The RoleHead of Business Development to level up business development across the AIC portfolio. Not a single company but across AIC portfolio companies. This is a newly created, corporate-level leadership role: you will set BD strategy, systems, and standards for every portfolio company, working directly with AIC Operating Partners and each portfolio company's management team and salesforce to grow revenue with the Department of Defense (DOD) and its primes, as well as with industrial, commercial customers.
You will shape how AIC's portfolio companies pursue and win new business, present a unified value proposition to shared customers, and capture opportunities that no single portfolio company could win alone.
You steer discrete teams of different levels, from outside sales reps to internal sales leadership. Once BD strategy and prioritization are co-created with the Operating Partner, you have standing to direct execution against that plan, and you'll be measured on your effectiveness to drum up net new demand quickly.
Key Responsibilities- Portfolio-wide BD strategy - Develop and support a coordinated business development strategy across all AIC portfolio companies, aligning pursuits with each company's capabilities and the corresponding Operating Partner's overall growth priorities.
- DOD and government procurement - Build and manage relationships with DOD program offices, prime contractors, and other government customers; identify, qualify, and pursue new contract opportunities across the full AIC portfolio.
- Commercial business development - Build on existing relationships with commercial and industrial customers in robotics, aerospace, and adjacent supply chains; identify new commercial revenue streams for portfolio companies.
- Portfolio company support - Work hands-on with the management team at each portfolio company, alongside Operating Partner, to build individual BD pipelines, capture plans, and proposal processes, acting as a player-coach where a company lacks dedicated BD resources.
- Cross-portfolio opportunities - Identify opportunities where two or more portfolio companies can jointly bid or cross-sell, and broker those introductions and teaming arrangements.
- Pipeline and reporting - Build a standardized pipeline and opportunity-tracking process across the portfolio; report bookings, pipeline health, and win/loss trends to AIC's executive team.
- Proposals and capture - Lead or support capture strategy, teaming decisions, and proposal development for priority pursuits, particularly larger or multi-company opportunities.
- M&A support - Provide market and customer insight to AIC's Corp Finance/M&A team on target company customer relationships, contract vehicles, and growth potential.
- Talent and process building - As the portfolio grows, help hire, train, and mentor BD talent at individual portfolio companies, and establish repeatable BD playbooks and tools.
Qualifications- 7-10 years of business development, capture, or sales leadership experience, including substantial experience with the Department of Defense (program offices, primes, or as a subcontractor/supplier).
- Proven experience also building and winning commercial or industrial business, ideally in manufacturing, electronics, aerospace, robotics, or an adjacent hardware supply chain.
- Track record of building pipeline and closing new business at the multi-million-dollar level; hands-on experience with DOD contract vehicles, capture processes, and proposal development.
- Experience working across multiple business units, product lines, or portfolio companies, or standing up a BD function from scratch.
- Comfort operating in a fast-moving, hands-on environment at a young company - this role builds the playbook rather than inheriting one.
- An existing network of relationships with DOD customers, primes, and/or relevant commercial buyers is a strong plus.
- Ability to obtain and maintain a U.S. security clearance; an active clearance is a plus.
- Willingness to travel frequently (up to 75%) to portfolio company sites, customer locations, and Washington, DC.
What Success Looks LikeA strong operator creates and captures net new pipeline immediately, in parallel with building the BD playbook and reporting system - the two happen together, not in sequence.
- Within the first 100 days: you co-created a BD strategy and bolstered existing pipeline for every portfolio company, and you have made direct contact with each company's key DOD and commercial customers.
- Within the 6 months: portfolio companies are booking net new business through a shared, repeatable BD process, and more than one cross-portfolio teaming opportunity has been signed.
Compensation & BenefitsSalary: $165,000 - $200,000+, commensurate with experience, plus performance bonus
Equity: Meaningful equity in AIC
Comprehensive health, dental, and vision coverage
This role can be located in our Brooklyn HQ or our El Segundo Office. This role is required to be onsite 5x a week.
