General Manager, AI Test & Evaluation Products

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