Business Development Lead - Federal

Responsibilities

• Apply understanding of customer priorities, mission environments, and acquisition dynamics to shape and close strategic opportunities by aligning customer mission needs with Nominal’s platform and long-term roadmap.
• Identify, shape, negotiate, and close new market opportunities, aligning account growth with overall business objectives.
• Develop and maintain relationships with key stakeholders across customer organizations, generating buy-in and alignment with end users, program managers, acquisition officials, technical leaders, and industry partners.
• Provide insight into customer priorities, funding dynamics, acquisition pathways, and requirements to inform Nominal’s Federal growth strategy.
• Own the process of qualifying, cultivating, and capturing opportunities in close partnership with growth, mission, legal, and operations teammates.
• Identify and develop strategic partnerships to expand reach and strengthen positioning in key programs.
• Grow early engagements into enduring, impactful programs and set the conditions for Nominal to become foundational digital infrastructure for test data management, analysis, and operations.
• Represent Nominal at customer meetings, industry days, conferences.

Requirements

• 5+ years of experience in business development, growth, capture, program strategy, or related roles supporting or serving U.S. military and civilian organizations, particularly the U.S. Air Force, U.S. Army, and the Test enterprise.
• Deep understanding of U.S. Federal / Defense organizational structures and priorities and experience developing, shaping, or executing complex technical opportunities.
• Excellent communication skills, with the ability to tailor messaging across technical and non-technical audiences.
• Keen awareness of when and how to pull in the right teammates to build targeted demos, perform technical discovery, identify capability gaps, understand integration and deployability options, share compliance and infosec guidance.
• A strong sense of urgency and ownership, with the ability to navigate complex stakeholder environments and drive outcomes in ambiguous settings.
• Experience managing pipelines, forecasting, and consistently hitting growth targets.
• Technical background or degree: Background in computer science, mechanical engineering, or other heavy industry.
• Willing to travel up to 50%.
• Ability to obtain and maintain a Top Secret / Secure Compartmented Information (TS/SCI) clearance.

Nice-to-Haves

• Experience delivering growth outcomes for defense or dual-use software products and proven success developing and executing go-to-market strategies for emerging defense technologies.
• Familiarity with non-traditional acquisition pathways and commercial product acquisitions.
• Established relationships across relevant U.S. Government stakeholders, prime contractors, and mission partners.
• Background in data systems, data analysis, and/or hardware engineering.
• Prior U.S. military or government experience.

Benefits

• 100% coverage of medical, dental, and vision insurance.
• Unlimited PTO and sick leave.
• Free lunch, snacks, and coffee.
• Professional Development Stipend.
• Annual company retreat.