Business Development Director

AeroVironment, Inc.; Germantown (MD); Hybrid; USD 175,000 - 280,000; Full time

Benefits offered by this job

Medical, dental, vision

401K with company matching

9/80 work schedule

Paid holiday shutdown

Job summary

AeroVironment, Inc. seeks a Director of Business Development to identify and present technology solutions for Navy operational gaps, leveraging unmanned systems, counter-UAS, and AI solutions.

You will support capture strategy, engage with customer program offices, and drive opportunity development across multiple domains. The role requires 14–20 years of relevant experience, a relevant Bachelor's degree, and the ability to travel within the contiguous US 25–50% of the time.

Qualifications

• Bachelor's degree in Engineering, Physical Science, Business, or equivalent.
• 14–20 years of relevant experience (military experience included).
• US Navy or Coast Guard experience preferred.
• Background in aerial weapons employment including ALE, loitering munitions, UAS, counter-UAS, precision strike, and Manned-Unmanned Teaming preferred.
• Familiarity with FAR/DFARS, OTAs, and Middle-Tier Acquisition is a plus.

Responsibilities

• Builds trusted relationships across assigned customer organizations at all levels.
• Identifies and wins new business opportunities for AeroVironment.
• Represents AeroVironment to the customer organization and strengthens reputation.
• Creates capture plans with compelling win strategies for major sales opportunities.
• Conducts market research to assess size and potential value of an opportunity.
• Conducts competitive assessments to understand strengths and weaknesses of AV solutions.

Skills

Navy/Coast Guard experience

U.S. Navy customer requirements

MS Office proficiency

Travel 25–50%

Education

Bachelor's degree in Engineering/Physical Science/Business

Advanced degree (preferred)

Tools

Salesforce CRM

Job description

Arlington, VA

Herndon, VA

Annapolis Junction, MD

Germantown, MD

San Diego, CA

Full time

8926

Worker Type

Regular

Job Description

Summary

The Director, Business Development (BD) is responsible for the identification and presentation of technology solutions to fill United States Navy operational gaps through the employment of advanced unmanned systems capabilities, counter-unmanned systems and strike capabilities, and autonomous and artificial intelligence solutions. This position supports the Navy capture strategy and engagement strategy efforts, executes capture planning to the satisfaction of the customer and the AeroVironment (AV) staff, and maintains close ties to the customer program offices and units following contract award.

Position Responsibilities

• Builds trusted relationships across assigned customer organizations at all levels and facilitate the same for others within AeroVironment
• Identifies and wins new business opportunities for AeroVironment while meeting the needs of assigned customers
• Represents AeroVironment to the customer organization and continuously works to strengthen the company’s reputation within the customer organization
• Utilizes new business processes and the AV Capture Customer Relationship Management (CRM) tool, Salesforce
• Creates capture plans with compelling win strategies for major sales opportunities
• Conducts market research to assess size and potential value of an opportunity
• Conducts competitive assessments to understand strengths and weaknesses of AeroVironment solutions considering competition
• Supports monthly forecast reviews and annual strategic planning process
• Helps prioritize company investment recommendations
• Identifies funding sources, contract vehicles, influencers, and decision-makers with prospective customer organizations and engages to shape requirements for AV solutions
• Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback
• Qualifies new leads and manages meetings to identify initial customer requirements
• Assists with marketing collateral development
• Works with Product Line Managers and the Engineering Department to identify technology needs and connect them with funding sources
• Builds partnerships with other companies to pursue specific opportunities and enhance AV product offerings
• Works on significant and unique issues where analyses of situations, or data, could require evaluations of intangibles amongst other available information
• Performs other duties as assigned

Basic Qualifications (Required Skills & Experience)

• Bachelor’s degree in Engineering, Physical Science, Business, or relevant discipline is required, or equivalent combination of education, training, and experience
• 14-20 years of relevant or equivalent experience (inclusive of military experience)
• United States Navy or Coast Guard experience preferred
• Background related to aerial weapons employment including: Air Launched Effects (ALE), loitering munitions, small and medium UAS, counter UAS, precision strike, and Manned-Unmanned Teaming, preferred
• Prior relevant experience engaging US Navy or maritime senior leaders is desired
• Proven understanding of US Navy customer requirements/needs/issues and capability gaps is desired
• Understanding of FAR/DFARS, OTAs, and Middle-Tier Acquisition is a plus

Preferred Qualifications (Desired Skills & Experience)

• Advanced degree is preferred
• Strong communication, negotiation, strategic planning and interpersonal skills
• Demonstrated leadership skills
• Working knowledge of typical contracts used by assigned customer segment (US Government, Non-DOD; US Government, DOD; or International)
• Understanding of US Government acquisition and program planning processes
• Demonstrated business experience; ability to develop and maintain internal and external trust-based, professional relationships
• Assesses the degree of risk and opportunity in plans or actions and takes appropriate action to mitigate them or makes plans to build on the opportunity
• Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)
• Ability to excel in a fast-paced, deadline-driven environment where small teams share a broad variety of duties
• Takes ownership and responsibility for assigned tasks and revenue achievement
• Committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company
• Focuses on teamwork and puts the success of the team above own interests
• Ability to travel within contiguous US from 25-50% of time; potential for periodic outside continental US travel
• Displays strong initiative and drive to accomplish goals and meet company objectives; delivers message to Garcia

Physical Demands

• Ability to work in an office environment (Hybrid)
• Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Frequent)

Special Requirements

• U.S. Citizenship required
• Ability to obtain and maintain a security clearance (up to Top Secret, if required)
• Ability to travel within contiguous US from 25-50% of time; potential for periodic outside continental US travel
• Must have a valid driver's license and clean DMV record

Clearance Level

No Clearance

The salary range for this role is:

$175,000 - $280,000

AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate’s work experience, education/training, and key skills.

ITAR Requirement

This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). In order to comply with the requirements of the ITAR and/or the EAR, applicants must qualify as a U.S. person under the ITAR and the EAR, or a person to be approved for an export license by the governing agency whose technology comes under its jurisdiction. Please understand that any job offer that requires approval of an export license will be conditional on AeroVironment’s determination that it will be able to obtain an export license in a time frame consistent with AeroVironment’s business requirements. A “U.S. person” according to the ITAR definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee or asylee. See 22 CFR § 120.15. Some positions will require current U.S. Citizenship due to contract requirements.

Benefits

AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown.

We also encourage you to review our company website at http://www.avinc.com to learn more about us.

About AV:

AV isn’t for everyone. We hire the curious, the relentless, the mission-obsessed. The best of the best.

We don’t just build defense technology—we redefine what’s possible. As the premier autonomous systems company in the U.S., AV delivers breakthrough capabilities across air, land, sea, space, and cyber. From AI-powered drones and loitering munitions to integrated autonomy and space resilience, our technologies shape the future of warfare and protect those who serve.

Founded by legendary innovator Dr. Paul MacCready, AV has spent over 50 years pushing the boundaries of what unmanned systems can do. Our heritage includes seven platforms in the Smithsonian—but we’re not building history, we’re building what’s next.

If you're ready to build technology that matters—with speed, scale, and purpose—there’s no better place to do it than AV.

We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.

ITAR

U.S. Citizenship required. Must be willing to work on government contracts and have the ability to obtain a security clearance.

About AV:

AV isn’t for everyone. We hire the curious, the relentless, the mission-obsessed. The best of the best.

We don’t just build defense technology—we redefine what’s possible. As the premier autonomous systems company in the U.S., AV delivers breakthrough capabilities across air, land, sea, space, and cyber. From AI-powered drones and loitering munitions to integrated autonomy and space resilience, our technologies shape the future of warfare and protect those who serve.

Founded by legendary innovator Dr. Paul MacCready, AV has spent over 50 years pushing the boundaries of what unmanned systems can do. Our heritage includes seven platforms in the Smithsonian—but we’re not building history, we’re building what’s next.

If you're ready to build technology that matters—with speed, scale, and purpose—there’s no better place to do it than AV.

Careers at AeroVironment (https://www.avinc.com/careers/our-team)