Position SummaryThe Director of Business Development is responsible for identifying, developing, and capturing new business opportunities while building long-term strategic relationships with customers, partners, and industry stakeholders.
This role requires a highly motivated sales leader with deep RF and microwave industry experience who understands the Aerospace & Defense procurement process, can engage engineering and executive leadership, and has a proven record of growing revenue through consultative technical sales.
Primary Responsibilities - Develop and execute business development strategies that drive sustained revenue growth.
- Identify, qualify, pursue, and capture new business opportunities within Aerospace & Defense, government, and commercial RF markets.
- Build and maintain strong relationships with engineering, supply chain, program management, and executive decision makers at customer organizations.
- Develop and manage a healthy sales pipeline using Salesforce, ensuring accurate forecasting and opportunity tracking.
- Generate and qualify leads through customer visits, industry conferences, trade shows, networking, and strategic partnerships.
- Maintain regular interaction with customers to gain insight into upcoming programs, design activities, and procurement opportunities.
- Position X-Microwave as the preferred partner for RF and microwave subsystem and modular design solutions.
- Collaborate closely with Engineering and Operations to align technical solutions with customer requirements.
- Work cross-functionally to develop winning proposals, quotations, and capture strategies.
- Provide competitive intelligence and market feedback regarding customer needs, industry trends, and competitor activity.
- Support strategic account planning and long-term customer growth initiatives.
- Represent X-Microwave professionally at customer meetings, conferences, and industry events.
- Meet or exceed established bookings, revenue, and pipeline growth objectives.
Success Metrics Success in this position will be measured by:
- Growth in sales pipeline
- New customer acquisition
- Bookings growth
- Opportunity win rate
- Expansion within existing strategic accounts
- Customer engagement and relationship development
- Forecast accuracy
- Pipeline quality and activity
Requirements
Required - Bachelor's degree in Engineering, Business, or a related technical field.
- Minimum 10 years of experience in RF and microwave electronics sales or business development.
- Demonstrated success selling RF, microwave, or electronic subsystem solutions.
- Strong experience working with Aerospace & Defense customers, including major defense primes and government organizations.
- Proven ability to identify, develop, and close complex technical sales opportunities.
- Experience managing a sales pipeline using Salesforce or similar CRM tools.
- Excellent verbal, written, and presentation communication skills.
- Strong organizational and strategic planning abilities.
- Willingness to travel approximately 30-50%.
Preferred - Existing relationships with key Aerospace & Defense OEMs and prime contractors.
- Experience supporting government programs, space systems, EW, radar, SATCOM, communications, or electronic warfare applications.
- Understanding of RF system architecture, microwave components, and subsystem integration.
- Experience working with channel partners and manufacturers' representatives.
- Active U.S. Security Clearance or eligibility to obtain one is a plus.
Personal Characteristics The ideal candidate will be:
- Customer-focused with a passion for solving complex engineering challenges.
- Self-motivated and entrepreneurial.
- Strategic yet hands-on in developing new business opportunities.
- Collaborative and team-oriented.
- Comfortable engaging everyone from design engineers to executive leadership.
- Highly organized with excellent follow-through.
- Results-driven with a strong sense of ownership and accountability.
