For Woody

Predictive Logistics Software Sales Playbook

Woody, we’ll build your new AE’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your AE seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

You announced a $50M Series A on October 8, and the Air Force Phase II SBIR you announced on October 22 follows contracts from the Army, DIU and III Armored Corps.

Your Senior Account Executive role has been posted since June 6, and the posting says you are hiring against multiple portfolios and expect more seats.

March 11 Army PORTAL Direct to Phase II SBIR announced
June 6 Senior Account Executive role posted
July 15 DIU Joint Sustainment Decision Tool award for Army Europe and Africa
October 8 $50M Series A announced, $70M raised in total
November 9 Role still open; the first 25 accounts are on this page

What changes for your new AE

Your new AE starts day one with 100 accounts you approved and drafts written to the first five, instead of spending the ramp mapping commands and program offices. Your posting asks them to build account plans across four portfolios; this puts the first names in their hands on the first morning, each with the reason to call now.

28% of a rep’s time goes to selling Source: Salesforce, State of Sales (7,700+ sellers, 2022)
6.2 months average ramp for a new AE Source: Bridge Group, 2026 AE report (158 companies)
$103K paid before a new AE is fully productive Arithmetic: $200K median OTE × 6.2 months ÷ 12. Inputs: Bridge Group, 2026 AE report (158 companies)
48% of AEs hit quota Source: Bridge Group, 2026 AE report (158 companies)

Your first 25 accounts

Picked from how you describe your buyers in your releases and your posting. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.

Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.

402nd Army Field Support Brigade Army Pacific; Alaska and Hawaii · Army Sustainment Command's theater field support brigade for Army Pacific
1

This is the unit that carries a division's sustainment problems up to the enterprise, and it stood beside the 11th Airborne in the same rotation where Navigator ran. It has seen what your customer's staff saw.

Signal: Mar 2, 2026 Source

Buyer: Brigade commander or the Logistics Support Element chief
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
310th Expeditionary Sustainment Command V Corps exercise sites in Europe and Fort Knox, KY · Expeditionary sustainment command
2

The people in this headquarters are learning Maven on the job during a corps exercise. Navigator runs natively inside Maven, so the tool they just trained on is the place yours lives.

Signal: Apr 18, 2026 Source

Buyer: Command logistics officer or the commander
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
U.S. Transportation Command Scott AFB, IL · Combatant command for global mobility
3

TRANSCOM is testing technology that tracks cargo across modes in real time. It is the enterprise end of the same visibility problem your tactical customers have, and your posting names TRANSCOM as a portfolio.

Signal: Feb 13, 2026 Source

Buyer: Deputy commander or the J-4 logistics directorate
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
8th Theater Sustainment Command Schofield Barracks, HI · Army Pacific's theater logistics command
4

A new commander just inherited the Army's largest theater sustainment job. New commanders choose what they see the theater with in their first months, and the 402nd and the 11th Airborne you already serve operate in the theater it sustains.

Signal: Aug 13, 2026 Source

Buyer: Commanding general or the deputy commanding general
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
1st Cavalry Division Fort Hood, TX · 22,000 soldiers, growing toward 24,000
5

One of the Army's largest divisions is reorganizing and says sustainment and data integration are on its list. That is the point where a division staff chooses what it plans with, and the National Training Center rotation gives it a place to try one.

Signal: Apr 14, 2026 Source

Buyer: Division G-4 or the Division Sustainment Brigade commander
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
597th Transportation Brigade Fort Eustis, VA · Army Transportation Command (ARTRANS) surface deployment brigade
6

The commander is hunting bottlenecks in how equipment moves from home station to the seaport, using terrain boards and digital tracking. That is a planning problem your platform is built to see weeks ahead.

Signal: Jun 25, 2026 Source

Buyer: Brigade commander or the operations officer
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Defense Logistics Agency Troop Support Philadelphia, PA · DLA's supply arm for food, clothing, fuel, medical and construction items
7

The Army's top logistics deputy and DLA Troop Support just called their supply chains one interdependent system. That is the seam where a demand forecast from a unit meets a purchase order.

Signal: Jun 3, 2026 Source

Buyer: Commander or the Troop Support modernization lead
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Air Force mobility portfolio Dayton, OH · Air Force Materiel Command portfolio acquisition executive for mobility
8

A brigadier general said it out loud: the service wants to go deeper on AI for sustainment and is still picking where. You already hold the Air Force fuel forecasting contract, so this is a second door into the same service.

Signal: Aug 11, 2026 Source

Buyer: Portfolio acquisition executive for mobility
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
U.S. Army Medical Logistics Command Fort Hood, TX · Army-wide medical supply chain
9

Medical supply is moving out of its own stovepipe and into the same data as every other class of supply, which is the data Navigator reads. Your Series A release names medical supply chains as proven ground.

Signal: Mar 20, 2026 Source

Buyer: Commander or the Medical Logistics in Campaigning program lead
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Army Materiel Command Huntsville, AL · Army-wide sustainment enterprise
10

AMC is already buying the idea that sustainment decisions should run on AI. Its supply, repair-parts and industrial-capacity data is the upstream half of what a division consumes, so a unit-level tool plugs into the flow it is building.

Signal: Jun 26, 2026 Source

Buyer: Deputy commander or the chief data and analytics lead
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Naval Supply Systems Command Mechanicsburg, PA · Navy's supply and logistics enterprise
11

Its leaders spent a day writing the list of AI projects they want to fund, and its commander told them to use AI in their own decisions. A list like that is where a pilot gets a sponsor.

Signal: Feb 27, 2026 Source

Buyer: Commander's staff or the NAVSUP Weapon Systems Support AI innovation team lead
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
55th Maneuver Enhancement Brigade Fort Indiantown Gap, PA · About 1,100 Pennsylvania Guard soldiers
12

The commander says the fighting is in the support area, where logistics hubs sit, and his staff just spent a year building a scenario around it. They are the user who needs to see supply risk before it becomes a mission problem.

Signal: Jul 31, 2026 Source

Buyer: Brigade commander
Why it’s ranked here

A strong fit.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
25th Infantry Division Hawaii; exercise in the Philippines · Army division in the Pacific
13

Your Air Force contract is about fuel forecasting under the ACE doctrine, and this division just proved it can set up the fuel network for the Air Force. One catch: Rune says its TyrOS is already fielded here.

Signal: Apr 10, 2026 Source

Buyer: Division G-4 or the sustainment brigade commander
Why it’s ranked here

In the middle.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
4th Infantry Division Sustainment Brigade Fort Carson, CO · Wrangler Brigade, home from a 12-month CENTCOM deployment
14

The brigade built its own trackers to show commanders what munitions they needed. A tool that does that for every class of supply is the pitch, and the unit is just back home. The note: Rune lists the 4th Infantry Division among its fielded units.

Signal: Jun 18, 2026 Source

Buyer: Brigade commander or support operations officer
Why it’s ranked here

In the middle.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Marine Corps Warfighting Laboratory Quantico, VA · Marine Corps innovation lab; Project Dynamis sponsor
15

The Marines are wiring logistics into a Maven-based command system, which is the environment Navigator already runs in. A competitor got in first, so the question is whether the lab runs more than one.

Signal: May 22, 2026 Source

Buyer: Project Dynamis lead or the lab's logistics portfolio manager
Why it’s ranked here

In the middle.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
U.S. Northern Command Peterson SFB, CO · Combatant command; mission partner on the Joint Sustainment Decision Tool
16

NORTHCOM sits on the same DIU program as the Army Europe and Africa award you won in June. A partner that has watched your program work is the easiest second order.

Signal: Jul 9, 2026 Source

Buyer: J-4 logistics directorate
Why it’s ranked here

In the middle.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Defense Logistics Agency Fort Belvoir, VA · Combat support agency; mission partner on the Joint Sustainment Decision Tool
17

DLA's headquarters is in the room for the same program, and the goal in the DIU notice is to manage distribution weeks in advance. That is the demand forecast you already ship.

Signal: Jul 9, 2026 Source

Buyer: Director of logistics operations or the AI program office
Why it’s ranked here

In the middle.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Federal Emergency Management Agency, Logistics Management Washington, DC · DHS agency; commodity and distribution logistics
18

Your posting lists FEMA under the federal civilian portfolio, and your humanitarian SBIR was the first step toward it. FEMA's own logistics run on pre-positioning, which is a forecast.

Signal: Jun 2, 2026 Source

Buyer: Logistics Management Directorate
Why it’s ranked here

In the middle.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
773d Logistics Readiness Squadron, Joint Base Elmendorf-Richardson Anchorage, AK · Air Force squadron that supports Army rail and cargo moves in Alaska
19

The squadron moved cargo for the same rotation where Navigator ran, and it works with the 11th Airborne's movement control team. It shows where installation logistics touches a unit tool.

Signal: Feb 9, 2026 Source

Buyer: Squadron commander or the installation mobilization officer
Why it’s ranked here

In the middle.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
3rd Corps Sustainment Command Fort Bragg, NC · Sustainment command for XVIII Airborne Corps
20

The command is cleaning up equipment on unit books across a corps, which is a data problem before it is a trucking problem. The note: Rune lists XVIII Airborne Corps as a fielded customer.

Signal: Dec 10, 2025 Source

Buyer: Support operations officer or the corps G-4
Why it’s ranked here

In the middle.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
U.S. Indo-Pacific Command, Logistics and Engineering Camp H.M. Smith, HI · Lead mission partner on the Joint Sustainment Decision Tool
21

The command that leads the program works with two other vendors already, and your award runs through Army Europe and Africa. This row asks whether a theater already working with two vendors will open a third door.

Signal: Jul 9, 2026 Source

Buyer: Director for Logistics and Engineering
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: two other vendors already hold its program awards. Tests whether a lead partner buys from a third.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Air Force Rapid Sustainment Office Air Force Materiel Command · Air Force office that scales enterprise-wide AI solutions
22

Your Air Force contract came through the Digital Transformation Office. This row asks whether the buyer for a scaled tool is an enterprise office or the portfolio that tried it first.

Signal: Aug 11, 2026 Source

Buyer: Rapid Sustainment Office program lead
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: the office scales what portfolios prove. Tests whether your AE sells to the enterprise office or to the portfolio that ran the first pilot.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
U.S. Marine Corps Forces, Pacific Camp H.M. Smith, HI · Marine component of INDOPACOM
23

MARFORPAC is already testing a tool that builds courses of action across dispersed units. It tells your AE what a buyer says when someone else got there first.

Signal: Aug 28, 2026 Source

Buyer: Logistics and installations staff
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a rival's SBIR extends into its theater. Tests whether an in-flight pilot closes the door or invites a bake-off.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
U.S. Army Redstone Arsenal, AL · Enterprise vehicle held by a competitor
24

A competitor now has a vehicle any unit can order from in days. This row asks whether an AE sells into units that can already buy a rival without a competition.

Signal: Jun 18, 2026 Source

Buyer: Army Contracting Command contracting officer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a rival holds the enterprise vehicle. The answer tells your AE whether to walk away from units that can order it or to sell the difference.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.
Tobyhanna Army Depot Tobyhanna, PA · Army depot in the Red Ball Express flow
25

A depot that receives what units turn in is downstream of unit data. This row tests whether a depot ever buys a unit-level decision tool.

Signal: Dec 10, 2025 Source

Buyer: Depot commander or the production control chief
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a depot isn't a unit staff that plans resupply. Tests whether depots are accounts at all.
- A staff that plans supply, movement and readiness at division, corps, theater or enterprise level, not a single company.
- Already works in Maven Smart System or Palantir data, where Navigator runs natively.
- Something dated in the last nine months put sustainment in front of its leaders: an exercise, a rotation, a deployment, a change of command or a program.
- Looks like how you got in before: a combat training center rotation or exercise first, then a small contract.
- No rival predictive-logistics tool has been announced as fielded or contracted there.
- Reachable through a path you already hold: an SBIR, DIU, the Tradewinds marketplace, or a unit that has seen Navigator.

Your new AE’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

How does Gallatin sell?

An outside read from your press releases, your mission essay, your FreightWaves interview, your site and your posting, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

In your posts and interviews7 quotes

Who buys
“Planning and executing Sustainment at the operational level is fundamentally different from what happens at the tactical or strategic echelon”
Your III Armored Corps release, June 11
Who buys
“the daily calculation of food, fuel, water, batteries, medical supplies”
AI Media House profile (with your FreightWaves interview), April 9
The problem
“your typical SPO shop spends hours building convoy load plans that change the moment the enemy acts or the mission shifts”
Your Army PORTAL contract release, March 11
The problem
“So logisticians, they're building their own algorithm”
AI Media House profile (with your FreightWaves interview), April 9
The problem
“Navigator is sort of taking that shadow inventory concept, trying to move it out of the logistician head.”
AI Media House profile (with your FreightWaves interview), April 9
Why you win
“Gallatin has spent the last year proving Navigator under the stress and real-world conditions of demanding combat training center rotations”
Your DIU Joint Sustainment Decision Tool release, July 15
Why you win
“We're not asking the Army to fund basic R&D. We're bringing a working platform with validated commercial customers and refining it for military-specific requirements.”
Your Army PORTAL contract release, March 11

What your customers sayFrom Your Series A announcement, gallatin.ai, Your blog: Navigator in Arctic Conditions, JPMRC 26-02, Your Yama Sakura 91 release, Your Army PORTAL contract release, Senior Account Executive posting, Your DIU Joint Sustainment Decision Tool release

GSGallatin Series A release

“Navigator is built to transform sustainment decision support from the battlefield to the Pentagon”
Gallatin Series A release · Your Series A announcement
BBBrian Ballard

“Many on our team have lived these sustainment challenges firsthand in uniform, and we know the struggle of not having the information or tools needed to do the job”
Brian Ballard · Your Series A announcement
GO101st Division Sustainment Brigade

“If I had this for the last 12 years it would have saved me a lot of time, heartache, and probably a good chunk of my hairline.”
G4 Officer, 101st Division Sustainment Brigade · gallatin.ai
NPGallatin

“The 17th's logisticians were operating across Maven dashboards, WICKR threads, Teams channels, and manual trackers”
Nirmal Patel, Gallatin · Your blog: Navigator in Arctic Conditions, JPMRC 26-02
1D101st Division Sustainment Brigade Commander

“We need to make this our primary Logistics tool, otherwise there's too much noise.”
101st Division Sustainment Brigade Commander · gallatin.ai
GYGallatin Yama Sakura release

“Navigator ensures interoperability across U.S. Department of War, Allied, and Partner systems (namely Maven Smart System), all without relying on proprietary hardware.”
Gallatin Yama Sakura release · Your Yama Sakura 91 release
GYGallatin Yama Sakura release

“Capabilities will continue to be validated through iterative delivery across multiple live exercises.”
Gallatin Yama Sakura release · Your Yama Sakura 91 release
NPGallatin

“Every rotation, every environment, every set of real-world conditions makes machine learning algorithms sharper.”
Nirmal Patel, Gallatin · Your blog: Navigator in Arctic Conditions, JPMRC 26-02
GPGallatin PORTAL release

“holds awardable status on the CDAO Tradewinds marketplace”
Gallatin PORTAL release · Your Army PORTAL contract release
SASenior Account Executive posting

“Track emerging requirements, solicitations, SBIR/STTR opportunities, OTA activity, prototype programs, exercises, experiments, and partner-led pursuits”
Senior Account Executive posting · Senior Account Executive posting
GDGallatin DIU release

“Adversary fires, contested infrastructure, and fluctuating allied force flows can collapse a sustainment plan inside of an afternoon.”
Gallatin DIU release · Your DIU Joint Sustainment Decision Tool release

Words you use

“decision advantage”
“shadow inventory”
“silent rails of force”
“contested logistics”
“from factory to foxhole”
“precision sustainment”
“Joint Logistics Enterprise”
“decision-ready insight”
“no overselling, no underselling”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

You cut one on the call, and say why
It becomes a rule
The pool re-scores
Ten more test it

Which questions can only you answer?

Your releases and your posting don’t say which organizations you’d never spend a briefing on, or what a logistician has to see before a pilot gets a sponsor. About 30 minutes of you reacting to real accounts answers these.

1
Is a unit that just finished an exercise a better first call than one about to start?
Row 1 (402nd, after JPMRC Alaska) and row 12 (55th MEB, after its July exercise) are both after-action calls.
2
Does a rival's fielded tool close the door, or open a bake-off?
Rows 13, 14 and 20 are units a competitor says it has fielded; row 23 is testing one.
3
Do you sell to an enterprise office, or to the portfolio that ran the first pilot?
Row 22 (Rapid Sustainment Office) and row 8 (the mobility portfolio) are the same service at two levels.
4
Is a depot or a combatant command ever an AE's account?
Row 25 (Tobyhanna) and row 21 (INDOPACOM) test the two ends.
5
Does the federal civilian side belong in an AE's first week?
Row 18 (FEMA) is the only civilian agency on the list.

What does your Senior Account Executive’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · Senior Account Executive, first morning

4A402nd Army Field Support BrigadeDraft written
3E310th Expeditionary Sustainment CommandDraft written
UTU.S. Transportation CommandDraft written
8T8th Theater Sustainment CommandDraft written
1C1st Cavalry DivisionDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

Before by November 16
You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.
You: 20 minutes
Day 1 November 16
The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.
You: 2 hours
Day 2 November 17
Your first rules are written; a few hundred companies are scored against them.
You: none
Day 3 November 18
You review the first 25 (talking it through is fine).
You: 30 minutes
Day 4 November 19
Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.
You: 30 minutes
Day 5 November 20
The hundred is built. The research tool is set up; you test it on three accounts you know.
You: 15 minutes
Day 6 November 23
The morning run is set up; your first morning, with us.
You: 30 minutes
Day 7 November 24
You review all hundred, and any cut is replaced. Team training, session one.
You: 1 hour 20 minutes
Day 8 November 25
Your first morning on your own. Training session two, hands-on for each person.
You: 1 hour plus your morning
Day 9 November 30
Your second morning on your own. Each person on your team runs the morning alone.
You: your morning
Day 10 December 1
Your third morning on your own. A week of touches is in the CRM. Handover sign-off.
You: 30 minutes plus your morning

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year

$0 to $10MARR in 12 months, for a company I built

“Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

Jordan Anderson, CEO, PayStreetgobridgehead.ai/about
“Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new AE’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

Gallatin sales playbook, in brief

Gallatin sells Navigator, an AI decision-support platform for military logistics, to Army, Marine and Air Force units. Woody Glier announced a $50M Series A on October 8, bringing total funding to $70M.Your Series A announcement, gallatin.ai

Its buyers are logisticians who build their own plans by hand; Woody says “logisticians, they're building their own algorithm,” and a typical shop “spends hours building convoy load plans that change the moment the enemy acts or the mission shifts.”AI Media House profile (with your FreightWaves interview), Your Army PORTAL contract release

Gallatin has entered through combat training rotations and exercises, then small prototype contracts: an Army SBIR in March, a corps award in June, a DIU award in July and an Air Force Phase II SBIR on October 20.Your Army PORTAL contract release, Your III Armored Corps release, Your DIU Joint Sustainment Decision Tool release, Your Air Force Phase II SBIR release

The first 25 accounts for a new Senior Account Executive are Army, Navy, Air Force, Marine and federal logistics organizations, each scored on six rules and backed by a dated, sourced signal: twelve strong fits, eight in the middle and five edge cases that test the rules.

Prepared by Kash Badami at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 12 sources · 3 postings · 6 customers · 29 stores looked at

Your talks and posts

Your Series A announcement, October 8, 2026
gallatin.ai
Your Army PORTAL contract release, March 11, 2026
Your DIU Joint Sustainment Decision Tool release, July 15, 2026
Your Yama Sakura 91 release, September 15, 2026
Your III Armored Corps release, June 11, 2026
Your Air Force Phase II SBIR release, October 20, 2026
Your mission essay: Powering Every Mile on the Silent Rails of Force, April 7, 2025
AI Media House profile (with your FreightWaves interview), April 9, 2025
Your blog: Navigator in Arctic Conditions, JPMRC 26-02, March 4, 2026
gallatin.ai/company
gallatin.ai/news

Your open roles

Senior Account Executive, first posted June 6, 2026
Senior Account Executive - Air Force & Space Force, first posted September 21, 2026
Sales Engineer, first posted October 8, 2026

Your customers

1st Armored Division · 101st Division Sustainment Brigade · III Armored Corps · 11th Airborne Division · U.S. Army Europe and Africa · U.S. Air Force Digital Transformation Office (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

29 stores found and scored on 6 rules; the 25 chosen to teach: 12 strong, 8 middle, 5 at the edges. Logos are from each store’s own site.

Sources: Gallatin’s own site and releases, its Senior Account Executive posting (read through the Ashby posting API), a profile quoting Woody, and each account’s own news page, DVIDS story, trade article or program announcement, each opened and saved on November 9, 2026.
None of the 25 is a customer Gallatin has announced: the units on its customer list (1st Armored Division, 101st Division Sustainment Brigade, III Armored Corps, 11th Airborne Division, Army Europe and Africa, the Air Force Digital Transformation Office) were left off.
Where a competitor says a unit has fielded its tool, the row says so and scores the no-rival rule low; those claims are the competitor’s own and unverified.
Buyer titles are roles, not names. Military addresses and phone numbers are not on this page.
Public government stories show what a unit is doing, not what it is buying; the rows are accounts to open, not confirmed opportunities.