Business Development Manager

PLP Group; New York, Washington (NY, District of Columbia); On-site; USD 150,000 - 190,000; Full time

Benefits offered by this job

Competitive salary

Opportunities for growth and equity

Regular team-building events

Job summary

A cutting-edge technology startup located in New York is seeking a talented individual to drive defense revenue by owning the pipeline for DoW and federal accounts. The role involves building partnerships with military primes and translating tech capabilities for operational use. Candidates should have a deep understanding of the DoW acquisition process and the ability to communicate effectively across various stakeholders. This position offers a competitive salary and growth opportunities in an innovative environment.

Qualifications

• Deep understanding of the DoW acquisition process.
• Foundational knowledge of tactical communications, Electronic Warfare, and C2.
• Autonomous, scrappy, thrives in ambiguity.
• Ability to write concise BLUF emails and brief diverse stakeholders.

Responsibilities

• Own the pipeline for DoW and federal accounts.
• Expand relationships across military branches and regulators.
• Identify and execute strategic partnerships.
• Leverage capabilities for early pilots with commercial operators.
• Translate tech capabilities into operational value.

Skills

Acquisition Fluency

Domain Knowledge

Exceptional Communicator

Startup DNA

Job description

Job Overview

Airbase builds the software platform for radio frequency spectrum licensing, coordination, and intelligence. Backed by a16z, we are a fast-moving, dual-use startup transforming wireless communication from a static, analog bottleneck into a dynamic, software-defined advantage.

Today, the world’s most advanced hardware—from satellite mega-constellations to Army UAS swarms and Electronic Warfare systems—is grounded by 20th-century paperwork. Spectrum coordination relies on fragmented databases, missing systems of record, and decades of static PDFs. Airbase is fixing this. We’ve built novel AI pipelines to digitize this analog bureaucracy and translate it into a software-defined, machine-readable data layer. We are transforming the spectrum from a static bottleneck into a dynamic advantage, delivering machine-speed tactical deconfliction for the military and automated licensing for commercial innovators.

Based at Airbase HQ in NYC or Washington, DC, you will spearhead efforts to build meaningful relationships and craft dynamic business strategies to drive our growth engine.

What You’ll Do

Drive Defense Revenue: Own the pipeline for DoW and federal accounts. Identify, shape, and capture non-traditional procurement vehicles (OTAs, SBIRs, BAAs) and transition prototype contracts into recurring enterprise software revenue.

Navigate the Joint Force & Regulators: Expand our relationships across Army, Navy, Air Force, and USSOCOM PEOs while also engaging with regulators (NTIA, FCC) and Capitol Hill staff to position Airbase as the modern standard for spectrum coordination.

Build Prime Partnerships: Identify and execute strategic partnerships with major defense primes and fast-moving tech disruptors to embed Airbase as the spectrum integration layer for broader JADC2 and NGC2 architectures.

Accelerate Commercial Pilots: Leverage our unclassified capabilities to stand up early pilots with commercial satellite operators, telecom companies, and private test ranges, driving our dual-use revenue strategy.

Translate Tech to Tactics: Serve as the bridge between our engineering team and the warfighter. Translate our deep-tech capabilities (AI data pipelines, dynamic APIs) into immediate, tangible operational value for commanders at the tactical edge.

What We’re Looking For

Acquisition Fluency: Deep, practical understanding of the DoW acquisition process. You know how to navigate the "valley of death" and understand the mechanics of transitioning a prototype to a Program of Record.

Domain Knowledge: A strong foundational understanding of tactical communications, Electronic Warfare (EW), Command and Control (C2), or Space systems. You know why spectrum matters to the warfighter.

Startup DNA: You are a builder. We are a small team; there is no massive support staff to build your slide decks or write your proposals. You are highly autonomous, scrappy, and thrive in ambiguity.

Exceptional Communicator: You can write a punchy BLUF email to a 2-star general, brief a technical PM at a prime contractor, and explain the mission to a commercial satellite executive—all in the same day.

Bonus Points

Active Secret or TS/SCI security clearance.

Existing network within FCC, NTIA, USSOCOM, Army CEMA/G6, DoW CIO, DISA, or the Joint Staff J6.

Experience selling "dual-use" software to both government and commercial enterprise customers.

Competitive salary with opportunities for growth and equity in an early stage startup.

Regular team-building events and company retreats.

Airbase is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.