Senior Business Development Director, DoD at Noda AI · LumiJobs

Responsibilities

We are seeking a Senior Business Development Director to lead growth across the U.S. Department of Defense. This is not an account management role. This is a builder's role.
Success in this role requires initiative, sound judgment, intellectual curiosity, and the ability to operate independently in a fast-moving startup environment where priorities evolve quickly and opportunities are often created rather than assigned. The ideal candidate is equally comfortable discussing operational challenges with end users, technical integration with engineers, and acquisition strategy with senior government leaders.
Develop and execute NODA's business development strategy across DoD components, 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 healthy multi-quarter pipeline while delivering 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 regular engagement with operators, mission planners, acquisition professionals, and program offices
Partner closely 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, OTAs, CSOs, SBIR/STTR, IDIQs, DIU, AFWERX, DARPA, and other rapid acquisition mechanisms
Identify and cultivate strategic partnerships with prime contractors, systems integrators, emerging technology companies, academia, and mission partners
Represent NODA at demonstrations, operational exercises, and industry events including NDIA, AUSA, AFA, Sea-Air-Space, and Modern Day Marine

Qualification

8+ years of business developmentAbility to travel approximately 30%Existing relationships across OSDExperience supporting demonstrations

Required

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 DoD 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
Technically fluent in autonomous systems, unmanned platforms, and AI-enabled software, with the ability to bridge operational requirements and engineering capabilities in customer conversations
Established relationships across DoD components, program offices, and defense innovation organizations
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
Ability to travel approximately 30%
U.S. citizenship required due to ITAR regulations, with the ability to obtain and maintain a DoD security clearance

Preferred

Prior military service or extensive experience supporting DoD organizations across one or more services or combatant commands
Existing relationships across OSD, service acquisition executives, combatant commands, DARPA, DIU, AFWERX, NavalX, or other defense innovation organizations
Experience supporting autonomous systems, AI-enabled software, unmanned systems, ISR, C5ISR, robotics, mission autonomy, or adjacent defense technologies
Experience working within 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 with a passion for delivering operational advantage to the warfighter
Builder mentality with the initiative to create opportunities and shape markets rather than wait for them

Senior Business Development Director, DoD

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Noda AI

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