[Hiring] Senior Business Director @NODA AI

Role Description

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

• Identify emerging mission needs.
• Establish trusted relationships across the defense enterprise.
• Influence acquisition strategies.
• Lead opportunities from initial engagement through contract award.
• Work directly with operators, acquisition professionals, Program Executive Offices, prime contractors, and industry partners.
• Operate independently in a fast-moving startup environment.
• Discuss operational challenges, technical integration, and acquisition strategy.

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.

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.
• 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.
• 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.
• 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.
• 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.
• Comfortable operating independently in ambiguous startup environments.

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

• 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 & 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 including therapy and more.