[Hiring] Business Development Manager @NODA AI

Role Description

As our Business Development Manager for the Air Force, you’ll lead NODA’s growth across the U.S. Air Force. This is not an account management role. This is a builder’s role.

• Identify emerging Air Force mission needs.
• Establish trusted relationships across the Air Force’s operational, acquisition, and innovation communities.
• Influence acquisition strategies and lead opportunities from initial engagement through contract award.
• Work directly with airmen, Major Commands, Program Executive Offices, research laboratories, prime contractors, and industry partners.
• Discuss operational challenges with airmen and command staff, technical integration with engineers, and acquisition strategy with senior Air Force leaders.

Key Responsibilities

• Develop and execute NODA’s business development strategy across the Air Force, including Major Commands, Program Executive Offices, research laboratories, and innovation organizations.
• Build trusted relationships with airmen, mission planners, acquisition professionals, contracting officers, laboratories, test organizations, prime contractors, and senior Air Force stakeholders.
• Identify, qualify, shape, and capture strategic opportunities across unmanned aircraft, collaborative autonomy, base defense, and multi-domain operations.
• 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 Air Force requirements through regular engagement with operators, requirements owners, and program offices.
• Partner closely with Engineering, Product, Mission Operations, Contracts, and Executive Leadership.
• Navigate FAR-based contracts, OTAs, CSOs, SBIR/STTR, IDIQs, AFWERX, DIU, and other rapid acquisition mechanisms.
• Identify and cultivate strategic partnerships with prime contractors, aircraft manufacturers, systems integrators, emerging technology companies, academia, and mission partners.
• Represent NODA at demonstrations, experimentation events, exercises, and industry events.
• Monitor Air Force priorities, autonomy and unmanned systems strategy, funding, competitive activity, and capability gaps.
• Develop executive briefings, capability presentations, white papers, and strategic communications.

Qualifications

• 8+ years of business development, capture management, military, government, or related DoD experience, with significant focus on the Air Force.
• Demonstrated success winning new business from customer engagement through contract award.
• Strong understanding of the Air Force enterprise, including Major Commands, acquisition and requirements organizations, budget cycles, and procurement processes.
• Experience with FAR-based contracting and non-traditional acquisition pathways.
• Established relationships across the Air Force’s operational, acquisition, and innovation communities.
• Ability to engage credibly in technical discussions involving autonomy, AI-enabled software, robotics, interoperability, and unmanned aircraft systems.
• Experience developing account strategies, capture plans, competitive positioning, and win strategies.
• Bachelor’s degree or equivalent combination of military, government, and industry experience.
• Ability to travel approximately 30%.
• U.S. citizenship is required due to ITAR regulations, along with the ability to obtain and maintain a DoD security clearance.

Preferred Qualifications

• Prior service in the U.S. Air Force or extensive experience supporting Air Force organizations.
• Existing relationships across AFLCMC, AFRL, AFWERX, and other relevant organizations.
• Experience supporting unmanned aircraft systems, collaborative combat aircraft, counter-UAS, ISR, C5ISR, or adjacent defense technologies.
• Experience supporting experimentation campaigns, exercises, flight testing, or technology transition efforts.
• Experience working within a venture-backed or high-growth defense technology company.
• Active Top Secret or TS/SCI security clearance.

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.
• Mission-first mindset with a passion for delivering operational advantage to the warfighter.
• Builder mentality with the initiative to create opportunities and shape markets.
• Technically curious, with the ability to translate complex autonomy and AI concepts into mission value.
• Resilient, adaptable, accountable, and comfortable operating independently in ambiguous startup environments.

Benefits

• 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.
• 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, HSA.
• Professional Development Opportunities.
• Access to One Medical.
• Mental Health Resources available 24/7.