Business Development Manager, Special Operations

About the role

You will define and execute the business development strategy for NODA AI within the U.S. Special Operations community, shaping how autonomous systems are integrated into future mission sets. You will act as a trusted advisor to operators and acquisition leaders, identifying emerging operational gaps and translating them into viable technical and commercial opportunities. This role requires you to build deep relationships across the SOF enterprise, influencing requirements long before they are formalized in acquisition documents. You will own the full opportunity lifecycle, from initial customer engagement and capture planning through proposal development to contract award and execution. Success in this position demands intellectual curiosity, sound judgment, and the ability to operate effectively in a fast-paced startup environment where priorities shift rapidly. You will be responsible for positioning NODA's technology as a critical enabler of operational advantage for warfighters and mission partners. This role is designed for a builder who thrives on shaping strategy, driving initiatives forward, and delivering tangible outcomes in complex government environments.

Key facts

What you'll do

Develop and execute a comprehensive business development strategy focused on U.S. Special Operations forces, Program Executive Offices, and adjacent mission-critical organizations.

Build and maintain trusted relationships with a broad spectrum of stakeholders including operators, mission planners, acquisition professionals, contracting officers, laboratory personnel, innovation organizations, prime contractors, and senior government leaders.

Identify, qualify, shape, and capture strategic opportunities, guiding them from initial customer engagement through proposal, negotiation, award, and transition to execution.

Establish and sustain a healthy multi-quarter pipeline while ensuring accurate forecasting and disciplined management of opportunities within the CRM system.

Lead complex capture planning activities, including crafting customer engagement strategies, conducting competitive assessments, shaping technical solutions, forming teaming strategies, and providing pricing support.

Develop executive-level briefings, capability presentations, white papers, and strategic communications that clearly articulate NODA's value proposition to mission stakeholders.

Infence future customer requirements by maintaining consistent engagement with operators, mission planners, acquisition professionals, and program offices to align emerging needs with NODA's capabilities.

Navigate a wide range of acquisition mechanisms, including FAR-based contracts, OTAs, CSOs, SBIR/STTR programs, IDIQs, SOFWERX, DIU initiatives, and other rapid procurement pathways.

Cultivate strategic partnerships with prime contractors, systems integrators, emerging technology companies, academic institutions, and mission-focused partners to expand NODA's reach and impact.

Represent NODA at high-visibility venues such as operational exercises, industry demonstrations, SOF Week, NDIA events, AUSA conferences, and AFA gatherings.

Monitor evolving mission priorities, acquisition strategies, funding landscapes, competitive activity, and capability gaps to provide timely insights for executive decision-making.

Partner closely with Engineering, Product, Mission Operations, Contracts, and Executive Leadership teams to ensure customer priorities are reflected in NODA's product roadmap and growth trajectory.

Requirements

You bring 8 or more years of relevant experience in business development, capture management, military service, or other DoD-related roles that provide a deep understanding of government procurement.

You have a proven track record of winning new business, guiding opportunities from initial customer engagement through successful contract award.

You possess a strong understanding of the Special Operations enterprise, including how capabilities are defined, acquired, and fielded across various operational units.

You are highly knowledgeable of acquisition organizations, budget cycles, and the full spectrum of procurement processes that govern government contracting.

You have direct experience with FAR-based contracting and non-traditional acquisition pathways such as OTAs, CSOs, SBIR/STTR programs, IDIQs, and other rapid acquisition initiatives.

You have established relationships across the Special Operations community, enabling you to engage effectively with operators, planners, and acquisition professionals at multiple levels.

You are capable of engaging credibly in technical discussions involving complex topics such as autonomy, AI-enabled software, robotics, interoperability, and unmanned systems integration.

You have demonstrated skill in developing account strategies, structured capture plans, competitive positioning, and executive-level stakeholder management.

Nice to have

Preferred experience within the defense and intelligence sectors, particularly in roles that intersect technology, autonomy, and unmanned systems.

Familiarity with SOF Week, NDIA, AUSA, AFA, and other key industry forums where emerging defense technologies are showcased and discussed.

Practical notes

This is a full-time position based in Austin, Texas, with a hybrid on-site model and approximately 30% travel to support customer engagements, demonstrations, and industry events.

U.S. citizenship is required, and the candidate must be able to obtain and maintain a security clearance.

Travel requirements may include attendance at defense conferences, operational exercises, and customer site visits across the United States.