, LLC 

Darkhive is making robotics accessible. Established in 2021, we are focused on the application of robotics in the public safety and defense communities. Our approach in accessibility is built on three pillars: low-cost, ease-of-use, and open interface design.   

With our autonomy software stack, military and public safety users intuitively interact with our robotics platforms which enable them to understand their environment and make decisions when it matters most.  Our palm-sized, autonomous drone demonstrates the capabilities of our integrated software and hardware solutions. 

Darkhive is a growing group of U.S. Special Operations veterans, aerospace engineers, robotics perception experts, DevSecOps, defense technology executives, and superb support staff-above all, we are mission first team.  We believe that the U.S. and our allies around the world deserve high-quality, affordable tools that keep them safe when each second counts.  

If you are a free-thinking problem solver who is looking for a highly collaborative and innovative environment, apply with Darkhive today! 

The Head of Partnerships role: 

Revenue leader primarily responsible for driving commercial and strategic opportunities with defense primes, DefenseTech startups, channel partners, and other external organizations that can help Darkhive bring autonomy to where it matters most. 

• Drive Revenue Generating Partnerships Primarily responsible for identifying and executing a campaign to secure high-impact partnerships for Darkhive with both immediate and long-term revenue upside. Engage with established defense primes and other integrators to leverage Darkhive hardware in operationally effective solutions and help navigate the complex defense software ecosystem to effectively engage with partners and other ecosystem nodes. 

• Build Strategic Connections Craft deliberate approach to allow Darkhive to “punch above its weight” and continue to shape & drive defense, autonomy, and supply chain narratives through engagement with key stakeholders across Darkhive’s core markets. Set conditions for effective engagement by the broader Darkhive organization & leadership team with political bodies, adjacent startups and businesses, and defense & public safety organizations. 

• Enable Business Development Work to not only pursue & capture existing opportunities but also help identify key stakeholders across target verticals and shape opportunities pre-emptively, enabling end users & customers to construct the programmatic opportunities that best position industry to help address their existing capability gaps and pain points. Lead and support relationship management across key operational and procurement organizations. 

• Enable Channel Partner Success Help enable existing success motions across contract management, tactical applications, and product to best support customers. Inform customer success approach and provide critical context on customers, existing relationships, and performance expectations. Freedom to engage & support customer success across touchpoints, to include conferences, demonstrations, and direct engagements. 

• Build Partnership Roadmap 

As a functional lead, own the development of the partnership engagement roadmap and longer-term strategic planning for key relationships. As commercial relationships gain traction, build out a supporting team to enable channel partner, prime & integrator, and broader B2B and B2G partnerships both domestically and internationally. 

The Head of Partnerships is an exempt, non-supervisory position reporting to the VP of Defense Strategy. This position can be on-site in San Antonio, Texas or hybrid with the expectation of up to 75% travel to headquarters, partner sites, conferences, expos, and events, and to tactical field and demonstration environments. This position has a base salary and equity compensation, plus potential commission and bonus. 

Qualifications you bring: 

• Passion for building relationships with key B2B partners and government organizations while managing complex set of stakeholders to help achieve commercial objectives 

• Bias towards action and comfort operating in ambiguous environments 

• Track record of successful cross-functional coordination while executing against a defined plan 

• Demonstrated experience executing a B2B and/or B2G partnership across the full relationship cycle - from identifying the opportunity, to building the execution plan, to shaping, to closing & maintaining the relationship 

• Excellent written and verbal communication skills and proven track record of effective communications, ideally to defense or public sector stakeholders  

• Relevant understanding of defense and public safety hardware and software products, specifically unmanned systems, robotics, autonomy solutions, and mission software 

Bonus Qualifications: 

• Existing track record with and relationships among established Defense Primes, technology integrators, government contractors, and other relevant defense, public safety, and hardware industry players 

• Demonstrated ability to manage large commercial opportunities and drive progress across both internal stakeholders and external champions, buyers, and/or users 

• Proven success in selling into Defense Primes or other integrators & partners 

• U.S. Military Veteran 

• An active security clearance (this is not a requirement for the position) 

• An active security clearance (this is not a requirement for the position). 

Physical and/or Mental Requirements 

• Ability to sit and/or stand for periods of time. 

• Ability to use a keyboard, mouse, and other equipment with or without accommodations. 

• Ability to maintain awareness during business hours. 

• Ability to lift up to 15 pounds. 

• Excellent written and verbal communication and good command of the English language. 

• Learns and memorizes routine tasks. 

• Reasonable accommodations will be provided to any person with a disability to be able to perform the essential job functions of this position. 

• Darkhive retains the right to change or assign other duties as required for this position.  

Selection Process: 

• Hiring team reviews applications 

• 30-minute phone screen with the hiring manager 

• Take home project  

• In-person or video interview with hiring team 

Benefits Darkhive offers: 

• Comprehensive medical plans; 2 plans are 100% employer paid insurance premiums 

• 100% employer paid dental and vision insurance premiums 

• Automatic 401k employer contribution with immediate vesting 

• Unlimited vacation 

• 11 Paid holidays 

• Accrued sick leave 

• Stock options 

• Welcoming and friendly work environment 

• Respect of work-life balance 

Darkhive is an equal-opportunity employer and prohibits discrimination and harassment against any employee or applicant because of race, color, gender (including pregnancy), age, gender identity, creed, religion, national origin, sexual orientation, marital status, genetic information, disability, political affiliation, protected veteran status, or any other status protected by federal, state, or local law.