Senior Director, Sales and Client Success for Intel Operations Accounts

About Rhombus

Rhombus delivers AI-powered predictive decision support software that transforms how military and intelligence organizations detect threats, assess risks, and make critical decisions. Our real-time platfoirms - Guardian and Ambient AI—fuse multi-source intelligence to provide commanders and analysts with decisive operational advantage when every second counts.

 

Positon Overview

We seek an exceptional leader—ideally a former senior intelligence or military officer or intelligence / defense senior executive—to serve as Senior Director, Sales and Client Success for Intel Operations Accounts. This is a mission-critical role at the intersection of cutting-edge AI technology and national security imperatives. Your mission: drive the adoption, expansion, and operational success of Rhombus' AI platforms across commands, agencies, and allied partners worldwide. You will own the complete customer lifecycle—from inital engagement through multi-year program expansion—ensuring our technology becomes essential infrastructure for defense readiness and coalition security.

This position demands the credibility to engage with four-star generals, cabinet-level officials, and national security leaders, combined with deep expertise in translating sophisticated AI capabilities into operational advantage. You will lead cross-functional teams, shape strategic requirements, and ensure our platforms deliver measurable mission impact.

 

Key Responsibilities

Product Line Ownership & Strategy

• Own the performance, adoption, and revenue growth of the Guardian and Ambient AI product line across defense and intelligence customers

• Define and execute go-to-market strategy aligned with defense modernization priorities and emerging operational requirements

• Partner with product and engineering teams to translate field feedback into capability roadmaps and feature prioritization

• Drive continuous improvement based on operational metrics, user adoption data, and mission outcomes

• Oversee the full lifecycle from proof-of-concept demonstrations through production deployment and long-term sustainment

 

Senior Customer Engagement & Relationship Management

• Build and maintain trusted relationships with combatant commanders, service chiefs, agency directors, and ministerial leadership

• Serve as the principal liaison between operational customers and Rhombus' technical teams

• Conduct executive briefings and capability demonstrations for senior defense and government audiences

• Navigate complex procurement, acquisition, and budgeting processes (PPBE, Foreign Military Sales, coalition frameworks)

• Translate operational challenges into technical requirements while articulating the strategic value of AI-enabled decision support

 

Revenue Growth & Market Expansion

• identify and pursue expansion opportunities within existing customer organizations and new defense markets

• Position Guardian and Ambient AI as mission-essential capabilities, not discretionary technology purchases

• Secure multi-year funding commitments and expand contract values through demonstrated operational impact

• Develop strategic partnerships with defense primes, system integrators, and coalition partners

• Represent Rhombus at international conferences, military exercises, and policy forums

 

Cross-Functional Leadership

• Lead integrated "mission pods" comprising sales, customer success, technical account management, and solution architecture

• Collaborate with marketing to develop case studies, success stories, and thought leadership content

• Work with legal and contracts teams to structure agreements that enable rapid deployment and scaling

• Partner with finance to forecast revenue, manage pipeline, and track key performance metrics

• Foster a culture of mission focus, customer obsession, and operational excellence

 

Strategic Advisory & Thought Leadership

• Advise executive leadership on defense market trends, competitive positioning, and strategic opportunities

• Contribute to product strategy based on emerging operational concepts and defense innovation priorities

• Mentor team members on defense culture, decision-making processes, and stakeholder management

• Build Rhombus' reputation as a trusted partner capable of operating at the highest classification levels

 

Required Qualifications

Leadership & Experience

• 15+ years of progressively senior experience in intel/military operations, intel/defense programs, or national security roles

• Proven track record leading complex, mission-critical programs or large-scale technology adoption initiatives

• Direct experience managing P&L, revenue targets, or program budgets exceeding $50M annually

• Demonstrated success navigating defense acquisition frameworks (DAS, JCIDS, PPBE, or equivalent International processes)

 

Relationships & Credibility

• Established senior-level networks across defense and intelligence communities

• Credibility and communication skills to engage effectively with flag/general officers and cabinet-level officials

• History of building trust with diverse stakeholders including operational commanders, acquisition professionals, and policymakers

 

Technical & Analytical Acumen

• Strong working knowledge of AI/ML technologies and their operational applications in intelligence and military operations

• Understanding of intelligence analysis workflows, targeting processes, and operational planning cycles

• Ability to translate complex technical concepts into mission impact and strategic value

• Comfort with data-driven decision making and performance analytics

 

Communication & Influence

• Exceptional executive presence and presentation skills

• Experience delivering capability briefings at the O-6/GS-15 level and above

• Skilled negotiator capable of structuring win-win agreements in complex environments

• Cross-cultural competency and ability to work effectively across international partnerships

 

Education

• Bachelor's degree required

• Advanced degree (MBA, MPA, MS, or equivalent) strongly preferred

-Active TS/SCI or ability to obtain one requiredd

 

Preferred Qualifications

• Former Flag officer / SES / SIS, or equivalent senior defense leadership position preferred, or an exceptionally qualified O-6 / GS-15.

• Experience with Special Opera7ons, Intelligence Community, or Joint Staff organizations

• Track record deploying technology solutions in operational environments (including OCONUS and forward-deployed locations)

• Familiarity with defense AI/ML initiatives, Joint All-Domain Command and Control (JADC2), or algorithmic warfare efforts

• International defense cooperation experience (NATO, Five Eyes, bilateral partnerships)

• Previous experience with defense technology startups, small businesses, or innovative organizations

• Understanding of Foreign Military Sales (FMS) and coalition partner acquisition processes

 

Key Competencies

Strategic Vision with Operational Execution

• Ability to see the "big picture" while driving tactical milestones

• Balances long-term relationship building with quarterly revenue objectives

Mission-Driven Leadership

• Inspires teams around national security imperatives, natural leaders 

• Maintains focus on customer success and operational impact over technology features

Gravitas & Executive Presence

• Commands respect in rooms with senior intelligence and government leaders

• Combines humility with confidence; listens as much as speaks

Entrepreneurial Mindset

• Thrives in ambiguity and fast-paced startup environments

• Takes calculated risks and learns quickly from setbacks

• Resourceful problem-solver who finds creative paths forward

Business Acumen

• Understands how to build sustainable revenue and scale customer relationships

• Financially literate with strong analytical and forecasting capabilities

Collaborative Influence

• Builds consensus across diverse, matrixed stakeholders

• Navigates organizational politics with integrity and diplomacy

 

Why Join Rhombus?

Mission Impact: Your work directly supports warfighters, intelligence analysts, and national security decision-makers facing real-world threats.

Cutting-Edge Technology: Work with state-of-the-art AI/ML platforms that are redefining how defense organizations anticipate and respond to emerging threats.

Leadership Opportunity: Shape the strategic direction of a high-growth product line with significant revenue potential and mission criticality.

Collaborative Culture: Join a team of intelligence veterans, technologists, and operators committed to delivering decision advantage at machine speed.

Competitive Compensation: Base salary commensurate with experience plus performance based incentives, equity participation, and comprehensive benefits.

 

Location & Travel

• Position is based in Washington, DC metro area

• Significant travel required (40-50%) to customer sites, installations, and international partner locations

 

To Apply: Submit your resume and a brief cover letter describing your most significant accomplishment leading defense programs directly to Leo Matsuo [Leo.Matsuo@rhombuspower.com]