Director of Discovery & Framing
1 мес. назад
204k–276k USD / годСтрана неизвестнаDirectorRemote
Lead and scale the Discovery & Framing function to help customers identify and define mission problems, establish success criteria, and determine the right path forward.
О компании
- Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market.
Обязанности
- Defense Unicorns is creating a dedicated Discovery & Framing function to improve how we understand customer problems before moving into solution design.
- This is a senior, hands-on strategy role for someone who knows how to walk into an ambiguous customer situation, ask the questions others miss, separate symptoms from root causes, and turn a complex discussion into a clear and measurable mission problem.
- Trust is built by knowing the customer's mission intimately—its language, operating tempo, constraints, failure modes, stakeholder pressures, and consequences of getting it wrong.
- The Head of D&F must be equally comfortable facilitating a working session with senior customer leaders, interviewing operators and technical stakeholders, analyzing what was learned, and producing a concise executive-quality output afterward.
- This is not a traditional sales role, product presentation role, or technical discovery role.
- Operating principle: Help the customer define and measure the right problem before asking them to choose a solution.
Условия
- Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States.
- Remote - USA
- $204,000 — $276,000 USD
Другое
- Own, lead, and scale Discovery & Framing at Defense Unicorns—help customers identify and clearly define the mission problems that matter, quantify their impact, establish what success looks like, and create the clarity needed to determine the right path forward.
- The Head of Discovery & Framing will lead the highest-priority customer engagements, establish the D&F methodology and quality standard, and build the team required to deliver the discipline at scale.
- Prepare for and personally facilitate high-value D&F engagements with customer executives, mission leaders, operators, technical stakeholders, acquisition leaders, and other key participants.
- Lead the most strategic, complex, or ambiguous engagements while developing additional D&F practitioners to handle increasing volume.
- Establish the D&F methodology, engagement model, playbook, question bank, templates, quality standards, and examples of what great looks like.
- Determine capacity requirements and build the D&F team as demand grows.
- Coach and develop D&F practitioners while remaining personally involved in important customer engagements.
- Work with the account team before each engagement to establish:
- What we believe we know
- What remains an assumption
- What we need to learn
- Who must participate
- What decision or next step the engagement needs to advance
- The hypothesis provides structure without predetermining the answer.
- Move the customer conversation beyond the initial technical request to understand:
- The mission being performed
- Current state
- What is not working today
- Root causes
- Existing workarounds
- Constraints
- Who is affected
- Why the problem matters
- Why it matters now
- What happens if nothing changes
- Continue asking why until the team understands the underlying mission problem rather than simply the requested technology.
- Turn discovery into a clear problem definition the customer recognizes as their own.
- Define:
- The mission problem
- Who experiences it
- Measurable impact
- Current workarounds
- Desired future state
- Consequences of inaction
- The gap between current and desired states
- The problem should be expressed in the customer's language—not Defense Unicorns product language.
- Quantify the problem wherever possible using measures such as:
- Mission readiness
- Time
- Cost
- Operational risk
- Availability
- Deployment speed
- Reliability
- Workforce capacity
- Manual effort
- Delays
- Failure rates
- Mission outcomes
- Establish a baseline so the customer can determine whether the problem has actually been solved.
- Help the customer establish the outcomes and success criteria that indicate meaningful improvement.
- Answer two questions:
- Identify the people and organizations involved in moving the problem toward action, including:
- Mission Influencer
- Mission Hero
- Buyer
- Requirements owner
- Funding owner
- Acquiring organization