Director of Product – Commercial & Solutions

Description:

Own the customers pain → value chain → solution process for XTEND. Lead pre-sales discovery and solution shaping, and architect pricing & business models that translate field reality into scalable products and deals.

Core Mandate:

• Discovery owner: Maps customer base and performs deep exploration; Map missions, workflows, and value chains; validate problem–solution fit; define high-level requirements and acceptance criteria.
• Pre-sales leadership: Drive scoping, solution architecture, demos/POCs definition, and co-lead on RFP responses (product-led with VP Product), partnering with Sales/BD and XFABs.
• Pricing & business model: Design pricing, packaging, and commercial guardrails and business models that support scale and margin discipline.
• Market signals → roadmap: Synthesize field intel and win/loss into concise trend briefs; recommend vectors, tradeoffs, and stage-gate proposals to the CPO.
• Bridge to delivery: Translate insights into epics/use-cases; ensure clean handoff to Product/Engineering and XFAB GMs for execution.

Success Indicators:

• Adoption and cadence of Market Signal Briefs by leadership; measurable roadmap impact.
• Conversion rates: Discovery→POC and POC→Deals on engaged pursuits.
• Pricing adoption and margin compliance across deals.
• Pre-sales velocity: time-to-solution/proposal.

• 8+ years in outbound product/solutions/pre-sales or product strategy for multi-disciplinary tech; proven zero-to-one solutioning with customers (built unique products from ground up).
• Demonstrated success designing pricing & business models for complex platforms.
• Strong technical fluency (systems/AI/robotics) and crisp executive storytelling; comfortable running field discovery, demos, and POCs.
• Robotics/Defense expertise is a must (C-UAS/robotic systems or comparable complex systems).