Business Development Director (Government & Critical Assets)

Iridium; McLean (VA); Hybrid; USD 235,000 - 306,000; Full time

Job summary

Iridium is seeking a Business Development Director to drive growth in U.S. federal, state, and local agencies and allied partners. You will lead initiatives spanning DoD, IC, DHS, and civilian agencies, guiding go-to-market plans and aligning with Iridium’s broader strategy.

The role requires extensive government BD experience, existing security clearance, and the ability to engage senior military and civilian audiences. Hybrid office requirement applies, with travel as needed.

Qualifications

• Bachelor's degree or equivalent in a related field or equivalent experience.
• At least 15+ years of government business development experience.
• Existing security clearance is required.
• Ability to communicate with senior military, civilian and technical audiences.

Responsibilities

• Foster a network of government stakeholders to expand Iridium's reach.
• Manage BD activities across DoD, IC, DHS and civilian agencies.
• Lead government go-to-market plans aligned with Iridium strategies.
• Inform product development with insights on market requirements and pain points.
• Develop and pursue large-scale capture opportunities in secure communications and cybersecurity.
• Lead proposals, white papers and RFIs with product and engineering teams.

Skills

BD leadership

Strategic planning

Stakeholder engagement

Clear communication

Team leadership

Proposal development

Education

Bachelor's degree or equivalent

Job description

Company Overview

Iridium is an award-winning and innovative satellite communications company with bragging rights to the only network that offers voice and data connectivity anywhere in the world. For over 20 years, Iridium’s unique network and services have supported critical communications needs for individuals, businesses, and the evolving Internet of Things.

Iridium is an award-winning and innovative satellite communications company with bragging rights to the only network that offers voice and data connectivity anywhere in the world. For over 20 years, Iridium’s unique network and services have supported critical communications needs for individuals, businesses, and the evolving Internet of Things. At Iridium, we understand the importance of staying connected and the limitations of traditional communications networks. People across the globe, including first responders, humanitarians, global militaries, scientific researchers, and lone workers, as well as ships, aircraft and remote operations all rely on Iridium to stay connected. We take our responsibility for providing these essential communications very seriously and pride ourselves on offering a reliable lifeline when needed. Likewise, Iridium is committed to providing an exciting and innovative workplace, where employees are challenged to think outside the box and collaborate on new, bold ideas and solutions. Our talented teams are passionate about their work and the impact our company makes around the world. Iridium fosters an empowering and inclusive culture that allows employees to genuinely be their best selves. We are looking for others who want to join this truly unique company that celebrates our employees and provides the opportunity to truly make a difference in the world.

What We’re Looking For:

If you have extensive experience in government business development within the defense, intelligence, or federal civilian sectors, you will be excited about the Business Development Director opportunity with Iridium. In this role, you will be responsible for driving strategic growth for Authentic across U.S. federal, state, and local agencies and allied partners, including DoD, the Intelligence Community, DHS, and Five Eyes governments. You will lead major initiatives that strengthen Authentic’s position in critical mission domains such as continuity of operations, cybersecurity compliance, tactical edge communications, and secure authentication.

What You’ll Do:

• Foster and develop a highly effective network of government stakeholders and program influencers to expand Authentic's reach across target agencies.
• Manage high impact business development activities spanning DoD, the Intelligence Community, DHS, and civilian agencies.
• Oversee the development and execution of government go to market plans and ensure alignment with broader Iridium strategies.
• Inform product development and management efforts with insights and intelligence on pain points and market requirements
• Direct analysis efforts to identify funded programs and mission needs where Authentic provides differentiated value, including JADC2, COOP/DR, zero trust mandates, and CMMC.
• Utilize broad knowledge of federal procurement to assess and direct strategy across BOAs, IDIQs, OTAs, and program of record pursuits.
• Be responsible for building and nurturing relationships with program managers, acquisition officers, cybersecurity leaders, and government prime contractors.
• Work independently to identify, prioritize, and pursue large scale capture opportunities in secure communications and cybersecurity.
• Function as a senior government liaison, representing Authentic at major conferences and engagements such as AFCEA, AUSA, and DoDIIS.
• Be accountable for pipeline development, reporting, forecasting, and risk analysis for executive leadership. Achieve stated revenue targets.
• Make decisions for teaming strategies, capture plans, and proposal development.
• Develop clear, compelling proposals, white papers, and RFI responses in partnership with product and engineering teams.
• Drive collaboration with Iridium's existing government sales channels, ensuring integrated pursuit strategies.
• Respond to evolving government cybersecurity and communications mandates and craft solutions that position Authentic as mission critical.
• Lead international government opportunity development across allied Five Eyes partners and others.
• Identify strategic opportunities that strengthen both government market penetration and commercial adoption.

What You’ll Need to Succeed:

• Bachelor's degree in business, engineering, political science, cybersecurity, or related field OR equivalent relevant experience in lieu of degree.
• 15+ years of relevant experience in the government business development industry.
• Existing security clearance
• Excellent communication skills, with the ability to present information, drive discussion, and respond to difficult scenarios with limited preparation across all employee groups.
• Capable of being a strong motivator and source of direction for your team while exemplifying commitment to shared goals.
• Have a people-oriented mentality and actively promote cross functional team building.
• Able to confidently drive discussions, raise support for key ideas, and tailor communication style to senior military, civilian, and technical audiences.
• Possess the creativity, resourcefulness, and decisiveness needed to manage risks and respond to critical situations.
• Strong sense of urgency in driving pursuits to completion and motivation to achieve strategic outcomes.
• Excellent prioritization skills with the ability to coordinate activities across multiple groups and initiatives.

Things That Would be Great if You Brought to the Table:

• Experience with cybersecurity government programs
• Prior military officer or senior NCO background in acquisition or program leadership.
• Existing relationships with defense primes for potential teaming arrangements.
• Knowledge of JADC2 architecture, IL4/IL5 authorization processes, or national security cryptographic requirements.
• Relevant certifications such as PMP or DAWIA.

We’ll also need you to:

• Be able to work in the office at least 3 or more days a week to foster collaboration with the team and stakeholders
• Be able to travel as needed for conferences, customer engagements, and government meetings
• This position directly performs under, supports, or is exposed to a U.S. government contract. To comply with the requirements of that U.S. government contract, applicants for this position must be U.S. citizen

Work Environment:

This position primarily works in an office setting and is largely sedentary with the majority of the position working with a computer. The role typically requires the use of basic office equipment such as a phone, video, computer, keyboard, mouse, and printer. We believe in-person connection drives innovation, strengthens mentorship, and builds culture, while flexibility enables employees to do their best work. Under Iridium’s Hybrid Work Policy, employees are expected to work at least three days per week (approximately 60%) in an Iridium office to support collaboration, relationship-building, and professional growth.

Additional Information

This job description outlines the general nature and level of work for this role and is not a comprehensive list of duties, responsibilities, or qualifications. Employees may be assigned additional responsibilities as needed. Base Pay Range: $235,000 - $306,000 USD Actual compensation will be determined based on a variety of factors and this range represents an estimate of compensation at the time of posting. Base salary is only one part of our compensation package for this role. You may also be eligible for company stock and annual bonus. Employee benefits also include medical, dental, and vision insurance coverage; 401(k) retirement plan options; paid time off and paid holidays; paid parental leave; and other discounts and perks.

Iridium is an Equal Opportunity Employer, including individuals with disabilities and protected veterans.