Director of Discovery & Framing
D
Defense UnicornsFederal Technology / Defense
Remote - USAFull-TimeDirector
Salary$204,000 — $276,000 USD
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Job Details
- Experience
- 8+ years
- Required Skills
- Cloud ComputingCybersecurity
Requirements
- 8+ years of experience in strategy consulting, management consulting, customer strategy, or value advisory.
- Significant experience leading executive-level interviews, workshops, and complex cross-functional diagnostic engagements.
- Exceptional ability in hypothesis-led discovery, issue structuring, root-cause analysis, and stakeholder mapping.
- Strong capacity for mission-focused translation, including operational, acquisition, and technical perspectives.
- Proven experience building, scaling, or leading consulting, strategy, or professional services teams.
- Outstanding executive communication skills, with a track record of producing clear, concise written readouts for senior leadership.
- Demonstrated ability to quantify mission impact using operational metrics such as readiness, cost, or time-to-delivery.
- Experience operating in complex, mission-driven, regulated, or highly secure environments.
- Familiarity with enterprise software, DevSecOps, cybersecurity, or platform engineering domains.
- Fluency in rigorous enterprise qualification methodologies (e.g., MEDDPICC).
Responsibilities
- Lead and personally facilitate high-value Discovery & Framing (D&F) engagements with customer executives, mission leaders, and technical stakeholders.
- Establish the D&F methodology, playbook, templates, question bank, and quality standards for all engagements.
- Scale the D&F function by hiring and coaching practitioners to deliver consistent, high-quality outcomes.
- Collaborate with account teams to establish engagement hypotheses and define measurable mission problems, current state, and success criteria.
- Synthesize complex customer discussions into concise, executive-ready readouts that define mission impact, decision pathways, and actionable next steps.
- Maintain objective judgment to ensure engagements serve as a diagnostic tool rather than a product pitch.
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