The Deal That Invented Defense Tech: Teresa Carlson on Selling What Doesn’t Exist Yet

In 2013, Teresa Carlson led a team of four to bid against hundred-person squads for the CIA’s first commercial cloud contract. Competitors called to laugh, and she figured she’d either get promoted or fired. She won, delivered in record time, and accidentally created the playbook that made “gov tech” and “defense tech” real categories where none had existed. Before any of that she spent five years as a speech-language pathologist at the Nuremberg Hospital, transforming Romanian orphans through therapy, nutrition, and relentless contextual cueing. It is the same listening-first operating system she later used to sell Amazon, and then the US government, on ideas neither was sure it wanted. Teresa sits down with Brad to trace the line from a Kentucky clinic to the CIA’s server room to the General Catalyst Institute (recorded just before she was named Anthropic’s first Global Head of Public Sector), where she built the bridge between venture-backed startups and the world’s largest, most conservative buyer, and what “shovel-ready capability” means for companies like Cobot bringing physical AI to government today.