Vice President, Business Development

Ursa Major; Berthoud (CO); On-site; USD 280,000 - 330,000; Full time

Benefits offered by this job

Unlimited PTO

Parental and adoptive leave

Medical, dental & vision insurance

401k with company match

Job summary

Ursa Major in Colorado is seeking a senior leader to direct all commercial and government sales activities, drive pipeline, and win complex federal procurements. The role is on-site in Berthoud, CO, with extensive travel.

You will lead a high-impact team, partner with engineering and programs, and expand the company’s presence across DoD, NASA, primes, and aerospace manufacturers, traveling domestically and internationally as needed.

Qualifications

• 12+ years of experience in sales, business development, program capture, or related roles in aerospace/defense/advanced tech.
• Proven success securing commercial sales with defense primes, integrators, and aerospace manufacturers.
• Experience winning federal contracts including programs of record and major development programs.
• Deep understanding of U.S. Government acquisition processes, FAR/DFARS, and defense lifecycles.

Responsibilities

• Develop and execute long-range sales, capture and business development strategies aligned with growth targets.
• Lead capture strategies for DoD programs, advanced development programs, and national security initiatives.
• Direct all aspects of the sales and capture lifecycle from opportunity identification to forecasting and negotiations.
• Build and maintain executive-level relationships with defense companies, primes, and federal agencies.
• Coordinate with Engineering, Programs, Operations, Product, Strategy and Finance for pricing and requirements.

Skills

Strategic leadership

Contract capture & negotiation

Team leadership

Cross-functional collaboration

Federal procurement knowledge

DoD/NASA network

Education

Advanced degree in engineering or business

Job description

The future of aerospace and defense starts here.

Ursa Major was founded to revolutionize how America and its allies access and apply high-performance propulsion, from hypersonics to solid rocket motors, satellite maneuvering and launch. We design and deliver propulsion and defense systems that solve the most urgent and critical national security demands.

The Vice President of Sales and Business Development is responsible for directing all commercial and government sales activities to achieve Ursa Major’s growth objectives. This executive will lead the development and execution of strategies that expand the company’s presence across commercial defense enterprises, aerospace manufacturers, prime contractors, and U.S. Federal Government agencies. This role includes responsibility for pipeline generation, capture activities, contract negotiation, customer relationship management, and the leadership of the Sales and Business Development organization.

This position requires a senior leader with deep experience in aerospace and defense markets, including demonstrated success in securing commercial contracts with defense companies as well as winning complex federal procurements and programs of record.

Key Responsibilities

Strategic Leadership

• Develop and execute long-range sales, capture and business development strategies aligned with company objectives and growth targets.
• Identify and assess new business opportunities within commercial defense markets, major aerospace manufacturers, and emerging commercial segments to identify new revenue opportunities and competitive positioning.
• Lead capture strategies for U.S. Government programs of record, advanced development programs, and national security initiatives.
• Provide strategic market insights to executive leadership to inform product roadmaps, investment priorities, and competitive positioning.

Commercial and Government Sales Execution

• Direct all aspects of the sales and capture lifecycle, including opportunity identification, pipeline development, forecasting, capture planning, contract negotiation and account growth.
• Build and maintain executive-level relationships with defense companies, prime contractors, integrators, and relevant federal agencies (e.g., DoW, Military Services, NASA).
• Ensure disciplined execution of proposals, capture processes, and customer engagement activities including activities such as tradeshows.
• Establish and track revenue, pipeline, and customer engagement metrics; ensure disciplined execution of proposals, capture processes, and forecasting activities.
• Expand business within existing accounts while developing new channels, partnerships and customer segments to accelerate growth.

Team Leadership

• Build, lead and develop a high-performing Sales and Business Development team capable of achieving revenue and strategic growth objectives. Implement standardized processes, performance metrics, and reporting systems to ensure operational rigor and accountability.
• Mentor and develop team members while fostering a culture of professionalism, integrity, and alignment with Ursa Major’s organizational values.

Cross-Functional Collaboration

• Partner with Engineering, Programs, Operations, Product, Strategy, and Finance to develop integrated growth strategies and ensure alignment with customer requirements and pricing.
• Facilitate early engagement with customers and engineering teams to influence requirements and shape future propulsion programs.
• Coordinate with internal stakeholders to ensure successful contract execution and delivery.
• Other duties as assigned.

Required Qualifications

• Minimum 12 years of experience in sales, business development, program capture, or related roles within the aerospace, defense, or advanced technology industries.
• Proven success in securing commercial sales with defense companies, primes, integrators, and aerospace manufacturers.
• Demonstrated experience winning federal contracts, including programs of record and major advanced development programs.
• Comprehensive understanding of U.S. Government acquisition processes, FAR/DFARS requirements, and defense procurement lifecycles.
• Demonstrated ability to lead and develop high-performing teams in dynamic or high-growth environments.
• Strong technical aptitude with the ability to effectively communicate complex concepts to customers and internal stakeholders.
• Ability to work on-site full time in Berthoud, Colorado with extensive travel required both domestically and occasionally internationally.

Preferred Qualifications

• Established network within DoW, NASA, and major defense primes.
• Experience in propulsion, launch systems, hypersonics, or related advanced aerospace technologies.
• Prior experience in a startup or rapid-growth technology organization.
• Advanced degree in engineering, business, or related discipline.

Key Competencies

• Strategic planning and execution
• Contract capture and negotiation
• Leadership and organizational development
• Technical and business acumen
• Professional communication and customer engagement
• Cross-functional collaboration
• Integrity, accountability, and results orientation

Colorado law requires us to tell you the base compensation range of this role, which is $280,000 - $330,000, determined by your education, experience, knowledge, skills, and abilities. What we can’t quantify for you are the exciting challenges, supportive team, and amazing culture we enjoy.

Classification: Full-time Exempt

Benefits Include: (Please note, Interns are not eligible for benefits)

• Unlimited PTO - Vacation, Sick, Personal, and Bereavement
• Paid Parental and Adoptive Leave
• Medical, Dental and Vision Insurance
• Tax Advantage Accounts (HSA/FSA)
• Employer Paid Short and Long Term Disability, Basic Life, AD&D
• Additional Benefit Options Including Voluntary Life and Emergency Medical Transport
• EAP Program
• Retirement Savings Plan - 401k with Company Match

NOTE:

Research suggests that women and BIPOC individuals may self-select out of opportunities if they don't meet 100% of the job requirements. We encourage anyone who believes they have the skills and the drive necessary to succeed here to apply for this role.

Must be a U.S. Person (this includes U.S. Citizens and Permanent Residents).

Eligibility to obtain and maintain a U.S. Security Clearance.

We’re an equal-opportunity employer. You will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.