Bachelor's degree in technical, engineering, or business field
5+ years in business development or capture management in government or aerospace
Proven success in managing complex government contracts
Strong grasp of government acquisition processes and budget cycles
Experience with defense contractors or government agencies
Ability to manage a pipeline and meet growth targets
Excellent communication skills for engaging with senior officials
Eligible for or possess TS/SCI clearance
Responsibilities
Build and maintain senior-level relationships within DoD and IC
Lead the full capture process for government opportunities
Identify and pursue opportunities across various acquisition pathways
Execute account and campaign strategies focused on priority agencies
Negotiate strategic agreements and collaborations
Collaborate with engineering to create tailored technical solutions
Drive responses to RFIs and RFPs, ensuring cross-functional alignment
Maintain disciplined CRM practices for pipeline management
Benefits
Equity options
Comprehensive health benefits
Flexible work arrangements
Professional development opportunities
Generous paid time off policy
Full Job Description
Director, Business Development - Government & Defense
Role Overview
The Director, Business Development - Government & Defense will focus on the development and execution of our GTM and sales strategy across defense, national security, and government customers. This role is focused on driving growth within the Department of War (DoW), Intelligence Community (IC), civil space agencies, and defense prime contractors.
You will own the full lifecycle of strategic opportunities while helping position AnySignal as a critical communications infrastructure provider for mission-critical government and defense applications.
Key Responsibilities
Build and maintain senior-level relationships across DoD, IC, civil agencies (e.g., NASA), and defense primes, including program executives, contracting officers, mission planners, and technical leadership (RF/payload/communications).
Lead end-to-end capture of government opportunities, including pipeline development, qualification, capture planning, teaming strategy, proposal development, negotiation, and post-award growth.
Identify, qualify, and pursue opportunities across key acquisition pathways (FAR-based contracts, OTAs, SBIR/STTR, IDIQs, and other transaction mechanisms).
Develop and execute account and campaign strategies aligned to priority agencies, programs of record, and emerging mission needs.
Establish and negotiate strategic agreements, including teaming agreements, CRADAs, pilot programs, and multi-year program engagements.
Partner closely with engineering and product teams to translate mission requirements into tailored technical solutions and proposals.
Lead and coordinate responses to RFIs, RFPs, BAAs, and other solicitations, driving cross-functional alignment across technical, pricing, contracts, and leadership stakeholders.
Maintain disciplined CRM practices, including pipeline tracking, forecasting, and reporting on bookings and growth metrics.
Provide voice-of-customer insights to shape product roadmap, positioning, and long-term strategy.
Required Qualifications
Bachelor's degree in a technical, engineering, or business-related discipline.
5+ years of business development, capture management, or program-facing experience within the U.S. government, defense, or aerospace sectors.
Demonstrated success winning and managing complex government opportunities from early shaping through contract award.
Strong understanding of U.S. government acquisition processes, contracting vehicles, and budget cycles.
Experience working with or alongside defense primes, government agencies, or national security customers.
Proven ability to build and manage a qualified pipeline and consistently achieve growth targets.
Strong communication and executive engagement skills, including briefing senior government and industry stakeholders.
Ability to travel (Up to ~50%) within the United States.
Eligible to obtain or currently hold TS/SCI clearance
Preferred Qualifications
Experience with space-based systems, RF communications, SATCOM, or related mission domains.
Prior experience in high-growth startups or scaling organizations.
Active U.S. security clearance (or ability to obtain one).
Familiarity with DoD and IC mission sets, space architectures, and emerging defense technology trends
Compensation:
Expected OTE: $250-350k + Equity and Benefits
Export Control Requirements In order to comply with the space technology export rules of the U.S. Government, such as the International Traffic in Arms Regulations (ITAR), applicants must be a U.S. citizen, lawful U.S. permanent resident, protected individual under 8 U.S.C. 1324b(a)(3), or otherwise eligible to obtain required authorizations from the U.S. Department of State.
