Federal & Defense BD Leader (Remote)

Terranova; Berkeley (CA); Remote; USD 90,000 - 150,000; Full time

Job summary

Terranova seeks a Director of Business Development to lead growth across federal, defense, and infrastructure markets. The role requires a deep network across the federal ecosystem and the ability to navigate complex government programs from engagement to procurement.

This position is remote with a strong preference for Washington, D.C. or the SF Bay Area, with frequent travel to project sites, offices, and conferences.

Qualifications

• Strong existing network across Washington, D.C.
• Ability to build trusted relationships with senior government and industry stakeholders
• Experience navigating the federal budget, appropriations, authorization, acquisition, or program-development process
• Track record of developing government opportunities from early engagement through funded pilots, programs, contracts, or partnerships
• Background in defense, government affairs, federal business development, infrastructure, construction, or government contracting
• Experience working with congressional offices, federal agencies, government affairs firms, major primes, or senior government officials
• Strong understanding of federal acquisition and contracting frameworks, including FAR/DFARS
• Experience in 0-to-1 business development
• Exceptional commercial judgment, stakeholder management, negotiation skills, and ability to navigate complex organizations
• Strong writing and presentation ability for congressional, agency, executive, and technical audiences
• High tolerance for travel, ambiguity, long hours, and direct accountability for outcomes

Responsibilities

• Own Terranova’s federal, defense, and infrastructure business development strategy from initial engagement through contract close
• Build and maintain senior relationships across Congress, DoD, State Department, USACE, FEMA, other federal agencies, and major government contractors
• Identify the agencies, congressional offices, program organizations, contracting teams, and industry partners most relevant to Terranova’s capabilities
• Coordinate briefings, introductions, site visits, demonstrations, and other engagements with government and industry stakeholders
• Work with Terranova leadership and federal government affairs partners to understand relevant appropriations, authorizations, agency programs, budget priorities, pilot opportunities, and emerging mission needs
• Position Terranova early for relevant future programs and procurements by understanding customer requirements and building relationships well before opportunities reach the solicitation stage
• Develop relationships with major defense contractors, EPCs, construction primes, and strategic partners to pursue larger programs collaboratively
• Lead end-to-end BD cycles across federal, state, civil, and defense markets
• Structure multi-year partnerships and contracts ranging from $1M to $50M+
• Translate Terranova’s technical capabilities into compelling government use cases, proposals, budgets, and program concepts
• Work directly with engineering teams to scope, price, and execute pilot-to-scale programs
• Represent Terranova at congressional briefings, agency meetings, conferences, military installations, project sites, and executive-level discussions

Skills

Washington, D.C. network

Relationship building

Budget/appropriations navigation

Govt opportunities development

Defense/government experience

Congressional/agency engagement

FAR/DFARS knowledge

0-to-1 BD

Commercial judgment & negotiation

Written/presentation to officials

Travel readiness

Job description

Terranova seeks a Director of Business Development to lead growth across federal, defense, and infrastructure markets. The role requires a deep network across the federal ecosystem and the ability to navigate complex government programs from engagement to procurement.

This position is remote with a strong preference for Washington, D.C. or the SF Bay Area, with frequent travel to project sites, offices, and conferences.