Marketing Development Director - Defense Sector

Job Description

Mission

To identify, develop, and accelerate growth opportunities in the Defense and Military vertical by connecting our innovation capacity to real operational challenges. This role is not about “managing brand assets” — it's about owning a battle space . The successful leader will translate field intelligence into actionable programs that shape product development, guide distributor activation, and deliver value to the warfighter.

Commander’s Intent

We are not selling spec products into contracting cycles. We are building purpose-built solutions that originate in the field — and prove their worth across lab, field, and market tests. We need a leader who can operate at this level of ownership, initiative, and market intimacy — someone who can stand shoulder to shoulder with our military partners and sales teams, building programs that pull demand through discretionary procurement, not waiting for it.

Performance Objectives

Own Defense Market Development

Build and continuously refine a true-to-field value proposition across DRIFIRE, Wild Things, and related brands.

Act as the "field general" for Defense market insight, working directly with military units, influencers, and our front-line sales force.

Launch Customer-Backed Innovation

Drive product and program innovation based on real, in-market insights.

Follow the Lab → Field → Market test framework : validate what we create in the lab, stress-test it in the field, and prove its viability in-market.

Lead Go-to-Market Strategy by Listening First

Shift from “pushing brand” to “pulling through need.” Develop programs that answer the unspoken field challenges our customers face.

Strengthen Distribution & Channel Activation

Translate market intelligence into tools and programs that equip field reps, DSAs, FSMs, CSMs, and distributors to lead with our products.

Prioritize value creation for channel partners and clarify how they win.

Support Field Sales – Without Taking Over

Be a resource, strategist, and innovator for field sellers.

Join strategic pitches, provide pre-call intelligence, and ensure everything we bring to market is saleable , not just well-branded.

Fit Traits

Initiative – You don’t wait for answers. You find opportunity, shape programs, and move.

Market Intimacy – You’ve built trust with field users. You’ve stood on-site, listened, and solved.

Commercial Acumen – You know how distributors and end users buy — and how they think.

Systems Thinking – You see how content, products, training, sales motion, and field usage connect.

Field-Tested – You've made programs work in the real world — not just in decks and dashboards.

Why This Role Matters

This is not a desk-bound role. You will be in-market. You will be creating solutions for the people who serve. You will work alongside veterans, with brands trusted by operators and teams in harm’s way. This is how you transition from “marketing manager” to mission shaper .

Requirements

Must have served in the U.S. Army, U.S. Navy, U.S. Marine Corps, U.S. Air Force, U.S. Coast Guard, U.S. Space Force, U.S. Reserves, or U.S. National Guard.

10+ years of experience in market development , strategic marketing , or commercial operations , ideally in high-stakes B2B or government-adjacent sectors .

Must have experience in manufacturing , preferably in apparel, tactical gear, or safety-critical products.

Prior experience navigating multi-tiered channel ecosystems , from field sales to distributor networks to end users.

Proven ability to build programs that translate technical specs into operational wins .

Familiarity with defense or military buying dynamics strongly preferred (e.g., discretionary procurement, mission-specific purchases).

Benefits

Base Salary : $100,000–$130,000

Bonus : Up to 15%

Location : Cleveland, OH (relocation support available)

Full medical, dental, and vision coverage

401(k) with employer match

Veteran-friendly culture with leadership mentorship

Requirements

Must have served in the U.S. Army, U.S. Navy, U.S. Marine Corps, U.S. Air Force, U.S. Coast Guard, U.S. Space Force, U.S. Reserves, or U.S. National Guard. 10+ years of experience in market / category development, B2B strategic marketing, or business development. Direct experience in Military, Defense, or GovCon environments is strongly preferred. Bachelor’s degree in Marketing, Business, or related field (or equivalent experience). Strong commercial acumen with demonstrated success growing market share in complex sectors. Up to 50% travel may be required (U.S.-based, primarily CONUS). Strong analytical capability (ROI, pricing, forecasting). Proficiency in GTM planning, sales enablement, and VOC programs.