Aerospace and Defense Business Development Manager

We are looking for an Aerospace & Defense Business Development Manager to join our team. This person will drive DUST's adoption in the A&D sector. The ideal candidate is based in the Greater Boston or Washington, DC area, and has a proven track record of success in business development, sales, and relationship management.
The Aerospace & Defense Business Development role requires a hands-on, results-oriented individual who is organized, a great communicator and writer, and can work in a fast-paced environment. The successful candidate will possess a business background that enables them to drive engagement at senior levels in both government and contractor organizations. This individual shall possess an engineering fluency that enables them to easily interact with cross-functional stakeholders in technical roles. They should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges.
The Aerospace & Defense Business Development Manager's primary responsibility is to identify, qualify, and close new Aerospace & Defense customers for DUST Identity. Along the way, they will work as part of an interdisciplinary go-to-market and product teams to quantify the benefits of DUST in various applications and shape external messaging to accelerate customer adoption.
Prior enterprise sales experience in B2E and B2G sectors - enterprise software, connected devices, cybersecurity, and digital transformation tools - is a necessity for the role. Applicants must have a good understanding of the A&D ecosystem, the acquisition process and the rollout of high technology products within critical industries.
What You'll Do
• Identify and cultivate new business opportunities in the FA&D space, targeting federal agencies, aerospace contractors, and defense organizations.
• Understand customers technical and business requirements and be able to persuasively educate customers of how DUST helps them achieve their mission.
• Develop and manage relationships with key stakeholders, including government decision-makers, defense contractors, and aerospace industry leaders.
• Work closely with internal teams to develop and implement sales strategies. Manage the entire sales process from lead generation to contract negotiation and closing.
• Work with government stakeholders to seed requirements for future solicitations.
• Efficiently vet solicitations and leads, map organizations to identify decision makers, and generate a pipeline of qualified prospects.
• Maintain accurate records of sales activities using CRM software, forecast revenue, and provide regular updates on sales performance to senior leadership.
• Prepare and deliver sales pitches, product demos, and other valuable data to potential prospects in a way that promotes DUST Identity's brand, value propositions, and helps the audience solidify their need for the product.
• Present clear verbal and written technical explanations to customers, tailoring content and style to the audience and sector.
• Meet or exceed sales targets for closed deals.
What You'll Bring
• Prior start-up, government, and/or prime contractor experience preferred.
• Bachelor's degree (or 4+ years in a technical role or organization) in Business, Engineering, Aerospace, or a related field.
• 5+ years of experience in sales and business development within the FA&D sector or related industries (e.g., government contracting, defense technology, aerospace).
• Proven ability to develop and close business deals in B2G environments, with experience in complex, long-cycle sales processes.
• Strong negotiation skills.
• Excellent written and verbal communication skills, with the ability to convey technical information effectively to diverse audiences.
• Proven ability to manage multiple, competing priorities simultaneously.
• Established relationships within the federal, aerospace, and defense sectors are highly advantageous.
• Creativity, curiosity, and a desire to solve customer problems.
• Willingness to travel up to 50% for client meetings, trade shows, and industry events.