# Business Development Lead - Army

**Company:** [Nominal](https://hotfix.jobs/companies/nominal)
**Location:** Washington, DC
**Role:** Account Executive
**Experience:** 5+ years
**Skills:** Business Development, Capture Strategy, Pipeline Management, Stakeholder Engagement, Acquisition Pathways, Gtm Strategies, Defense Sales, Program Management, Forecasting, Crm Tools
**Posted:** 2026-04-29

> Drives business development for Nominal's platform with the U.S. Army, owning pipeline creation, customer relationships, deal execution, and strategic partnerships in defense test and operations. Requires 5+ years BD experience in military/government, Army knowledge, technical background, and TS/SCI eligibility.

## Job Description

## 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 roadmap.
- Identify, shape, negotiate, and close new market opportunities, aligning account growth with business objectives.
- Develop and maintain relationships with key stakeholders across customer organizations, generating buy-in and alignment.
- Provide insight into customer priorities, funding dynamics, acquisition pathways, and requirements to inform Federal growth strategy.
- Own qualifying, cultivating, and capturing opportunities in partnership with growth, mission, legal, and operations teammates.
- Identify and develop strategic partnerships to expand reach and strengthen positioning.
- Grow early engagements into enduring programs and position Nominal as foundational infrastructure for test data management, analysis, and operations.
- Represent Nominal at customer meetings, industry days, and 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. Army and/or Test enterprise.
- Deep understanding of Department of the Army organizational structures and priorities and experience developing, shaping, or executing complex technical opportunities.
- Excellent communication skills, tailoring messaging across technical and non-technical audiences.
- Keen awareness of when to pull in teammates for demos, technical discovery, capability gaps, integration, compliance, and infosec.
- Strong sense of urgency, ownership, navigating complex stakeholder environments, and driving outcomes in ambiguity.
- Experience managing pipelines, forecasting, and hitting growth targets.
- Technical background or degree in computer science, mechanical engineering, or heavy industry.
- Willing to travel up to 50%.
- Ability to obtain and maintain TS/SCI clearance.

## Nice-to-Haves
- Experience delivering growth for defense or dual-use software products and executing GTM strategies for emerging defense technologies.
- Familiarity with non-traditional acquisition pathways and commercial product acquisitions.
- Established relationships across 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.

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