Business Development Manager

Position Title: Business Development - Defense (North America) As Business Development Manager - Defense (North America), you will drive market entry and pipeline creation across the U.S. and Canadian defense ecosystem. You will identify and qualify priority accounts, programs, and capture targets, shaping early customer engagements . Working closely with Sales, Business Units, Legal, and Compliance, you will structure and execute engagements in alignment with defense procurement processes and export/compliance requirements in a highly regulated environment. This role is remote within North America and requires regular travel across the U.S. and Canada, with periodic international travel as needed. Key Responsibilities Market entry & opportunity creation (primary focus): Establish and grow the company’s presence in the North American defense market by identifying priority customers, programs, and target accounts Lead generation & “hunter” activity: Proactively generate new opportunities through direct outreach, industry networks, defense events, and partner ecosystems, with a strong focus on fast-moving programs and emerging players (e.g., UAV, autonomy). Account & stakeholder development: Build trusted relationships with key stakeholders across the U.S. and Canadian defense ecosystem, including government agencies, primes, system integrator, and innovation units, while also engaging agile, innovation-driven companies and scale-ups. Strategic positioning & partnerships: Define and refine the company’s positioning across defense applications, prioritizing high-growth and fast-adoption segments while building a broader long-term footprint across the defense ecosystem. Capture & sales execution: Lead early-stage capture activities, shape opportunities, and support bid/no-bid decisions across both rapid acquisition programs and larger, long-cycle opportunities. Commercial negotiations & deal structuring: Lead and support negotiations in a highly regulated environment, ensuring commercially viable and compliant agreements. Cross-functional alignment: Work closely with Sales, Business Units, Legal, and Compliance to align offerings with North American defense requirements and customer needs. Pipeline transparency & performance tracking: Build and maintain a robust CRM pipeline, ensuring visibility across short-, mid-, and long-term opportunities. Target Customers / Market Segments Unmanned and autonomous systems (air, land, sea), with particular emphasis on UAV / UAS platforms and ecosystems Defense electronics and mission-critical systems ISR (Intelligence, Surveillance, Reconnaissance) platforms Assured navigation, positioning, and timing (APNT) solutions Military communication and sensor systems Prime contractors, system integrators, and emerging defense tech companies / fast-scaling players Required Skills & Expertise Technical & Industry Expertise Solid understanding of GNSS / APNT technologies and their application in defense environments Familiarity with defense systems (e.g., ISR, unmanned systems, guidance, secure communications) Understanding of system integration and mission-critical applications Knowledge of Govt. / Industry defense procurement structures and regulatory frameworks Ability to translate technical capabilities into clear defense use cases and value propositions Commercial & Business Development Skills Strong “hunter mentality” with proven ability to build pipeline from scratch Experience in complex B2G / B2B / OEM sales environments Track record in strategic account development and partner-led growth Experience navigating long sales cycles and shaping early-stage opportunities Experience with Export control / end-use enforcement Exposure to U.S./Canadian tenders, programs, and contracting mechanisms Leadership & Interpersonal Skills Strong networking capabilities and ability to build credibility in new markets Excellent communication and stakeholder management skills (including senior-level audiences) Strategic thinking combined with hands-on execution High level of ownership, resilience, and persistence Ability to operate in ambiguous, evolving environments Preferred Qualifications 8–15 years of experience in business development, strategic sales, or capture management Background in defense, aerospace, GNSS, or defense electronics Experience working with U.S. DoD, Canadian defense organizations, primes, or system integrators Familiarity with U.S. export controls and defense compliance requirements Existing network within the North American defense ecosystem (strong plus) Willingness to travel internationally