Director of Defense Business Development (Onsite Tysons)

Piper Companies; Tysons (VA); On-site; USD 170,000 - 185,000; Full time

Job summary

Zachary Piper Solutions is seeking an experienced Director of Business Development, DoW, to join a leading defense technology company specializing in counter-drone solutions. This is a fully onsite role in Tysons Corner, VA, with up to 50% travel. You will lead development of DoW opportunities and partner with sales teams across DoD programs.

The role requires 7–10 years in U.S. defense business development, a broad DoW network, and strong strategic, communications, and negotiation skills.

Qualifications

• 7–10 years of business development and/or sales experience in the U.S. defense market.
• Broad network across the DoW and defense community.
• Experience developing strategic opportunities across multiple defense organizations, programs or commands.
• Support and collaborate with sales teams in developing and advancing complex opportunities.
• Strong DoW acquisition, procurement, budgeting, and contracting understanding.
• Strong strategic thinking to identify opportunities beyond individual accounts or service branches.
• Excellent relationship-building, communication, negotiation and presentation skills.
• Willingness to work fully onsite in Tysons, VA with up to 50% travel.
• Preferred: experience in C-UAS, UAS, defense technology, electronic warfare or related markets.

Responsibilities

• Develop and execute an overarching DoW business development strategy aligned with organizational 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 for capture and closure.
• Identify opportunities spanning multiple military services, commands, and programs, coordinating efforts across the DoW sales organization.
• Develop strategic partnerships, teaming relationships, and channels that strengthen the organization's position within the defense market.
• Monitor DoW priorities, budgets, programs, acquisition activities, customer requirements, and competitive trends.
• Collaborate 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 the organization at senior-level customer meetings, demonstrations, conferences, trade shows, and other defense industry events.

Skills

Business development

Defense market knowledge

Relationship building

Strategic opportunity development

Sales collaboration

Acquisition/procurement understanding

Budgeting/contracting understanding

Strategic thinking

Communication/negotiation

Team collaboration

Travel readiness onsite

Job description

Zachary Piper Solutions is seeking an experienced Director of Business Development, DoW, to join a leading defense technology company specializing in counter-drone solutions. This is a fully onsite role in Tysons Corner, VA, with up to 50% travel. You will lead development of DoW opportunities and partner with sales teams across DoD programs.

The role requires 7–10 years in U.S. defense business development, a broad DoW network, and strong strategic, communications, and negotiation skills.