Business Development Manager

Summary

Join DEFCON AI as their Business Development Manager, a US remote position with 15% travel, assisting the VP of Growth and CRO in building a sustainable Department of Defense and commercial business pipeline. You will execute business development strategies, conduct market analysis, and identify new opportunities. This role requires managing the full business development lifecycle across multiple pursuits, collaborating with partners, and leading contract negotiations. The ideal candidate possesses extensive experience in business development within logistics and transportation management, along with a strong entrepreneurial spirit and technical acumen. DEFCON AI offers a comprehensive benefits package including 100% employer-paid healthcare, paid parental leave, unlimited PTO, a remote work environment, and professional development opportunities.

Requirements

• At least 8 years of experience in business development, ideally within logistics and/or transportation management
• Solution-driven technical acumen, demonstrated by understanding and driving technical solutions which suit customer strategy and acquisition plans
• Must have led and won large competitive captures
• Experience with SaaS and/or AI enterprise tools

Responsibilities

• Daily, review Department of Defense business development websites and opportunities lists along with closing tracking the commercial market
• Weekly, update business development call log and engagement plan
• Monthly, work with VP of Growth and CRO to update client pursuit strategy and approach, facilitate monthly detailed pipeline reviews with Senior leadership
• Support the establishment of applicable budgets and forecasts based on opportunity identification and market activity
• Lead partner strategies and contract negotiations to include teaming agreements and price to win strategies
• Drive strategic alignment with some of our top tier and preferred ISV partners
• Establish and maintain a joint GTM plan and execute against agreed upon metrics for market success in collaboration with marketing
• Act as primary relationship manager for all assigned partners. Ensure strong product and sales/marketing alignment with respective counterparts in the partner organization
• Thrive in an environment where they are responsible for the management and execution of the full BD life-cycle process across multiple simultaneous pursuits

Preferred Qualifications

• MBA
• Strong entrepreneurial spirit to seek out new opportunities and bring them to the company
• Experience within Transportation Management Systems (TMS), ideally in business development

Benefits

• 100% employer paid, comprehensive health care including medical, dental, and vision for you and your family
• Paid maternity and paternity for 14 weeks at employees' normal pay
• Unlimited PTO, with management approval
• A fully remote, results-based work environment
• Opportunities for professional development and continued learning
• Occasional travel to our offices in Washington D.C or alternative locations to collaborate with your team in person
• Optional 401K, FSA, and equity incentives available