Business Development Manager – U.S. Defense
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Job Description
Business Development Manager for U.S. defense selling drone autonomy and LiDAR mapping technology. Building relationships and navigating DoD procurement in complex environments.
Responsibilities:
- Develop and maintain strong relationships across the U.S. defense ecosystem.
- Engage DoD end users, program offices, acquisition commands and prime contractors
- Understand mission objectives, operational constraints and procurement priorities
- Stay current on DoD modernisation initiatives, budget cycles and the competitive landscape
- Identify where Emesent’s technology creates the most compelling operational value
- Identify and develop new opportunities across defense services and agencies.
- Prospect across Army, Navy, Air Force, Marines, SOCOM and relevant civilian agencies
- Present mission-oriented value propositions that address real operational needs
- Build compelling business cases that speak to safety, efficiency and long-term program success
- Own the full federal sales cycle from first contact through contract award.
- Qualify and advance opportunities through complex, multi-stakeholder procurement cycles
- Conduct technical capability demonstrations and field evaluations
- Support responses to RFIs and RFPs with compelling, well-structured proposals
- Negotiate commercial terms within guidelines and navigate multi-phase acquisition processes
- Partner with marketing, product, engineering and customer success to align solutions with DoD requirements
- Bring customer feedback into product and roadmap conversations
- Coordinate internal resources to support pilots, evaluations and deployments
- Track pipeline status, key metrics and revenue forecasts for the DoD segment
Requirements:
- Five or more years of defense or federal sales experience, ideally with a technical or hardware product
- Demonstrated track record selling into U.S. DoD – direct and/or through primes and integrators
- Strong understanding of federal acquisition processes, budget cycles and procurement vehicles
- Active U.S. security clearance or eligibility to obtain one
- Excellent written and verbal communication – with technical teams and senior stakeholders alike
- Disciplined approach to pipeline management and CRM use
- Willingness to travel regularly within the U.S. and occasionally internationally
Benefits:
- LinkedIn Learning access
- Employee Assistance Program
- Anniversary leave day
- Health Insurance- US Individual (100% employer contribution + spouse 50% employer contribution)
- Employees also receive a 2% 401k contribution.
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