[Hiring] Director of Defense Business Development @Tocaro Blue

Role Description

The future of maritime operations is autonomous: every autonomous vessel needs to perceive the world around it, and Tocaro Blue builds the machine learning software that makes that possible. ProteusCore, our marine radar processing engine, and ApolloCore, our EO/IR perception system, deliver real-time detection, classification, tracking, and sensor fusion for tactical craft and unmanned surface vessels. Our software products are sold to defense companies, sensor and autonomy integrators, sensor hardware OEMs, and government entities.

We're hiring the person who will be responsible for growing awareness with government stakeholders and developing new defense-related sales opportunities. You will build the pipeline, own the relationships, and close the deals that put our perception software on every vessel headed for the fleet.

• Develop, negotiate, and close licensing deals with USV builders, autonomy integrators, and maritime OEMs.
• Identify, shape, and win opportunities with U.S. Government customers: All DoW program offices and labs, USCG, USSOCOM, DIU, and ONR.
• Qualify opportunities, champion technology demonstrations, and coordinate them with our engineering and leadership teams.
• Track programs, budgets, and competitors across the uncrewed maritime landscape.
• Represent Tocaro Blue at industry events, fleet exercises, and customer demonstrations.

Qualifications

• Track record of technical product or services sales in a complex, enterprise sales environment.
• 8+ years of business development, capture, or defense sales experience.
• Uniformed service or government civilian experience is preferred: DoW, USCG, or the acquisition and S&T organizations that support them.
• Self-directed and comfortable building the government sales playbook.

Requirements

• Location: San Diego, CA or Washington, DC or surrounding areas.
• Travel: expect 50% travel to customer sites, fleet concentration areas, demonstrations, and industry events.
• U.S. citizenship required. Active or prior security clearance a plus.

Preferred Expertise

• Existing relationships in the Navy and USCG uncrewed maritime community.
• Working fluency in how the government buys: acquisition pathways, OTAs, SBIR/STTR transition, FMS and security cooperation.
• Interest and experience in the maritime domain.

Benefits

• Base salary: $140,000 – $170,000, depending on experience and location.
• Equity: above market for early-stage startup.
• Health benefits, 401(k), and paid time off.

Company Description

Tocaro Blue is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

To comply with U.S. export control regulations, including ITAR, applicants must be a U.S. citizen, lawful permanent resident, or protected individual as defined by 8 U.S.C. 1324b(a)(3).