Business Development Manager, Special Operations

Responsibilities

• Develop and execute NODA's business development strategy across SOF, 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 multi-quarter pipeline with 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 engagement with operators, mission planners, acquisition professionals, and program offices.
• Partner 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 and acquisition mechanisms including OTAs, CSOs, SBIR/STTR, IDIQs, SOFWERX, DIU, and AFWERX.
• Cultivate partnerships with prime contractors, systems integrators, emerging technology companies, academia, and mission partners.
• Represent NODA at demonstrations, operational exercises, and industry events, including SOF Week, NDIA, AUSA, AFA, and Modern Day Marine.
• Monitor mission priorities, acquisition strategies, funding, competitive activity, and capability gaps.
• Develop executive briefings, capability presentations, white papers, and strategic communications.

Required 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 Special Operations 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.
• Established relationships across the Special Operations enterprise.
• 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.
• U.S. citizenship and ability to obtain and maintain a security clearance.
• Ability to travel approximately 30%.

Preferred Qualifications

• Prior service in the U.S. Special Operations community or extensive experience supporting SOF organizations.
• Relationships across USSOCOM Headquarters, TSOCs, SOF AT&L, SOFWERX, DIU, DARPA, NavalX, AFWERX, or other defense innovation organizations.
• Experience supporting autonomous systems, AI-enabled software, unmanned systems, ISR, C5ISR, robotics, mission autonomy, or adjacent defense technologies.
• Experience in 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 and passion for delivering operational advantage to the warfighter.
• Initiative to create opportunities and shape markets in an ambiguous startup environment.
• Ability to translate complex autonomy and AI concepts into mission value.

Skills and Attributes

• Strategic thinking connecting customer challenges with business growth and product strategy.
• Relationship building and executive presence across government, industry, and operator communities.
• Communication, presentation, negotiation, and influencing skills.
• Forecasting, pipeline management, and opportunity tracking.
• Cross-functional collaboration, resilience, adaptability, accountability, and results orientation.

Compensation and Benefits

• Competitive salary.
• Medical, dental, and vision plans.
• 401(k) plan with company match.
• Equity grants for new hires.
• Unlimited PTO and 11 paid holidays.
• Generous company holiday calendar, including a holiday hiatus in November and December.
• Generous parental leave.
• Military leave for annual training or service requirements.
• FSA, DCFSA, and HSA.
• Professional development opportunities.
• Access to One Medical.
• Free 24/7 mental health resources, including therapy, plus legal and financial support services.