Director, Business Development – Intelligence Community & Federal Global Security Markets

Heven AeroTech; Sterling (VA); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Medical/Dental/Vision

Retirement plans

Paid time off

Disability coverage

Job summary

Heven AeroTech in Sterling, Virginia seeks a Director of Business Development to own and expand our pursuit and account plans across the Intelligence Community and federal security markets. The role focuses on shaping requirements ahead of solicitations, converting pilots and demonstrations into programs of record, and building a qualified pipeline with executive-level access.

You will cultivate relationships with IC, DoD, USCG, and State Department stakeholders, travel up to 30-40% CONUS, and

Qualifications

• 10+ years in business development, capture, or program work with Intelligence Community, DoD intelligence, U.S. Coast Guard, or State Department customers.
• Proven track record turning pilot/demonstration/OTA efforts into programs of record or sustained funding.
• Working knowledge of IC acquisition, budget, and requirements processes.
• Active TS clearance required.
• Bachelor's degree required; advanced degree preferred.
• Willingness to travel up to 30-40% CONUS.

Responsibilities

• Own the Intelligence Community and federal Global Security business development strategy, account plan, and pipeline from identification to award.
• Build and convert a pathway from pilot programs and early-stage engagements into programs of record and sustained production or service contracts.
• Develop and maintain relationships with IC organizations (e.g., ODNI, NGA, NCTC) and DoD/State Department counterparts.
• Engage with U.S. Coast Guard offices and Security/State Department bureaus to align requirements and funding strategies.
• Identify budget holders and influence funding lines across IC, DIA, USCG, and State Department programs.
• Lead or support capture strategy, gate reviews, and customer engagement plans with executive leadership.
• Travel as required to support engagements and conferences.

Skills

Strategic selling

Relationship building

Negotiation

Executive communication

Education

Bachelor's degree

Advanced degree preferred

Job description

Title: Director, Business Development - Intelligence Community & Federal Global Security Markets

Company: Heven AeroTech

Location: Sterling, Virginia

FLSA: Exempt

About Our Company

At Heven AeroTech (Heven), we don't just believe in the power of people-we build our success on it. As a recognized leader in hydrogen-powered drones, we've earned recognition for creating a workplace where innovation thrives, collaboration is second nature, and every employee feels valued. Our culture is anchored in trust and a shared commitment to excellence.

We believe great teams are built on individuals who are humble, hungry, and smart—those who put team success first, take initiative to continuously improve, and demonstrate strong interpersonal awareness. At Heven, your voice matters, your ideas are heard, and your contributions make a tangible impact as you grow through hands-on experience and collaboration across the team.

Role Summary

Heven AeroTech is seeking a Director of Business Development to own and grow our pursuit and account plan strategy across the Intelligence Community, DoD intelligence organizations, the U.S. Coast Guard, and the Department of State, with an emphasis on counterterrorism and counternarcotics missions supported through ISR applications of Heven's Group 2 and Group 3 unmanned aircraft systems. This individual will build a qualified pipeline, own account planning and maintenance, shape requirements ahead of formal solicitations, and convert early-stage engagements such as pilot programs, demonstrations, and other transaction agreements into programs of record and sustained production or service contracts. The role requires a demonstrated track record of navigating Intelligence Community, DoD intelligence, U.S. Coast Guard, and State Department acquisition, budget, and requirements processes, along with the credibility and network to open doors across the intelligence, maritime security, and diplomatic security communities.

Essential Responsibilities

• Own the Intelligence Community and federal Global Security business development strategy, account plan, and pipeline, from opportunity identification through capture, proposal support, and award.
• Build and convert a pathway from pilot programs, demonstrations, and early-stage engagements into programs of record and sustained production or service contracts across this customer set.
• Develop and maintain relationships with national Intelligence Community organizations engaged in ISR analysis and collection relevant to Group 2/3 UAS platforms, including ODNI, NGA, NCTC, and related IC elements.
• Develop and maintain relationships with DoD intelligence organizations, including DIA and combatant command intelligence (J2) staffs, where the mission application is intelligence production rather than direct tactical or special operations employment.
• Develop and maintain relationships with U.S. Coast Guard offices, including the Coast Guard Acquisition Directorate, Office of Aviation Forces, C4ISR, and Research & Development Center.
• Develop and maintain relationships with Department of State bureaus supporting counterterrorism and counternarcotics missions outside the United States, including INL, PM, DS, and OES.
• Identify and engage budget holders and resource sponsors across Intelligence Community funding mechanisms, DIA and combatant command intelligence budget lines, USCG's PPBE process, and State Department foreign assistance and security cooperation funding lines.
• Track and influence requirements generation through engagement with Intelligence Community and DoD intelligence requirements officers, USCG requirements officers, and State Department bureaus responsible for international security assistance and counter-narcotics programs.
• Map and pursue relevant contract vehicles, including Intelligence Community contract vehicles where accessible to industry, DIA and combatant command intelligence contract mechanisms, USCG IDIQs, State Department security assistance and foreign aviation program procurement mechanisms, and applicable GSA schedules.
• Lead or support customer call plans, Gate reviews, and capture strategy development in coordination with the growth team and executive leadership.
• Represent Heven AeroTech at Intelligence Community, DoD intelligence, maritime security, and State Department-focused industry days, conferences, and interagency engagements.
• Aggressively pursue opportunities to shape procurements and requirements ahead of formal competition, including live and virtual demonstrations, white papers, consortium participation, trade shows, government relations engagement, and other proactive shaping activities.
• Partner with Engineering, Product Development, and Program Management to ensure customer requirements and operational feedback are reflected in product roadmap discussions.
• Provide accurate, timely pipeline reporting and forecasting inputs consistent with company-wide BD operating rhythm.

Qualifications & Experience

• 10+ years of business development, capture, or program experience supporting Intelligence Community, DoD intelligence, U.S. Coast Guard, and/or State Department customers, with a track record of driving wins.
• Demonstrated success growing an early-stage effort (pilot, demonstration, OTA) into a program of record or sustained funding line.
• Working knowledge of Intelligence Community acquisition, budget, and requirements processes.
• Existing relationships with, or demonstrated ability to quickly build credibility among, Intelligence Community organizations, DIA or combatant command intelligence staffs, USCG program offices, or State Department bureaus.
• Bachelor's degree required; advanced degree in a related field preferred.
• Active TS clearance required.
• Willingness to travel up to 30-40% CONUS, with occasional OCONUS travel to support Intelligence Community and State Department engagements.

Preferred

• Direct experience with Intelligence Community, DIA, or combatant command J2 intelligence mission areas (e.g., prior IC, DoD intelligence, USCG, or State Department background).
• Working knowledge of USCG major systems acquisition; and/or State Department procurement processes.
• Familiarity with Group 2/3 UAS ISR sensor packages and processing, exploitation, and dissemination (PED) pipelines.
• Experience supporting Foreign Military Sales (FMS) or security assistance and partner-nation capacity-building programs.
• Experience with Blue UAS and NDAA compliance considerations as they affect IC, DoD intelligence, USCG, or State Department procurement decisions.
• Existing familiarity with USCG Research & Development Center, Intelligence Community acquisition processes, or State Department security assistance program points of contact.
• Familiarity with hydrogen propulsion, Group 2/3 UAS, or long-endurance unmanned systems.

Physical Requirements

• Ability to travel domestically up to 30-40% of the time, including via commercial and military airlift, with occasional international travel requiring a valid passport (and visas as needed) to support Intelligence Community and State Department engagements.
• Ability to sit, stand, and work at a computer for extended periods in an office or hybrid work environment.
• Ability to occasionally walk or stand for extended periods while visiting government program offices, embassies, customer facilities, and industry events, and to successfully complete required government facility security screening.
• Ability to attend and participate in customer meetings, briefings, demonstrations, conferences, and industry engagements that may require extended periods of standing, walking, and interaction with stakeholders.
• Ability to operate effectively in office, customer, conference, and operational environments.
• Ability to transport and carry presentation materials, demonstration equipment, or related business materials weighing up to 25 pounds as needed.
• Ability to work flexible hours, including occasional evenings or weekends, to support customer engagements, conferences, demonstrations, and mission-related activities.
• Ability to perform sustained analytical, strategic planning, written communication, and computer-based work requiring attention to detail, sound judgment, and executive-level decision-making.
• Ability to obtain and maintain required security clearance eligibility and comply with applicable security and export control requirements.

Benefits Overview

Heven AeroTech offers a competitive benefits package designed to support the health, financial security, and overall well-being of our employees and their families. Benefits include medical, dental, and vision coverage, retirement plans, paid time off/sick, and additional protections such as critical illness, hospital indemnity, accident coverage, and short- and long-term disability.

Equal Employment Opportunity Statement

Heven AeroTech is an Equal Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex,