Director, Government Partnerships

Reflect Orbital; Washington (District of Columbia); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Medical/dental/vision coverage

HSA/FSA/401K

Unlimited PTO

Daily lunches provided

Job summary

Reflect Orbital in Hawthorne, CA is seeking a Director of Government Partnerships to grow U.S. government sales.

You’ll own the end-to-end process from identifying opportunities to proposals, pricing, contracts, and closing deals, building on existing SBIR activity and federal customers. You’ll collaborate with our CSO, VP of Policy, and business development team to win contracts, expand accounts, and bring in revenue while working with engineering to set realistic requirements and timelines.

Qualifications

• 7+ years in government sales, capture, or business development with federal contracts experience.
• Strong understanding of federal buying processes, funding sources, and contracting vehicles.
• Experience writing government proposals.
• Established relationships with government customers, program offices, and contracting teams.
• Experience forecasting awards and expanding accounts.
• Ability to sell complex technology by understanding customer needs and articulating value.
• Strong presentation and negotiation skills.

Responsibilities

• Own government sales targets and account plans, growing revenue from new and existing customers.
• Manage the sales pipeline, prioritize opportunities, and maintain forecasts, timelines, and next steps.
• Build on existing relationships and develop new ones with government users, program offices, and contracting teams.
• Lead proposals, pricing, and contract negotiations with engineering, legal, and finance to close deals.
• Pursue follow-on contracts from active SBIR and identify funding/contracting paths for new opportunities.
• Coordinate with VP of Policy to share customer needs and coordinate government relationships in support of sales.
• Work with engineering to define deliverables, explain them to customers, and set realistic requirements and timelines.
• Coordinate with legal, finance, and IT on requirements to win and deliver contracts.
• Meet with prospective customers and represent Reflect Orbital at industry events and conferences.

Skills

Government sales

Proposal writing

Relationship network

Forecasting

Complex tech selling

Negotiation

Travel willingness

Job description

At Reflect, you’ll move quickly, take ownership, and see the impact of your work. We’d like to hear what you’ve built, sold, or accomplished.

About the Role

We’re looking for a Director of Government Partnerships to grow Reflect Orbital’s U.S. government sales. You’ll build on our existing relationships and active SBIR, win new customers, and turn early contracts into repeat business. You’ll own the sales process, from identifying opportunities and understanding customer needs to submitting proposals, negotiating contracts, and closing deals.

You’ll work closely with our Chief Strategy Officer, VP of Policy, Director of Business Development and engineering team. Your focus will be sales: winning contracts, growing accounts, and bringing in revenue.

Responsibilities

• Own government sales targets and account plans, and grow revenue from new and existing customers

• Manage the sales pipeline, prioritize opportunities, and maintain clear forecasts, timelines, and next steps

• Build on existing relationships and develop new ones with government users, program offices, and contracting teams

• Lead proposals, pricing, and contract negotiations, working with engineering, legal, and finance to close deals

• Pursue follow-on contracts from our active SBIR and identify funding and contracting paths for new opportunities

• Work closely with our VP of Policy to share customer needs/constraints and coordinate government relationships in support of sales

• Work with engineering to define what we can deliver, explain it clearly to customers, and set realistic requirements and timelines

• Coordinate with legal, finance, and IT on the requirements needed to win and deliver government contracts

• Meet with prospective customers and represent Reflect Orbital at relevant industry events and conferences

Ideal Qualifications

• 7+ years in government sales, capture, or business development, with a track record of winning federal contracts and growing revenue; aerospace, defense, or emerging technology experience preferred

• Strong understanding of federal buying processes, funding sources, and contracting vehicles

• Strong experience writing proposals, specifically for government customers

• Established relationships with government customers, program offices, and contracting teams, particularly in defense or energy

• Experience managing a sales pipeline, forecasting awards, and expanding existing accounts

• Ability to sell complex technology by understanding customer needs and making a clear case for its value

• Strong presentation, and negotiation skills

• Comfortable managing deals directly and traveling domestically and internationally

• Interest in space and energy; experience selling space-based or other emerging technologies is a plus

Even if you don’t meet 100% of the above qualifications, we are likely still interested in hearing from you. Hiring exceptional individuals is our #1 priority, and we believe that exceptional people often have highly unusual backgrounds.

We are also interested in carving out unique roles for unconventional people that we are excited about working with.

Benefits

Reflect Orbital’s success will hinge on our team, which is why our compensation and benefits plan is designed to reward our employees and support their families as generously as we’re able.

• Broad choice of medical/dental/vision coverage, Reflect covers 100% of each base-policy

• Access to HSA, FSA, and 401K

• Unlimited paid time off

• Healthy lunches provided daily

Equal Opportunity

Reflect Orbital is an Equal Opportunity Employer; employment with Reflect Orbital is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.

More about Reflect Orbital:

Learn more about our team here.