Business Development Manager - U.S Defense

Build and grow DoD relationships

You will develop and maintain strong relationships across the U.S. defense ecosystem.

• Engage DoD end users, program offices, acquisition commands and prime contractors
• Understand mission objectives, operational constraints and procurement priorities
• Stay current on DoD modernisation initiatives, budget cycles and the competitive landscape
• Identify where Emesent’s technology creates the most compelling operational value

Drive new business development

You will identify and develop new opportunities across defense services and agencies.

• Prospect across Army, Navy, Air Force, Marines, SOCOM and relevant civilian agencies
• Present mission-oriented value propositions that address real operational needs
• Build compelling business cases that speak to safety, efficiency and long-term program success
• Cultivate a healthy, qualified pipeline with genuine close potential

Lead the sales process end-to-end

You will own the full federal sales cycle from first contact through contract award.

• Qualify and advance opportunities through complex, multi-stakeholder procurement cycles
• Conduct technical capability demonstrations and field evaluations
• Support responses to RFIs and RFPs with compelling, well-structured proposals
• Negotiate commercial terms within guidelines and navigate multi-phase acquisition processes

Collaborate across the business

Defense sales success depends on strong internal alignment.

• Partner with marketing, product, engineering and customer success to align solutions with DoD requirements
• Bring customer feedback into product and roadmap conversations
• Coordinate internal resources to support pilots, evaluations and deployments
• Represent Emesent credibly at defense events, expos and industry forums

Forecast accurately and report clearly

You will provide the visibility that enables good commercial decisions.

• Track pipeline status, key metrics and revenue forecasts for the DoD segment
• Provide regular, accurate reports to sales leadership
• Maintain disciplined CRM hygiene in HubSpot – accounts, contacts, activities and opportunities

Within your first year you will:

• Develop strong knowledge of Emesent’s technology and how it applies to defense use cases
• Build a qualified pipeline of DoD opportunities across key services and agencies
• Close initial contracts and establish Emesent as a credible partner in the U.S. defense market
• Create a roadmap for growing defense revenue in subsequent years
• Be seen internally as the trusted voice of the U.S. defense customer

• Five or more years of defense or federal sales experience, ideally with a technical or hardware product
• Demonstrated track record selling into U.S. DoD – direct and/or through primes and integrators
• Strong understanding of federal acquisition processes, budget cycles and procurement vehicles
• Active U.S. security clearance or eligibility to obtain one
• Excellent written and verbal communication – with technical teams and senior stakeholders alike
• Disciplined approach to pipeline management and CRM use
• Willingness to travel regularly within the U.S. and occasionally internationally

• Background in robotics, autonomous systems, drones, LiDAR or geospatial technology
• Established relationships within SOCOM, Army Engineers, or relevant civilian agencies
• Experience with OTA agreements, SBIR programs or other non-traditional acquisition pathways

• LinkedIn Learning access
• Employee Assistance Program
• Anniversary leave day 
• Health Insurance- US Individual (100% employer contribution + spouse 50% employer contribution)
• Employees also receive a 2% 401k contribution.