The Company
We are a PE-backed technology company delivering a secure operating system for defense manufacturing, purpose-built for regulated and air-gapped environments. The platform spans work execution, asset lifecycle management, quality control, maintenance, and AI capabilities.
Our platform digitizes work execution, asset control, and equipment reliability for air-gapped and SCIF environments with Edge AI technology, with or without cloud dependency required. We are deployed inside leading federal agencies, national laboratories, and top-tier defense primes. A strategic AI partnership gives us a differentiator no competitor in our segment can match.
The Opportunity
We are hiring a senior Business Development Leader to own Business Development and existing account growth across our core defense manufacturing markets. This is a hunter role with direct CEO access and a clear charter: find the facilities, build the relationships, and deliver the pipeline.
You will work directly with the Capture Manager to move qualified opportunities from discovery to contract — delivering our capture playbook across three priority market segments:
- Secure Electronics & Trusted Microelectronics: federally funded microelectronics pilot lines and secure electronics programs. Fastest wins. Highest alignment.
- Air-Gapped & Outsourced Facilities: government-owned arsenals, depots, and national security sites — GO → GOCO/COCO transitions and new secure enclave standup. Mid-term pipeline.
- DIB Manufacturing: the broader Defense Industrial Base — expanding and upselling current customers and winning new commercial clients.
What You Will Do
- Identify, qualify, and develop new DoD and DoE manufacturing opportunities — executing a disciplined discovery sprint to build and maintain a live pipeline of 20+ target facilities, with a product-led prototype-to-pilot program.
- Engage program managers, operations directors, facility leads, and contracting officers early in the acquisition lifecycle — shaping requirements and positioning us before formal solicitation.
- Own the BD relationship with our existing defense customer base — driving upsell, expansion, and 110+% net retention across Tier 1 accounts.
- Deliver the capture playbook in the field: target the right facilities, lead with the right value propositions, and work opportunities with the Capture Manager with a clear win strategy.
- Map and leverage contract vehicles — GSA, IDIQ/BPA, and VOSB/SDVOSB/WOSB/8(a) set-aside lanes — to match each opportunity to the right acquisition pathway.
- Use our partnerships as a credentialing asset to open program office doors and differentiate in competitive engagements.
- Feed field intelligence back to leadership: what’s resonating, what’s not, and what needs to sharpen — keeping the ICP and messaging current.
Requirements
What You Bring
- 7+ years of federal business development, or account management in DoD or DoE, with direct exposure to manufacturing, depot operations, MRO, or defense industrial base environments.
- You know the facilities. Relationships or a proven ability to build them fast across DoD/DoE manufacturing, depot, arsenal, and R&D sites.
- Fluency in federal acquisition: FAR/DFARS, IDIQ/BPA structures, GSA schedule, and set-aside vehicles. You know how these facilities buy.
- Enough technical depth to engage operations leaders credibly on digital work execution, asset/calibration management, equipment reliability, and air-gapped manufacturing constraints.
- A hunter’s approach to pipeline: you build from scratch, qualify hard, and know the difference between a real opportunity and noise.
- Experience collaborating with capture teams on win strategy, competitive analysis, teaming structure, and proposals.
- Preferred: Active Secret clearance, TS/SCI preferred. U.S. citizenship required.
- Comfort operating in an early-growth, mission-driven environment where the playbook is being written — not inherited.
Why This Role
- A platform purpose-built for the environments you know — SCIF and other secure, air-gapped, restricted networks. No cloud dependency. No competitor has this.
- Active deployments across federal agencies, national labs, and the defense industrial base — a credentialed customer base ready to expand.
- A strategic partnership that gives you a Tier 1 relationship no competitor in our segment can match.
- A 24-month first-mover window — funding is allocated, facilities are mandated to modernize, and the right BD leader will define who wins.
- Direct CEO access and a lean, mission-focused team where your pipeline becomes the company’s growth story.
Benefits
- Compensation will be commensurate with experience and is expected to be in the range of $150K base compensation with OTE of $295K.
- Comprehensive benefits package includes medical, eye, dental, 401(k) and more.
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