Director, DoW Business Development

D-Fend Solutions; McLean (VA); On-site; USD 140,000 - 210,000; Full time

Job summary

D-Fend Solutions Inc. is seeking an experienced Director of Business Development - DoW to lead and expand our DoW opportunities across the U.S. defense market.

You will develop strategic opportunities, foster senior-level relationships, and collaborate with sales, product, and leadership teams to drive growth. You will work with the North American team to identify opportunities across multiple defense programs and commands, supporting the sales cycle from qualification to capture.

Qualifications

• Minimum of 7-10 years of business development and/or sales experience within the U.S. defense market.

Responsibilities

• Develop and execute an overarching DoW business development strategy.
• Identify and develop strategic opportunities across DoW organizations, programs, or commands.
• Build and maintain senior-level relationships with DoW customers, decision-makers, and industry partners.
• Support DoW Sales Executives in developing accounts and opportunities.
• Advance opportunities through the sales lifecycle and position D-Fend for capture and closure.
• Monitor DoW priorities, budgets, and competitive trends; provide updates to leadership.

Skills

Defense network

Strategic thinking

Relationship building

Negotiation skills

Presentation skills

Cross-functional collaboration

Job description

D-Fend Solutions Inc., a world leader in counter-unmanned aerial vehicle (C-UAV)/counter-drone technologies, is seeking an experienced Director of Business Development - DoW to join our growing North American team. This position will play a key role in expanding D-Fend Solutions’ presence across the U.S. defense market. The Director will be responsible for developing broad DoW business opportunities, establishing strategic relationships, and supporting the sales team in identifying, developing, and advancing opportunities across multiple defense organizations, including the U.S. Air Force, U.S. Marine Corps, U.S. Navy, and U.S. Special Operations Command (SOCOM) and industry partners.

Specific Duties and Activities:

• Develop and execute an overarching DoW business development strategy aligned with company growth objectives.
• Identify and develop strategic opportunities across DoW organizations, programs, and commands.
• Build and maintain senior-level relationships with DoW customers, decision-makers, acquisition organizations, and industry partners.
• Partner with and support individual DoW Sales Executives in developing accounts, customer relationships, and opportunities within their assigned markets.
• Assist the sales team in advancing qualified opportunities through the sales lifecycle and positioning D-Fend Solutions for successful capture and closure.
• Identify opportunities that span multiple services, commands, and programs and coordinate efforts across the DoW sales organization.
• Develop strategic partnerships, teaming relationships, and channels that strengthen D-Fend Solutions’ position within the defense market.
• Monitor DoW priorities, budgets, programs, acquisition activities, customer requirements, and competitive trends.
• Work closely with Sales, Pre-Sales, Product, and leadership teams to develop strategies and solutions for key opportunities.
• Maintain visibility into the overall DoW pipeline and provide business development updates, market intelligence, and strategic recommendations to leadership.
• Represent D-Fend Solutions at senior-level customer meetings, demonstrations, conferences, trade shows, and other defense industry events.

Requirements:

• Minimum of 7-10 years of business development and/or sales experience within the U.S. defense market.
• Broad network and established relationships across the DoW and defense community.
• Demonstrated experience developing strategic opportunities across multiple defense organizations, programs, or commands.
• Proven ability to support and collaborate with sales teams in developing and advancing complex opportunities.
• Strong understanding of DoW acquisition, procurement, budgeting, and contracting processes.
• Strong strategic thinking with the ability to identify opportunities beyond individual accounts or service branches.
• Excellent relationship-building, communication, negotiation, and presentation skills.
• Ability to work collaboratively across Sales, Pre-Sales, Product, and leadership teams.
• Experience within C-UAS, UAS, defense technology, electronic warfare, or related markets preferred.
• Ability to travel frequently (50%).

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.