Senior Business Development Director, DoD

We are seeking a Senior Business Development Director to lead growth across the U.S. Department of Defense. This is not an account management role. This is a builder's role.

You will identify emerging mission needs, establish trusted relationships across the defense enterprise, influence acquisition strategies, and lead opportunities from initial engagement through contract award. You will work directly with operators, acquisition professionals, Program Executive Offices, prime contractors, and industry partners to position NODA where our technology creates operational advantage.

Success in this role requires initiative, sound judgment, intellectual curiosity, and the ability to operate independently in a fast-moving startup environment where priorities evolve quickly and opportunities are often created rather than assigned. The ideal candidate is equally comfortable discussing operational challenges with end users, technical integration with engineers, and acquisition strategy with senior government leaders.

Key Responsibilities

• Develop and execute NODA's business development strategy across DoD components, Program Executive Offices, and adjacent mission organizations
• Build trusted relationships with operators, mission planners, acquisition professionals, contracting officers, laboratories, innovation organizations, prime contractors, and senior government stakeholders
• Identify, qualify, shape, and capture strategic opportunities from early customer engagement through proposal, negotiation, award, and transition to execution
• Develop and maintain a healthy multi-quarter pipeline while delivering accurate forecasting, opportunity qualification, and disciplined CRM management
• Lead capture planning including customer engagement strategy, competitive assessments, solution shaping, teaming strategies, pricing support, win themes, proposal development, bid/no-bid recommendations, and executive gate reviews
• Influence future customer requirements through regular engagement with operators, mission planners, acquisition professionals, and program offices
• Partner closely with Engineering, Product, Mission Operations, Contracts, and Executive Leadership to align customer priorities with NODA's product roadmap and growth strategy
• Navigate FAR-based contracts, OTAs, CSOs, SBIR/STTR, IDIQs, DIU, AFWERX, DARPA, and other rapid acquisition mechanisms
• Identify and cultivate strategic partnerships with prime contractors, systems integrators, emerging technology companies, academia, and mission partners
• Represent NODA at demonstrations, operational exercises, and industry events including NDIA, AUSA, AFA, Sea-Air-Space, and Modern Day Marine
• Monitor mission priorities, acquisition strategies, funding, competitive activity, and capability gaps to inform executive decision-making
• Develop executive briefings, capability presentations, white papers, and strategic communications

Required Qualifications

• 8+ years of business development, capture management, military, government, or related DoD experience
• Demonstrated success winning new business from customer engagement through contract award
• A strong understanding of the DoD enterprise, acquisition organizations, budget cycles, and procurement processes
• Experience with FAR-based contracting and non-traditional acquisition pathways including OTAs, CSOs, SBIR/STTR, IDIQs, and rapid acquisition efforts
• Technically fluent in autonomous systems, unmanned platforms, and AI-enabled software, with the ability to bridge operational requirements and engineering capabilities in customer conversations
• Established relationships across DoD components, program offices, and defense innovation organizations
• Ability to engage credibly in technical discussions involving autonomy, AI-enabled software, robotics, interoperability, and unmanned systems
• Experience developing account strategies, capture plans, competitive positioning, and win strategies
• A Bachelor's degree or equivalent combination of military, government, and industry experience
• Ability to travel approximately 30%
• U.S. citizenship required due to ITAR regulations, with the ability to obtain and maintain a DoD security clearance

Preferred Qualifications

• Prior military service or extensive experience supporting DoD organizations across one or more services or combatant commands
• Existing relationships across OSD, service acquisition executives, combatant commands, DARPA, DIU, AFWERX, NavalX, or other defense innovation organizations
• Experience supporting autonomous systems, AI-enabled software, unmanned systems, ISR, C5ISR, robotics, mission autonomy, or adjacent defense technologies
• Experience working within a venture-backed or high-growth defense technology company
• Experience supporting demonstrations, experimentation campaigns, or technology transition efforts
• Active Top Secret or TS/SCI security clearance
• A mission-first mindset with a passion for delivering operational advantage to the warfighter
• A builder mentality with the initiative to create opportunities and shape markets rather than wait for them
• Technically curious, with the ability to translate complex autonomy and AI concepts into mission value
• Comfortable operating independently in ambiguous startup environments where priorities evolve quickly

Skills & Attributes

• Strategic thinker who connects customer challenges with business growth and product strategy
• Exceptional relationship builder with strong executive presence across government, industry, and the operator community
• Outstanding communication, presentation, negotiation, and influencing skills
• Highly organized with disciplined forecasting, pipeline management, and opportunity tracking
• Collaborative partner across Engineering, Product, Operations, Contracts, and Leadership
• Resilient, adaptable, accountable, and results-oriented

Benefits & Perks

Our culture fosters collaboration, respect, and trust, empowering passionate people to do their best work. We offer a competitive salary, comprehensive benefits, and opportunities for career growth. Here are just a few ways that we show our appreciation:

• Premium medical, dental, and vision coverage with zero paycheck premiums for you and your family
• 401(k) Retirement Savings Plan to invest in your long-term retirement goals + Company match
• Equity grants for new hires
• Unlimited PTO
• 11 Paid holidays
• Extremely generous company holiday calendar, including a holiday hiatus in November and December
• Generous Parental Leave
• Military Leave for annual training or service requirements
• FSA, DCFSA, and HSA options
• Professional Development Opportunities
• Access to One Medical
• Mental Health Resources: Free 24/7 therapy and additional work-life services, such as free legal and financial support