5+ years in business development or related roles with U.S. military or civilian organizations
2+ years working with the Office of the Secretary of Defense (OSD)
Strong understanding of U.S. Government/Defense structures and priorities
Excellent communication skills for diverse audiences
Ability to navigate complex stakeholder environments
Experience managing pipelines and achieving growth targets
Technical background in computer science, mechanical engineering, or related fields
Current U.S. security clearance required
Responsibilities
Drive pipeline creation and customer engagement within the Department of Defense
Shape and close strategic opportunities by aligning customer needs with Nominal's offerings
Develop and maintain relationships with key stakeholders across customer organizations
Provide insights into customer priorities and funding dynamics
Qualify, cultivate, and capture opportunities in collaboration with internal teams
Identify and develop strategic partnerships to enhance market positioning
Grow early engagements into impactful programs and foundational infrastructure
Represent Nominal at customer meetings and industry events
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
Full Job Description
As part of Nominal's U.S. Government Business Development team, you will drive how we expand across the U.S. Government-owning pipeline creation, customer engagement, and deal execution across key accounts within the Department of War/Defense's "4th Estate". This is a highly strategic, externally-facing role focused on shaping and closing complex opportunities across organizations such as the Test Resource Management Center (TRMC), Defense Innovation Unit (DIU), Defense Advanced Research Project Agency (DARPA), Direct Reporting Program Manager (DRPM) UxS, Chief Digital and AI Office (CDAO), and other relevant Principal Stafff Assistants (PSAs) and Defense Agencies and Field Activities (DAFAs). This role partners closely with Capture Strategy, which owns capture strategy and win positioning, while this role owns customer relationships and deal execution. You will work at the intersection of mission, product, and growth-translating customer needs into enduring programs and positioning Nominal as foundational infrastructure for test and operations.
About the Role
Apply a strong 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
We're looking for someone with
5+ years of experience in business development, growth, capture, program strategy, or related roles supporting or serving U.S. military and civilian organizations, with at least 2 years working directly for or with organizations within the Office of the Secretary of Defense (OSD).
Deep understanding of U.S. Government/ 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, and more
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%
This position requires you to currently possess and be able to maintain a U.S. security clearance, in order to meet U.S. regulatory eligibility requirements for the access to classified information associated with this role.
Skills that supercharge us
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 is a plus
Prior U.S. military or government experience is a plus
Benefits/Perks
100% coverage of medical, dental, and vision insurance
