Director of Business Development - Spectrum Dominance

About the role

You will work closely with business-unit and product leaders to shape repeatable, product-led sales beyond the founding customer.

Leaders set direction and build the conditions for their teams to succeed. They hire, coach, and hold people accountable. Leadership work spans strategy, communication, and decision making. Effective leaders give clear context and remove obstacles for the people who report to them. Leadership roles are measured by team outcomes, retention, and delivery. Most organizations expect leaders to be visible, predictable, and generous with context.

Key facts

What you'll do

You translate mission-proven capabilities into commercial-off-the-shelf offerings that appeal to buyers beyond the founding customer.

Achieving or exceeding AOP Bookings is a direct responsibility of this role.

One voice per customer and collaboration between product managers and delivery engineers are central to this effort.

You shape pre-solicitation demand and manage the full capture lifecycle. This engagement includes responding to RFIs, RFPs, and related requests while coordinating with customers, program offices, and partners.

This culture supports sustainable long-term growth across the organization.

Requirements

You hold a Bachelor's degree in engineering, science, or management fields, with a master's in business administration or engineering preferred.

You bring 7+ years leading sales, business development, or growth teams in technology, defense, or aerospace with demonstrated accountability for bookings or sales-growth numbers.

You have 5+ years of experience supporting or executing ISR, AI/ML, or software-defined defense efforts or operations.

You have proven experience commercializing technical capabilities into repeatable products. Running a land-and-expand or recurring-revenue growth motion, especially with SaaS, COTS software, or productized government software, is strongly preferred.

You carry a documented track record of meeting bookings or sales-growth numbers. Disciplined pipeline management and rigorous forecasting are essential.

You execute corporate-level business development activities, including briefing executive leadership and shaping high-stakes strategies.

You apply working knowledge of DoW and Intelligence Community acquisition frameworks. Understanding programs of record and pre-solicition shaping processes is required.

You communicate effectively with prospective customers, partners, vendors, and the press in high-stakes environments.

You maintain a current DoD Secret Clearance, with Top Secret Clearance preferred for appropriate opportunities.

You are willing to travel up to 50% of the time to meet business objectives and support customer engagement.

Practical notes

Person status is required to conform to ITAR and EAR export regulations. Typical interview steps

Leadership hiring usually includes a strategy case, a people scenario, and a values conversation. Candidates may be asked to turn around a struggling team or plan for growth. Past results are examined closely, especially how decisions were made. Interviewers dig into specific decisions you made and their consequences. Preparing two or three decision stories with numbers and lessons is the best use of time.

Good to know

Professionals in this role work at the intersection of defense and commercial technology, often engaging with complex acquisition frameworks. Success depends on fluency in enterprise software sales and government procurement processes. The role relies on data-driven pipeline management and executive-level communication. Collaboration with product, delivery, and finance teams is integral to shaping offers for strategic customers. Clearance requirements and travel expectations are standard for roles in defense and national security technology.

Career growth

Leadership careers move from manager to senior manager, director, and executive roles. Each step adds more scope and more responsibility for outcomes. The best leaders keep learning how to delegate, communicate, and decide. Leadership careers reward a record of building and developing people. The higher you go, the more your communication shapes the whole organization.