U.S. Citizenship Requirement: Due to the requirements of this government/military contract, applicants must be U.S. citizens to be eligible for consideration. This requirement is mandatory for this position.
The Opportunity
StaffRight Associates is recruiting for a Director of Business Development – Defense to accelerate growth for a technology organization delivering counter-drone and airspace security solutions to the U.S. defense community. The client builds advanced capabilities that help military customers defeat emerging threats posed by unmanned aircraft and protect vital national security missions.
As the Director of Business Development – Defense, you will own the growth agenda for Department of War (DoW) customers, cultivate trusted relationships with senior stakeholders, and surface openings that span numerous services, commands, and programs. This is a pivotal leadership seat for a seasoned defense growth professional who already knows the DoW ecosystem, arrives with a strong network, and can convert those connections into sustained revenue. Rather than covering a single account or branch, the role shapes strategy across a wide defense customer base, leveraging your network to build long-term partnerships and expand the client’s national security footprint. The position is fully on-site in McLean, Virginia, with no remote option.
What You’ll Do
- Craft and execute a DoW growth roadmap that tracks closely with corporate goals and shifting defense priorities.
- Cultivate lasting relationships with senior military officials, acquisition personnel, program offices, key decision-makers, and industry collaborators.
- Uncover new business across the Navy, Marine Corps, U.S. Air Force, Special Operations Command (SOCOM), and additional defense entities.
- Accelerate capture efforts alongside Sales Executives by growing accounts, vetting opportunities, influencing requirements, and moving complex pursuits toward award.
- Orchestrate business development activity across services and commands, linking related opportunities to deepen market penetration.
- Forge teaming agreements, channel partnerships, and industry alliances that sharpen the client’s competitive edge.
- Track defense budgets, procurement schedules, acquisition approaches, program priorities, and competitor moves to spot emerging openings.
- Synchronize efforts with Product, Sales, Pre-Sales, and executive leadership to shape customer strategies and position offerings for success.
- Equip senior leadership with clear visibility into the DoW pipeline, including forecasts, market insights, and practical growth recommendations.
- Represent the client before industry stakeholders and defense customers during executive briefings, product demonstrations, conferences, and major industry gatherings.
What You Bring
Required
- Bachelor’s degree.
- 7–10+ years of experience in Business Development or Defense Sales focused on the U.S. defense sector.
- A mature professional network reaching defense industry teammates, acquisition communities, the military services, and DoW organizations.
- Proven success building strategic opportunities that cut across multiple services, commands, or defense programs.
- Deep command of Procurement, Contracting, Budgeting, and Defense Acquisition processes.
- Hands-on experience with Complex Sales Cycles, Capture Strategy, and Cross-Functional Business Development.
- Big-picture Strategic Planning ability, with an eye for opportunities that extend past single accounts or individual military branches.
- Outstanding Negotiation, Presentation, Executive Communication, and Relationship Building skills.
- Comfort partnering with technical, commercial, and executive teams through strong Cross-Functional Collaboration.
- Ability to travel roughly 50% of the time.
- Authorization to work in the U.S.; the client will not provide visa sponsorship.
- Candidates must be local to the McLean, Virginia area; relocation assistance is not provided.
Preferred
- Experience with Counter-UAS, UAS, Electronic Warfare, Airspace Security, or adjacent defense technologies.
- A record of forging Strategic Partnerships and positioning emerging technologies in the defense marketplace.
- Working knowledge of program funding, Acquisition Pathways, and Defense Modernization priorities.
Compensation & Total Rewards
- Salary: $180,000–$200,000 annually
- Engagement: Full-time, direct hire; on-site in McLean, Virginia (no remote)
- Benefits: Commissions plus a top-tier benefits package
Joining StaffRight Associates
When you partner with StaffRight Associates in your search for your next role, you’re doing more than pursuing a job, you’re aligning yourself with a team of experts committed to placing top-tier talent in truly impactful positions. We take pride in fostering professional growth and connecting forward-thinking individuals with organizations that value innovation and excellence. We look forward to showcasing your expertise in a way that resonates with our clients and opens the door to meaningful opportunities.
