Worker Type
Regular
Job Description
Company Overview
AV Inc. is a defense technology company specializing in advanced autonomous systems, AI-enabled mission platforms, and next-generation sensing and control architectures. We develop mission-critical capabilities that enhance operational advantage across land, air, sea, cyber, and space domains.
As we scale from advanced prototyping into full-rate production and global deployment, AV Inc. is seeking an Associate Vice President of Product Commercialization to lead the transition of breakthrough technologies into sustainable, high-growth defense programs.
Summary
The Associate VP of Product Commercialization will own the strategy and execution required to move AV Inc.'s products from R&D and demonstration phases into Programs of Record, production contracts, and long-term revenue streams. This executive will bridge product development, business development, capture, pricing, and customer engagement to accelerate adoption across U.S. DoD, allied defense agencies, and select dual-use markets.
This role is both strategic and operational, requiring deep familiarity with defense acquisition pathways and a strong track record of scaling advanced technologies in regulated environments.
Key Responsibilities
Commercialization Strategy
· Develop and execute AV Inc.'s enterprise commercialization roadmap.
· Define target markets, priority mission sets, and phased market entry strategies.
· Establish pricing models aligned to FAR/DFARS structures, IDIQs, OTAs, and FMS channels.
· Create scalable monetization strategies for hardware, software, sustainment, and lifecycle services.
Transition to Programs of Record
· Lead the progression from prototype and pilot programs to production awards.
· Build repeatable frameworks for TRL advancement and operational validation.
· Partner with Engineering and Program Management to ensure product readiness for procurement cycles.
Market Development & Revenue Enablement
· Align product strategy with capture and pipeline development.
· Support major proposals and competitive positioning.
· Cultivate relationships with primes, integrators, and strategic channel partners.
· Expand international opportunities within compliance constraints.
Organizational Leadership
· Build and scale a commercialization organization (product marketing, pricing, transition management, customer success).
· Define KPIs including transition rate, pipeline conversion, margin expansion, and recurring revenue growth.
· Serve as a key executive voice in board-level commercialization strategy discussions.
Compliance & Risk Management
· Ensure adherence to ITAR, EAR, export control, and classified program requirements.
· Partner with Legal and Contracts to structure compliant international growth strategies.
Basic Qualifications (Required Skills & Experience)
· 15+ years of experience in defense, aerospace, or national security sectors.
· 7+ years in executive leadership roles with commercialization or P&L ownership.
· Demonstrated success transitioning advanced technologies from R&D to scaled production.
· Deep understanding of U.S. DoD acquisition pathways (FAR, DFARS, OTAs, SBIR/STTR transitions).
· Experience managing large revenue portfolios ($100M+ preferred).
· Active security clearance preferred or ability to obtain.
Other Qualifications & Desired Competencies
· Background in space systems (ground + space) and Directed Energy Systems (Optics, Lasers, C3).
· Experience working with DARPA, DIU, service labs, or rapid acquisition organizations.
· International defense sales exposure (FMS, DCS).
· MBA or advanced technical degree.
Leadership Profile
· Strategic thinker with strong operational discipline.
· Credible and confident in front of senior defense stakeholders.
· Able to translate technical innovation into compelling mission and business value.
· Collaborative leader who aligns engineering, operations, and growth functions.
Clearance Level
The salary range for this role is:
$213,500 - $313,950AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate’s work experience, education/training, and key skills.
ITAR Requirement:
This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). In order to comply with the requirements of the ITAR and/or the EAR, applicants must qualify as a U.S. person under the ITAR and the EAR, or a person to be approved for an export license by the governing agency whose technology comes under its jurisdiction. Please understand that any job offer that requires approval of an export license will be conditional on AeroVironment’s determination that it will be able to obtain an export license in a time frame consistent with AeroVironment’s business requirements. A “U.S. person” according to the ITAR definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee or asylee. See 22 CFR § 120.15. Some positions will require current U.S. Citizenship due to contract requirements.
Benefits: AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown. For more information about our company benefit offerings please visit: http://www.avinc.com/myavbenefits.
We also encourage you to review our company website at http://www.avinc.com to learn more about us.
Principals only need apply. NO agencies please.
About AV:
AV isn’t for everyone. We hire the curious, the relentless, the mission-obsessed. The best of the best.
We don’t just build defense technology—we redefine what’s possible. As the premier autonomous systems company in the U.S., AV delivers breakthrough capabilities across air, land, sea, space, and cyber. From AI-powered drones and loitering munitions to integrated autonomy and space resilience, our technologies shape the future of warfare and protect those who serve.
Founded by legendary innovator Dr. Paul MacCready, AV has spent over 50 years pushing the boundaries of what unmanned systems can do. Our heritage includes seven platforms in the Smithsonian—but we’re not building history, we’re building what’s next.
If you're ready to build technology that matters—with speed, scale, and purpose—there’s no better place to do it than AV.
We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.
ITAR
U.S. Citizenship is required. Secret or Top Secret clearance, or the ability obtain a clearance is desired.avav