Director Business Development

Red Cat Aerial; Salt Lake City (UT); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Equity package

Job summary

Red Cat Holdings is seeking a Director of Business Development – International to drive growth in Africa and the Middle East for UAS capabilities. You will manage end-to-end BD, shape requirements, and lead capture strategies with government, partners, and end users.

You will engage senior defense stakeholders, coordinate with embassies and USG entities, and oversee international campaigns, demonstrations, and evaluations. Strong cross-functional leadership and strategic planning are essential.

Qualifications

• Bachelor’s degree in a related field or equivalent experience.
• 5–8 years of business development experience supporting defense programs.
• Proven success selling defense products/services into Africa/Middle East with gov/military stakeholders.
• Experience with DoD MoD requirement development, acquisition, and sustainment.
• Cross-functional defense team experience with engineering, program mgmt, and ops.

Responsibilities

• Engage with foreign ministries of defense and other international customers to understand mission requirements.
• Develop senior-level relationships with international end users, government stakeholders, procurement orgs, resellers, distributors, and partners.
• Coordinate in-country activities with USG entities, embassies, JUSMAGs, and COCOM/DSCA to align campaigns.
• Own the BD lifecycle from initial engagement to contract award and follow‑on growth.
• Identify and develop new international business opportunities and follow‑on procurements.
• Shape customer requirements and acquisition strategies to align with mission needs and procurement pathways.
• Develop and execute country-, customer-, and opportunity-specific capture strategies.
• Lead or support establishing international contracts through government sales, resellers, and other channels.
• Strengthen reseller/distributor networks and align partners with growth objectives.
• Identify coverage gaps and improve international presence and opportunity pipeline.
• Support AOP, revenue forecasting, and multi-year growth strategies across markets.
• Coordinate international demonstrations, evaluations, and industry events to support decisions.
• Conduct market intelligence, competitive analysis, and regional assessments for future opportunities.
• Lead or support proposal development and RFx responses for international opportunities.
• Coordinate with contracts, legal, finance, and compliance on export, reseller, and customer commitments.
• Maintain accurate CRM data and provide timely pipeline updates to leadership.

Skills

Strategic planning

Negotiation

Leadership

Cross-functional collaboration

Education

Bachelor’s degree in Business Administration, Engineering, Defense Studies, or related discipline

Tools

Microsoft Office

Job description

Position Summary

The Director of Business Development – International reports directly to the Sr. Director of Business Development and serves as a senior leader responsible for identifying, developing, and capturing international opportunities in Africa and the Middle East for Red Cat Holdings’ unmanned aircraft systems (UAS) and related capabilities. This role supports foreign ministries of defense, armed forces, special operations organizations, government agencies, and other approved international customers seeking UAS capabilities for combat, reconnaissance, security, training, force protection, and other mission requirements.

Position Summary

The Director of Business Development – International reports directly to the Sr. Director of Business Development and serves as a senior leader responsible for identifying, developing, and capturing international opportunities in Africa and the Middle East for Red Cat Holdings’ unmanned aircraft systems (UAS) and related capabilities. This role supports foreign ministries of defense, armed forces, special operations organizations, government agencies, and other approved international customers seeking UAS capabilities for combat, reconnaissance, security, training, force protection, and other mission requirements. This role is focused on developing and expanding Red Cat’s international business by working directly with end users, acquisition organizations, government stakeholders, resellers, sales representatives, and strategic partners. The Director plays a critical role in identifying emerging requirements, developing customer relationships, shaping opportunities, supporting demonstrations and evaluations, and capturing new and follow‑on programs across assigned international markets. The Director of Business Development – International serves as the primary relationship owner for assigned countries, customers, and partners, managing the full business development lifecycle from initial engagement through contract award and follow‑on growth. This includes maintaining customer satisfaction, developing long‑term relationships, identifying new requirements and opportunities, and coordinating internal resources to ensure Red Cat solutions align with customer mission requirements, operational CONOPS, procurement strategies, and applicable export and regulatory requirements. The Director also works closely with Red Cat’s international reseller and distribution network to expand market access, generate demand, identify new opportunities, and develop effective go‑to‑market strategies within assigned territories. The position serves as a trusted advisor to international customers, partners, and internal leadership while providing market intelligence, competitive insights, and strategic recommendations that support Red Cat’s international growth objectives.

Essential Duties And Responsibilities

• Engage directly with foreign ministries of defense, armed forces, special operations organizations, government agencies, acquisition authorities, and other approved international customers to understand mission requirements, operational challenges, and procurement priorities.
• Develop and maintain senior-level relationships with international end users, government stakeholders, procurement organizations, resellers, distributors, and strategic partners across assigned territories.
• Coordinate in-country activities with the appropriate USG entities, ODC & U.S. Commercial Service staff, at their respective US Embassies or Consulates, JUSMAGs, and the appropriate COCOM commands and DSCA, to best harmonize our region-based strategies and/or campaigns with theirs, as well as when directly required within an FMS/FMF acquisition case.
• Serve as the primary relationship owner for assigned countries and customers, managing the full business development lifecycle from initial engagement and opportunity identification through contract award and follow‑on growth.
• Identify, qualify, and develop new international business opportunities, follow‑on procurements, program expansions, and strategic market‑entry opportunities.
• Shape customer requirements, operational concepts, and acquisition strategies to ensure Red Cat Holdings’ capabilities align with mission needs, operational CONOPS, and applicable procurement pathways.
• Develop and execute country, customer, and opportunity‑specific capture strategies aligned with procurement timelines, funding availability, competitive environments, and regulatory requirements.
• Lead efforts to capture new and follow‑on international contracts through direct government sales, reseller and sales representative channels, and other approved acquisition pathways.
• Manage and strengthen Red Cat’s international reseller and distributor network, ensuring partners are aligned, informed, and actively supporting business development objectives within their assigned territories.
• Identify gaps in geographic coverage, reseller performance, customer engagement, and market access, and develop strategies to improve Red Cat’s international presence and opportunity pipeline.
• Support Annual Operating Plan (AOP) development, revenue forecasting, pipeline management, and multi‑year international growth strategies across assigned markets.
• Coordinate and support international flight demonstrations, operational assessments, military exercises, evaluations, customer visits, trade shows, and industry events in support of customer engagement and acquisition decisions.
• Conduct market intelligence, competitive analysis, capability gap assessments, and regional assessments to identify emerging requirements, competitor activity, and future growth opportunities.
• Lead or support proposal development, quotations, white papers, RFIs, RFP responses, and other materials required to capture international opportunities.
• Coordinate closely with contracts, legal, finance, operations, and compliance teams to support international sales transactions, export compliance, reseller agreements, and customer commitments.
• Maintain accurate opportunity, customer, partner, and forecast information within the company CRM and provide leadership with timely updates on pipeline status, risks, customer activity, and projected revenue.

Required Qualifications

• Bachelor’s degree in Business Administration, Engineering, Defense Studies, or a related discipline, or equivalent combination of education, training, and experience
• Minimum 5–8 years of business development experience supporting U.S. Department of War / Ministry of Defense (MoD) programs
• Demonstrated success selling defense products or services into Africa and the Middle East, with established relationships among government, military, and defense procurement stakeholders in the region
• Demonstrated experience working with the Department of War and International MoD’s on requirement development, acquisition, and sustainment
• Proven ability to operate within cross-functional defense teams, including engineering, program management, and operations
• Direct experience supporting military aviation, ISR, or tactical systems programs strongly preferred
• Experience with Unmanned Aircraft Systems (UAS) highly desired.
• U.S. Citizenship required

Additional Desired Qualifications

• Experienced defense professional with a comprehensive understanding of government acquisition and program execution
• Proficient in Microsoft Office applications (Word, PowerPoint, Excel, Outlook)
• Demonstrates sound judgment in selecting engagement strategies and technical approaches to meet mission objectives
• Strong understanding of acquisition processes, budgeting cycles, and program planning
• Excellent communication, negotiation, and strategic planning skills with senior military and government leaders
• Able to perform effectively in a high‑tempo, mission‑critical environment with shifting priorities
• Demonstrates ownership, accountability, and commitment to warfighter outcomes
• Maintains a mindset of continuous improvement and adaptability
• Prioritizes teamwork and mission success over individual interests
• Ability to obtain and maintain a U.S. Government security clearance
• Willingness to travel up to 60%, primarily OCONUS in direct support of international customers.

Physical Requirements And Working Conditions

• Ability to work in an office environment (Constant)
• Ability to sit, stand, communicate, and operate computers and communications equipment for extended periods (Constant)
• Ability to operate in field and training environments, including extreme weather and uneven terrain (Occasional)
• Ability to lift and move equipment cases weighing 11–20 lbs. (Occasional)
• Comfortable working extended hours, weekends, and holidays in support of mission-driven requirements

Background Check

This position will require successfully completing a post‑offer background check. Qualified candidates with a criminal history will be considered and are not automatically disqualified, consistent with federal and state law.

EEO and ITAR/EAR Work Authorization Disclosure

Red Cat Holdings provides equal employment opportunities (EEO) to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This position requires direct or indirect access to hardware, software, technology or technical data controlled under the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR). Successful candidates for positions subject to ITAR/EAR restrictions must provide proof of U.S. Citizenship or Permanent Residence and must not require sponsorship for export‑restricted work authorization.

E-Verify

The company participates E-Verify ensure eligibility for employment and compliance with Right to Work rules.

Compensation: Salary plus generous annual equity package and potential bonuses.