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Sales & Business Development Director – Remote

Live Digital > Jobs > Sales & Business Development Director – Remote

The Role

A leading wireless communication company seeks a Director of Sales & Business Development to grow DoD and U.S. civilian agency accounts for its small-to-medium UAS portfolio. The role manages the full capture lifecycle—shaping requirements, driving demand, structuring deals, and closing programs—using expertise in government procurement.

What you’ll do:

Market shaping & capture

  • Maps missions, challenges, and decision-makers across DoD, DHS, DOJ, DOI, and state/local public safety.
  • Shapes requirements early via user trials, CONOPS, KPPs/KSAs, and experimentation events.
  • Leads capture through FAR and non-FAR pathways, including IDIQs, OTAs, SBIR/STTR, BPAs, and GWACs.
  • Tracks funding and PPBE timelines, focusing on R&D-to-procurement transitions and year-end priorities.

Sales execution

  • Manage a qualified pipeline and accurate forecasts; oversee pursuits from gate reviews through proposals and negotiations.
  • Develop price-to-win, teaming, and channel strategies with primes, SIs, resellers, and distributors.
  • Lead solution positioning across airframes, payloads, communications, software, integration, and sustainment.

Customer & stakeholder engagement

  • Build executive relationships with requirement owners, program managers, test directors, contracting officers, S&T leads, and end users.
  • Plan and run demos, range events, and evaluations, turning pilot programs into multi-year initiatives.

Internal leadership

  • Lead cross-functional capture teams including engineering, product, finance, legal, export/ITAR, and operations.
  • Provide Voice of the Customer to inform product roadmap, interoperability (STANAG, MAVLink, MOSA), and compliance requirements (airworthiness, spectrum, cybersecurity).

Where to Influence:

  • Pre-RFI: Conduct mission analysis, concept demos, draft KPPs/CONOPS, and identify pilot funding.
  • RFI/RFP shaping: Provide input on requirements, qualification criteria, small-business strategy, and evaluation weighting.
  • Acquisition path: Recommend OTA vs. FAR, select entry points, and align subcontract/prime roles.
  • Budget tracking: Monitor POM inputs, R-/P-/O&M lines, congressional additions, and year-end spending.
  • Evaluation: Prepare test cards, assess performance thresholds, and track reliability/maintainability.
  • Award & scaling: Plan options, CLIN structure, and fielding, training, and sustainment activities.

Required Qualifications:

  • 8–15+ years in U.S. GovCon sales, capture, or business development, with a track record selling UAS or related C5ISR/robotics solutions to DoD, DHS, DOJ, or DOI.
  • Deep understanding of government buying cycles, PPBE, and acquisition pathways (FAR/DFARS, IDIQs, OTAs/CSOs, SBIR).
  • Proven success influencing requirements and advancing programs from prototype to production.
  • Strong network with program offices, requirements teams, test centers, and primes/SIs.
  • Experienced in proposals (RFI/RFP responses, volumes, orals) and price-to-win strategies.
  • Familiar with ITAR/EAR, cybersecurity (NIST/CMMC), and export compliance.
  • Bachelor’s degree in technical, business, or related field; advanced degree or DAU/NCMA credentials are a plus.

Nice to have:

  • Deep knowledge of UAS (Group 1–3), payloads (EO/IR, EW, LiDAR), MANET/C2, autonomy software, and MOSA integration.
  • Prior military or federal experience in relevant mission areas.
  • Active Secret clearance or ability to obtain; TS/SCI preferred.

KPIs:

  • Maintain a qualified pipeline (3–4× quota), strong win rates on targeted pursuits, and track total and annual contract value booked.
  • Manage capture cycle time, convert prototypes to production, and expand existing programs through IDIQs and OTAs.

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