Strategic Defense BD Lead - US Army & National Guard

Robin AI Limited; United States; Hybride; USD 130 000 - 180 000; Plein temps

Avantages offerts par ce poste

Medical insurance

Dental & vision

401(k)

PTO 27 days

Company devices

Training & certifications

Global team

Résumé du poste

Robin Radar USA is seeking a seasoned Business Development Manager for the US Army market. Lead the full sales lifecycle from requirement shaping to contract award, expanding the army and National Guard footprint for our counter-UAS portfolio.

You will drive opportunity pipelines, perform market intelligence, and coordinate with R&D, Bid Ops, and Marketing to shape winning proposals while ensuring EAR/ITAR compliance and stand-up of viable solutions. Travel up to 50% is involved.

Qualifications

• Bachelor's degree or equivalent military experience required.
• 7+ years in defense business development with US Army experience.
• Proven track record capturing US Army programs or OTAs/BAAs.
• Strong knowledge of counter-UAS and air defense concepts.
• US Person with eligibility for security clearance.

Responsabilités

• Drive US Army and Army National Guard opportunity pipeline through procurements and contracts.
• Lead market intelligence, account strategy, and targeted capture activities.
• Build relationships with program offices, testing orgs, and primes.
• Negotiate terms, pricing, and contract structures aligned with goals.
• Channel field feedback to R&D, Bid Ops, Systems Engineering, and Marketing.
• Ensure compliance with EAR/ITAR and Buy American guidelines.

Connaissances

Defense sales

U.S. Army experience

Contract negotiation

Export controls

Security clearance

Strategic planning

Cross-cultural skills

Formation

Bachelor's degree in Business, Engineering, or related field (or equivalent military experience)

Description du poste

Shape the future of air defense – expanding our reach across the U.S. Army.

As our Business Development Manager US Army, you lead sales and pipeline development into the U.S. Army and Army National Guard for our counter-UAS portfolio. You own the complete sales lifecycle from requirement shaping through tender, negotiation, and contract award while expanding our key account network. Reporting to the General Manager, Robin Radar USA, you connect field feedback with internal R&D teams. You turn strategic opportunities into long-term partnerships that keep soldiers safe.

What you'll do

• Pipeline driving and contract closing: Initiate, manage, and drive the U.S. Army and Army National Guard opportunity pipeline through FAR-based procurements, OTAs, CSOs, BAAs, and SBIR pathways. Guide complex opportunities through to contract award.

• Market intelligence and account strategy: Monitor Army C-UAS program-of-record roadmaps, competitive sensor landscapes, and evolving requirements. Execute targeted capture strategies across key accounts.

• Relationship building across key nodes: Build trusted connections across program offices, requirement owners, testing organizations, and prime integrators. Represent Robin Radar at defense conferences and field demonstrations.

• Commercial negotiation and deal closing: Negotiate commercial terms, pricing, and contract agreements. Align deal structures with corporate revenue, margin, and strategic goals.

• Cross-functional bridge and product feedback: Channel field feedback, spectrum constraints, and operational needs to our R&D and Product teams. Work closely with Bid Operations, Systems Engineering, and Marketing.

• Compliance and export control oversight: Ensure all sales activities comply with U.S. export controls (EAR and ITAR). Manage spectrum authorization needs and Buy American Act guidelines.

What you bring

• Bachelor's degree in Business, Engineering, or related field (or equivalent military experience)

• 7+ years of defense business development experience with proven U.S. Army sales success

• Track record of capturing named U.S. Army programs, contract vehicles, or OTAs and BAAs

• Strong domain knowledge of counter-UAS, radar sensors, and air defense architectures

• U.S. Person status under EAR and ITAR with eligibility for security clearance

• Prior U.S. Army Air Defense Artillery (14-series MOS or officer) background preferred

• Excellent cross-cultural communication, negotiation skills, and strategic thinking

• Comfortable working independently within a global, high-tech matrix environment

• Location in the U.S., with preference for proximity to Huntsville, AL, Fort Sill, OK, or the National Capital Region

• Willingness to travel up to 50% to key Army sites and events

N.B. Don't worry if you don't tick every box. Our mission is a journey, and there's plenty to learn along the way. If most of this fits, we'd love to hear from you.

A Certificate of Conduct (VOG) and a background check are part of our screening process. We appreciate your understanding.

What we offer

• Working for a Great Place to Work® certified company;

• Medical insurance managed via United Healthcare

• Group dental, vision, long-term and short-term disability benefits administered via Deel;

• 401(k) plan;

• Paid time off (PTO) balance of 27 days per calendar year;

• Observance of all US federal government holidays;

• Provision of Company property including a cell phone and laptop computer;

• Opportunities to develop your skills even further through training and certifications;

• An international team of 30+ nationalities, full of high performance colleagues you can exchange experiences with and learn from. As well as having a lot of fun in our social events and Friday drinks!

Robin Radar is a technology leader in tracking and classifying small objects. Our radars and software help prevent bird strikes in aviation, reduce the impact of wind farms on wildlife, and protect critical infrastructure from drone threats. Our work shows up at airports, wind farms, military sites and nature reserves around the world.

We're one of the top 10 fastest-growing companies in the Netherlands, with a crew of bright minds across 30+ nationalities. Growth doesn't mean we lose the plot – eyes on the skies, feet on the ground. Our values keep us grounded: WE TRUST. WE OWN IT. WE AIM HIGH.

Want to work on next-level radar tech, solve real problems, and never have to pretend your job has meaning?

You'll fit right in – we're saving you a seat.