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Solution Manager
Senior Individual Contributor │ Hybrid / On-Site │ Current or Recent DoD Clearance Required
EXPERIENCE 5-8 Years
LOCATION Flexible / Hybrid
CLEARANCE Current or Recent DoD
About the Role
Paper Boat Systems is seeking a senior Solution Manager to serve as the connective tissue between our customers, our products, and our go-to-market motion. This is a high-impact individual contributor role at the intersection of defense technology, artificial intelligence, and mission-critical software.
You will own the full lifecycle of a portfolio of AI-driven defense products - from understanding customer mission requirements and shaping product features, to driving pricing strategy and executing the sales and marketing process. You will work closely with the engineering team to translate operational needs into actionable product requirements, while simultaneously building and maintaining trusted relationships with government and defense customers.
What You'll Own
Customer Relationships & Sales
• Develop and manage relationships with key stakeholders across DoD military branches, the Intelligence Community, and DHS/Federal Civilian agencies
• Serve as the primary point of contact for assigned accounts, understanding mission priorities and translating them into product opportunities
• Lead the end-to-end sales process: opportunity identification, capture strategy, proposal support, and contract close
• Represent Paper Boat Systems at industry events, conferences, and government briefings
• Maintain an active pipeline and provide accurate forecasting to company leadership
Product Management
• Define and prioritize features for assigned product lines - including DataForge, Replicant, and Totem Shield - based on customer feedback, market intelligence, and mission gaps
• Develop and maintain product pricing strategies aligned to government procurement vehicles and competitive positioning
• Author product requirements documents (PRDs), user stories, and use cases; hand off clearly scoped requirements to the engineering team
• Track product roadmap progress and communicate updates to customers and internal stakeholders
• Identify integration opportunities across the Captain's Helm platform and the broader product suite
Sales & Marketing Enablement
• Develop solution briefs, capability one-pagers, white papers, and presentation materials tailored to government audiences
• Support responses to RFIs, RFPs, and Sources Sought notices with technical and commercial narrative
• Collaborate with leadership on go-to-market strategy, messaging, and competitive differentiation
• Leverage AI tools to accelerate content development, market research, and customer intelligence workflows
What You Bring
Required Qualifications
• 5-8 years of experience in solution management, product management, business development, or technical sales in a defense or federal technology environment
• Current or recent DoD security clearance required; ability to obtain and maintain a Secret or higher clearance
• Demonstrated experience selling or managing products for DoD, IC, or DHS/Federal Civilian customers
• Strong understanding of the federal acquisition lifecycle, including FAR/DFARS, OTAs, and government procurement vehicles (GSA Schedules, GWACs, etc.)
• Proven ability to translate complex technical capabilities into compelling customer-facing narratives
• Hands-on proficiency with AI tools (e.g., generative AI platforms, AI-assisted research and writing, prompt engineering) as a daily productivity multiplier
• Excellent written and verbal communication skills; comfortable presenting to both technical and executive audiences
Preferred Qualifications
• Experience with multi-domain operations (MDO), missile defense, space, or cyber mission sets
• Familiarity with digital twin technology, synthetic data generation, or AI/ML orchestration platforms
• Prior experience at a defense-focused startup or scale-up; comfortable operating with a high degree of autonomy
• CMMC/NIST 800-171 awareness and experience working within cleared facility environments
• Active Secret or TS/SCI clearance
Products You'll Champion
As a Solution Manager, you will develop deep expertise in one or more of Paper Boat Systems' core products:
DataForgeMulti-modal mission data generation platform - producing synthetic, high-fidelity datasets for simulation, wargaming and to train and validate AI/ML models for defense applications.
ReplicantAI-driven digital twin generation - enabling rapid creation of mission-representative virtual environments for simulation, testing, and operational planning.
Totem ShieldSecure cryptographic credential management and visitor access control for classified facilities and events. Provides a secure dashboard for security personnel to manage end-to-end visitor workflows - from direct credential invitations and identity verification to criminal checks, entry pass generation, on-site behavioral analytics, and integration with existing federal and defense systems.
Why Paper Boat Systems
• Mission-driven culture - we build technology that protects warfighters and strengthens national security
• Top Secret facility clearance and CMMC/NIST compliant infrastructure - you'll work in a secure, professional environment from day one
• Trusted by Missile Defense Agency, Air Force, Space Force, Army, Navy, and DHS
• Small team, big impact - as a senior IC you will have direct influence over product strategy and company growth
• Competitive compensation with performance incentives
• Flexible hybrid work arrangement
How to Apply
Paper Boat Systems is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.
This position requires a current or recent DoD security clearance, or the ability to obtain and maintain one. Applicants selected will be subject to a security investigation and must meet eligibility requirements for access to classified information.