Head of Partnerships Remote About Swan Swan is a US defense technology company building the autonomy capability layer for defense. Founded in 2024 by senior leaders from the self-driving industry (ex-Uber, Aurora) and backed by leading defense VCs (including a16z) and strategic investors (including RTX), Swan delivers scalable, modular, software-defined autonomy. Swan’s full-stack solutions enable aerial and maritime platforms to navigate, perceive, and precisely strike in GNSS- and comms-denied environments. Swan’s products, Solo (multi-domain GNSS-denied navigation) and Dive (image-based precision targeting), integrate into platforms across a diverse OEM ecosystem, positioning Swan to become the standard autonomy platform for defense. Swan has won competitive DoW contracts and established partnerships with leading platform OEMs on highly visible DoW programs of record. Role Swan is seeking an experienced, motivated, and high-integrity leader to serve as the Head of Partnerships. This leader will build and own Swan's partnerships with platform OEMs, ranging from fast-moving startups/neoprimes to established prime contractors, across aerial defense (UAS, missiles/munitions, and contested logistics) and maritime defense USVs. They will also be responsible for capitalizing on Swan’s product relevance to the commercial sector, by standing up new engagements in both commercial aviation and commercial shipping. This leader will own the entire partnership lifecycle, from first substantive contact, through the pilot phase, to maintaining fully integrated, revenue-generating partnerships, and will lead the negotiation of complex licensing, joint development, and data-sharing agreements. Because Swan wins by becoming a common autonomy layer across many platforms, and not by building vehicles, the partner network is the engine of the company's growth, making this one of the most consequential roles at Swan. This role will report directly to the CEO. Key Responsibilities - Develop and execute a comprehensive partnership strategy across Swan’s priority markets: defense platforms first (airborne systems including UAS, missiles/munitions, and contested logistics; maritime USV platforms), with expanding efforts in commercial aviation and commercial shipping. - Identify, engage, and secure partnerships with the full spectrum of platform OEMs, both new and established, across airborne and maritime platforms, prioritizing partners best positioned to field Swan’s technology at scale. - Independently source and cultivate deep, long-term relationships with key executives, program managers, and technical leaders at partner organizations, keeping your network current with a rapidly evolving ecosystem and establishing Swan as the indispensable and trusted provider for autonomous capability. - Own the entire partnership lifecycle, from first substantive contact through qualified exploration, pilot partnership development, and fully integrated, revenue-generating partnerships, nurturing each relationship well beyond deal signature to ensure partner success, deep technical integration, and long-term revenue growth. - Build and maintain a disciplined partnership pipeline with clear stages and objective entry criteria. Collaborate closely with Swan’s leadership team to define go-to-market strategy, partnership priorities, and revenue forecasts, providing clear visibility into the commercial pipeline. Communicate these to the company and to key stakeholders including the board of directors. - Lead the negotiation and structuring of complex commercial agreements, including licensing, joint development, and data sharing arrangements. You will be responsible for securing terms that support Swan’s long-term platform strategy and data-driven business models. - Conduct ongoing market analysis across defense and dual-use commercial markets to identify emerging trends, competitive threats, and new platform opportunities. Serve as the primary liaison between OEM partners and Swan’s product team, translating partner requirements and market feedback into actionable insights that shape our technology roadmap. - Represent Swan at industry conferences, trade shows, consortia, and partner events as a key evangelist for our technology and vision for the future of autonomous systems. The Ideal Candidate - Possesses 6+ years of experience in business development, strategic partnerships, or program management within the defense, aerospace, or autonomous systems industries. - Has a demonstrated track record of building and sustaining complex partnerships with platform OEMs, ideally selling technology-based components (e.g., avionics, autonomy software, battle management, or control systems) into primes, neoprimes, and UAS manufacturers. This expertise includes not just closing deals, but nurturing them through to long-term growth and joint capture pursuit. - Brings a deep and current network across US and allied defense OEMs, including established primes, fast-rising defense technology companies, and relevant government program offices. Has a sharp grasp of how rapidly the UAS ecosystem has evolved over the past few years. Exposure to maritime autonomy and USVs is a strong plus. - Exhibits strong technical aptitude with the ability to grasp complex concepts in autonomy, robotics, and software, including areas like satellite navigation, computer vision, AI/ML, and distributed systems. - Is an exceptional negotiator with experience structuring technology and software deals to include licensing, data rights, and joint development, protecting core IP while enabling partner success. - Thinks like an owner, with an entrepreneurial mindset, hustle, and a bias for action. Comfortable operating in a fast-paced, ambiguous startup environment. - Spans strategy and execution. Thinks rigorously about which partnerships are worth building, then personally goes and makes them happen; neither purely strategic nor purely transactional. - Is an outstanding communicator and presenter, able to articulate a compelling vision and clear value proposition to both senior executive and deeply technical audiences. - Holds a Bachelor’s degree in an engineering or business-related field. An MBA or advanced technical degree is a strong plus. - Must hold or be eligible to get a U.S. Secret security clearance; TS/SCI preferred. Swan is a fast-paced, innovative, and collaborative startup environment. We offer a top-notch benefits package, including: - Top-tier health, dental, vision, short-/long-term disability, and life insurance, with full employee coverage and partial coverage for dependents - Flexible/reasonable vacation and sick leave - 401(k) plans, FSA, HSA, and commuter benefits Swan is an equal opportunity employer and values diversity. We do not discriminate on the basis of race, color, national origin, creed, religion, sex, gender, gender expression, sexual orientation, age, marital status, uniform service, veteran status, disability status, or any other protected characteristic per federal, state, or local law. Swan considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures, and we work to create a welcoming and supportive environment for all applicants throughout the interview process.