Business Development Manager US Army

Robin AI Limited; Virginia (MN); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical insurance

Dental & vision

401(k)

PTO 27 days

US federal holidays observance

Company laptop & cell phone

Training & certifications

International team

Job summary

Robin Radar USA is seeking an experienced Business Development Manager for the US Army to lead sales and pipeline development into the U.S. Army and Army National Guard for our counter-UAS portfolio.

You will own the full sales lifecycle from requirement shaping through tender, negotiation, and contract award while expanding our key account network. You will report to the General Manager, Robin Radar USA, and connect field feedback with internal R&D and product teams.

Qualifications

• 7+ years of defense business development experience
• Proven success selling to U.S. Army and Army National Guard
• Experience capturing named Army programs, OTAs or BAAs
• Strong knowledge of counter-UAS, radar sensors, and air defense architectures
• U.S. Person status under EAR/ITAR with eligibility for security clearance
• Prior U.S. Army Air Defense Artillery background preferred
• Excellent cross-cultural communication and negotiation skills
• Willingness to travel up to 50%

Responsibilities

• Drive Army and Army National Guard opportunity pipeline from qualification through contract award
• Monitor program roadmaps, sensor landscapes and evolving requirements
• Build trusted connections across program offices, testing organizations, and prime integrators
• Negotiate commercial terms, pricing, and contract agreements
• Channel field feedback to R&D, Product, and marketing teams
• Ensure EAR/ITAR compliance and Buy American Act alignment

Skills

Defense BD experience

Sales pipeline development

Strategic thinking

Cross-cultural communication

Negotiation

Security clearance eligible

Education

Bachelor's degree in Business, Engineering, or related field

Job description

Shape the future of air defense – expanding our reach across the U.S. Army.

As our Business Development Manager US Army, you lead sales and pipeline development into the U.S. Army and Army National Guard for our counter-UAS portfolio. You own the complete sales lifecycle from requirement shaping through tender, negotiation, and contract award while expanding our key account network. Reporting to the General Manager, Robin Radar USA, you connect field feedback with internal R&D teams. You turn strategic opportunities into long-term partnerships that keep soldiers safe.

What you'll do

• Pipeline driving and contract closing: Initiate, manage, and drive the U.S. Army and Army National Guard opportunity pipeline through FAR-based procurements, OTAs, CSOs, BAAs, and SBIR pathways. Guide complex opportunities through to contract award.

• Market intelligence and account strategy: Monitor Army C-UAS program-of-record roadmaps, competitive sensor landscapes, and evolving requirements. Execute targeted capture strategies across key accounts.

• Relationship building across key nodes: Build trusted connections across program offices, requirement owners, testing organizations, and prime integrators. Represent Robin Radar at defense conferences and field demonstrations.

• Commercial negotiation and deal closing: Negotiate commercial terms, pricing, and contract agreements. Align deal structures with corporate revenue, margin, and strategic goals.

• Cross-functional bridge and product feedback: Channel field feedback, spectrum constraints, and operational needs to our R&D and Product teams. Work closely with Bid Operations, Systems Engineering, and Marketing.

• Compliance and export control oversight: Ensure all sales activities comply with U.S. export controls (EAR and ITAR). Manage spectrum authorization needs and Buy American Act guidelines.

What you bring

• Bachelor's degree in Business, Engineering, or related field (or equivalent military experience)

• 7+ years of defense business development experience with proven U.S. Army sales success

• Track record of capturing named U.S. Army programs, contract vehicles, or OTAs and BAAs

• Strong domain knowledge of counter-UAS, radar sensors, and air defense architectures

• U.S. Person status under EAR and ITAR with eligibility for security clearance

• Prior U.S. Army Air Defense Artillery (14-series MOS or officer) background preferred

• Excellent cross-cultural communication, negotiation skills, and strategic thinking

• Comfortable working independently within a global, high-tech matrix environment

• Location in the U.S., with preference for proximity to Huntsville, AL, Fort Sill, OK, or the National Capital Region

• Willingness to travel up to 50% to key Army sites and events

N.B. Don't worry if you don't tick every box. Our mission is a journey, and there's plenty to learn along the way. If most of this fits, we'd love to hear from you.

A Certificate of Conduct (VOG) and a background check are part of our screening process. We appreciate your understanding.

What we offer

• Working for a Great Place to Work certified company;

• Medical insurance managed via United Healthcare

• Group dental, vision, long-term and short-term disability benefits administered via Deel;

• 401(k) plan;

• Paid time off (PTO) balance of 27 days per calendar year;

• Observance of all US federal government holidays;

• Provision of Company property including a cell phone and laptop computer;

• Opportunities to develop your skills even further through training and certifications;

• An international team of 30+ nationalities, full of high performance colleagues you can exchange experiences with and learn from. As well as having a lot of fun in our social events and Friday drinks!

Robin Radar is a technology leader in tracking and classifying small objects. Our radars and software help prevent bird strikes in aviation, reduce the impact of wind farms on wildlife, and protect critical infrastructure from drone threats. Our work shows up at airports, wind farms, military sites and nature reserves around the world.

We're one of the top 10 fastest-growing companies in the Netherlands, with a crew of bright minds across 30+ nationalities. Growth doesn't mean we lose the plot – eyes on the skies, feet on the ground. Our values keep us grounded: WE TRUST. WE OWN IT. WE AIM HIGH.

Want to work on next-level radar tech, solve real problems, and never have to pretend your job has meaning?

You'll fit right in – we're saving you a seat.