Senior Business Development LeadThe roleWe are looking for a senior BD person who has the drive and creative depth to sit across the table from a combination of hyperscaler, oil & energy Majors, or a DoD program officer, a International telecom regulator to enable discussions to decisions across strategy, commercial and procurement leads - and be credible in all conversations.
What you'll actually do- Open and close anchor deals in the US and globally, with a heavy lean into hyperscalers and critical enterprises, plus the right defense and sovereign accounts where they fit.
- Build the partnership layer: VARs, gateway partners, sovereign hosts, hyperscaler co-sell motions, telcos as channels and integration partners.
- Find the nuance and drive the dynamics: Continuously engage, understand, and explore the ecosystem of global connectivity, solution pain points for enterprises, Leo constellation and use cases globally, the ecosystem of suppliers, industry partners, dependent verticals & segments that are evident and unassuming - strive to know more about the market dynamics and partner value creation than what exists today in satcomms
- Run the deal end to end - qualification, technical fit, pricing, paper, T&Cs, deployment commitments - and pull engineering or product in only when it actually moves the deal forward.
- Travel. A lot. Relationships in this industry don't get built over Zoom or signed on DocuSign with people you've never met.
- Bring back what the market is telling us - commercial needs, solution interfaces, product attributes, pricing benchmarks, capability gaps, switching pain, regulatory friction - in a form the product, engineering and architecture teams can act on.
- Help us hire and grow the BD team behind you.
What you've already done- Sold satcom, space, or related infrastructure at the enterprise or government level. Preferably, sold bandwidth or solutions directly, closed deals where the customer cared or is informed enough about which constellation, which orbit, which architecture, and why.
- Working relationships at hyperscalers - people who'll take your call, not just LinkedIn connections - and the same in at least two of: critical infrastructure (energy, utilities, maritime, finance), large telcos, defense primes, sovereign buyers.
- Operated globally. You know what landing rights actually require in Mexico vs. India vs. the UAE, or you've worked closely enough with people who do that you can navigate it without learning on our dime.
- Built something from an early stage - pre-product-market-fit BD where you had to invent the pitch as you went, not run someone else's playbook.
- Participate or collaborate on market making and building a segment / product vertical - ability to persist with grit and creativity, research and recognize the ecosystem at depth, to create and position the product as a segment on its own or as the most compelling complement and necessity - a solution that does not exist but a pain that is felt in the industry, either from inefficiencies in ecosystem or newly emerging threats and use cases
What we offerCompetitive base, real equity, the unusual seat of being the negotiator who shapes the company's commercial DNA from the early stage forward, and colleagues who will sharpen you.
What we don't offerA playbook. Quiet quarters. A lane you don't have to leave.
If you've sold into hyperscalers or critical enterprises in this industry, you already know whether this one is for you.
