General Manager, AI Test & Evaluation Products
About CoVar
CoVar is a small AI/ML R&D software company with offices in Durham, NC and McLean, VA. We build AI/ML tools that help the Department of War (DoW) find threats, help researchers find new treatments, and help industry keep machinery safe. Our engineers take hard problems out of the lab and into systems that actually get used.
About this position
CoVar develops technology under DARPA and DoW research programs that has value well beyond the original contract. Some of it is ready to become a product. We are hiring a General Manager to build a business around one of these technologies.
You will develop a new line of business, from first customer conversations through initial sales, revenue, and ultimately product P&L. The product is software built under a DARPA program to test and evaluate autonomous and AI-enabled systems, a market where Government test organizations, primes, and commercial developers all face the same problem: proving that AI-enabled systems behave as intended.
You will talk to buyers in the DoW test community, at defense primes, and in commercial robotics and AI assurance. You will turn what you learn into a value proposition backed by real numbers. You will also build the go-to-market and financing plans, and take them to customers and investors. You will report to our VP of Strategy and work directly with our CEO and CTO.
Responsibilities
- Own the commercialization strategy and product roadmap, taking the technology from its DARPA program baseline to a supportable, fieldable product
- Lead customer discovery across DoW test ranges and operational test agencies, acquisition program offices, defense primes, and commercial autonomy and AI assurance buyers
- Define the value proposition, pricing, and business model, grounded in customer data and validated with paying pilots
- Identify and pursue transition pathways, including SBIR Phase III, Other Transaction Agreements, CRADAs, program office funding, and commercial licensing
- Build the go-to-market and financing plans, and present them to customers, Government sponsors, and investors
- Work with engineering to turn customer requirements into product priorities and a realistic delivery plan
- Set commercialization milestones and revenue targets, and report progress to CoVar leadership
Who we're looking for
You have taken an early-stage or deep-tech product from prototype to paying customers. You know how the DoW buys and tests technology, and how a product moves from a research program to a program of record. You communicate easily with people from a wide variety of backgrounds, from engineers and test directors to program managers and investors. Veterans and transitioning service members with test and evaluation or acquisition experience are encouraged to apply.
Minimum qualifications
- B.S. in engineering, computer science, physics, math, or a related field, or equivalent technical experience (hands-on experience with autonomous systems, coding, engineering, etc.)
- 8+ years of professional experience, including at least 3 years leading go-to-market, business development, or product commercialization
- Working knowledge of the DoW test and evaluation (T&E) community and the DoW acquisition process
- Track record of taking an early-stage or deep-tech product to paying customers, with measurable revenue results
- Experience raising private capital or winning Government transition funding (e.g., SBIR Phase III, OTA prototype or follow-on production awards, or program-of-record funding), including proposal writing, presentation creation, etc.
- Experience running customer discovery and setting pricing and business models
- Excellent written and verbal communication with technical and non-technical audiences
- Ability to work from Durham, NC or McLean, VA, with regular travel to customers, investors, and DoW test sites
- Ability to obtain and maintain a U.S. security clearance (U.S. citizenship required)
Preferred qualifications
- MBA or equivalent business training
- Experience at a DoW test range, test organization, or acquisition program office
- Experience in commercial autonomy, robotics, or AI assurance
- Network in the DoW, prime contractor, and defense-tech investor communities
- P&L ownership for a product or business unit
- Active U.S. security clearance
- Experience building or licensing a dual-use product for both Government and commercial markets
- Familiarity with AI test, evaluation, and assurance frameworks, such as the NIST AI Risk Management Framework
- Experience hiring and leading a small cross-functional team
Benefits
- Competitive salary, cash bonus, equity structure, and 401k with employer contributions
- Excellent health care coverage, including dental and vision plans
- Parental leave
- Short-term and long-term disability insurance
- Life insurance
- Flexible work schedule
- Tuition support
- PTO and paid holidays
Visit us: www.covar.com
