Director of Business Development

Society of Defense Financial Management; Tysons (VA); On-site; USD 150,000 - 210,000; Full time

Job summary

Society of Defense Financial Management is seeking a Director of Business Development to lead growth efforts in the U.S. defense market from Tysons, VA.

You will cultivate senior military and government relationships, identify opportunities, and shape acquisition strategies to position advanced technologies for adoption. The role requires a strong network and the ability to navigate defense procurement; travel about 50% is anticipated.

Qualifications

• 7–10+ years of business development, strategic sales, or capture experience in U.S. defense market.
• Established relationships with military decision-makers, acquisition offices, and defense stakeholders.
• Proven track record in DoD/DoW business development or capture.
• Experience selling defense tech and complex military systems to government customers.
• Strong understanding of federal defense procurement, funding cycles, and contracting.
• Willingness to travel up to 50%.

Responsibilities

• Develop and execute growth strategies across the DoW and defense organizations.
• Identify opportunities within USAF, Navy, Marines, SOCOM and other military bodies.
• Build a pipeline of advanced defense tech opportunities and partnerships.
• Engage with senior military leadership and government stakeholders.
• Collaborate with sales, technical, and exec teams through capture to award.
• Provide market intelligence and strategic expansion recommendations.

Skills

Business development

Defense market knowledge

Executive relationships

Negotiation

Strategic planning

Travel up to 50%

Job description

Director of Business Development – U.S. Defense Market

The Opportunity

We are partnering with an established defense technology company seeking an experienced Director of Business Development to lead strategic growth initiatives across the U.S. defense market.

This position is ideal for a well-connected business development professional who understands how to navigate the defense acquisition environment, develop relationships with senior military and government decision-makers, and translate emerging requirements into long-term business opportunities.

The role will focus on expanding market presence across multiple military branches, commands, and acquisition organizations, with an emphasis on identifying new programs, influencing requirements, developing strategic partnerships, and positioning advanced technologies for adoption.

We're looking for someone who brings more than an established network. The right individual knows how to leverage those relationships, recognize opportunities early, navigate complex procurement environments, and develop business that results in contract awards.

Key Responsibilities

Strategic Business Development

• Develop and execute growth strategies across the Department of War (DoW) and associated defense organizations.
• Identify and pursue new business opportunities within the U.S. Air Force, Navy, Marine Corps, Special Operations Command (SOCOM), and other military organizations.
• Build a pipeline of opportunities involving advanced defense technologies, military systems, and mission-critical capabilities.
• Identify emerging requirements, funding priorities, and acquisition initiatives that align with the company's capabilities.

Military & Government Relationships

• Establish and strengthen relationships with senior military leadership, program executive offices (PEOs), program managers, acquisition professionals, and government stakeholders.
• Leverage an existing network to gain visibility into upcoming requirements, procurement strategies, and potential program opportunities.
• Engage directly with military customers to understand operational challenges and identify opportunities for technology adoption.
• Develop relationships across multiple military branches and commands rather than focusing exclusively on a single service.

Opportunity Development & Capture

• Work closely with sales, technical, and executive teams to develop opportunities from initial identification through capture and contract award.
• Support strategic account planning, opportunity qualification, competitive positioning, and customer engagement.
• Help shape customer requirements and acquisition strategies through early engagement with government stakeholders.
• Identify opportunities for partnerships, teaming arrangements, and collaboration with defense contractors and technology providers.

Market Intelligence & Growth Strategy

• Monitor defense budgets, modernization initiatives, procurement activity, and competitive developments.
• Identify opportunities involving emerging technologies, military modernization, and operational capability enhancements.
• Develop strategic recommendations for market expansion and long-term growth.
• Provide leadership with pipeline visibility, opportunity assessments, and market intelligence.

What We're Looking For

• 7–10+ years of business development, strategic sales, or capture experience within the U.S. defense market.
• Established relationships with military decision-makers, acquisition organizations, program offices, and defense industry stakeholders.
• Demonstrated success developing and winning business with the Department of Defense/Department of War.
• Experience selling or positioning defense technology, military systems, complex equipment, or mission-critical solutions to government customers.
• Strong understanding of federal defense procurement, acquisition processes, funding cycles, and contracting mechanisms.
• Experience identifying opportunities early in the acquisition lifecycle and influencing customer requirements.
• Ability to develop business across multiple military services, commands, and program offices.
• Experience collaborating with sales, engineering, product, and executive teams to advance complex opportunities.
• Strong communication, negotiation, and executive-level relationship management skills.
• U.S. citizenship required.
• Ability to travel approximately 50%.

Preferred Background

Experience in one or more of the following areas would be valuable:

• Defense electronics and advanced military systems
• Electronic warfare and spectrum operations
• Intelligence, surveillance, and reconnaissance (ISR)
• Command, control, communications, computers, intelligence, surveillance, and reconnaissance (C4ISR)
• Tactical communications and battlefield technologies
• Sensors, radar, and detection systems
• Autonomous systems and unmanned technologies
• Integrated defense systems and force protection
• Counter-UAS and air defense technologies
• Defense equipment and hardware sales
• Military modernization and emerging defense technologies

Why Consider This Opportunity

• Strategic Influence: Help shape the company's growth strategy across multiple military branches and defense organizations.
• High-Visibility Position: Work closely with senior leadership while developing relationships with key government and industry decision-makers.
• Advanced Technology: Represent innovative defense capabilities addressing evolving military and national security requirements.
• Growth Potential: Join an organization focused on expanding its presence within the U.S. defense market.
• Meaningful Impact: Play a central role in identifying, developing, and securing new business opportunities.

Citizenship Requirement: U.S. Citizenship Required

Travel: Approximately 50%