Director, Business Development - U.S. Army

Title:

Director, Business Development – U.S. Army

Company:

Heven AeroTech

Location:

Sterling, VA (Hybrid)

FLSA:

Exempt

Role Summary:

The Director of Business Development will own and grow our pursuit strategy across the United States Army. They are responsible for building a qualified pipeline, shaping requirements ahead of formal solicitations, and converting early-stage engagements such as Other Transaction Agreements (OTAs) and prototype efforts into programs of record and sustained production contracts.

The role requires a demonstrated track record of navigating Army acquisition, budget, and requirements processes, along with the credibility and network to open doors at the right level.

Essential Responsibilities:

Own the Army business development strategy and pipeline, from opportunity identification through capture, proposal support, and award.

Build and convert a pathway from OTA and prototype efforts into programs of record, including transition planning, milestone documentation, and stakeholder alignment.

Develop and maintain relationships with Program Executive Offices (PEO Aviation, PEO Missiles and Space, PEO IEW&S, PEO Soldier) and Army Transformation and Training Command (T2COM/FCC), particularly Future Vertical Lift and Network.

Identify and engage budget holders and resource sponsors (ASA(ALT), Army G-8) to understand funding lines, POM cycles, and budget insertion timing.

Track and influence

requirements

• generation through engagement with T2COM and relevant Centers of Excellence.
• Map and pursue relevant contract vehicles, including the Army UAS Marketplace (Redstone BOA), Army Applications
• Lab prize competitions, and other Army-specific OTA authorities.
• Lead or support customer call plans, Gate reviews, and capture strategy development with the growth team and executive leadership.
• Represent Heven
• AeroTech at Army-focused industry days, conferences, and exercises.
• Aggressively pursue opportunities to shape procurements and requirements ahead of formal competition, including demonstrations, white papers, consortium participation (e.g., National Armaments Consortium, C5ISR Consortium), trade shows, and government relations engagement.
• Partner with Engineering, Product Development, and Program Management to ensure customer requirements and operational feedback are reflected in product roadmap discussions.
• Provide accurate, timely pipeline reporting and forecasting inputs consistent with company-wide BD operating rhythm.

Qualifications & Experience:

• Required: 10+ years of business development, capture, or program experience supporting U.S. Army customers, with a track record of driving wins.
• Demonstrated success growing an early-stage effort (OTA, prototype, SBIR) into a program of record or major program of record funding line.
• Working knowledge of Army acquisition processes, including the roles of PEOs, ASA(ALT), and requirements organizations, and how they interact across the PPBE cycle.
• Existing relationships with, or demonstrated ability to quickly build credibility among, Army PEOs, program offices, or equivalent budget and requirements stakeholders.
• Bachelor's degree required; advanced degree in a related field preferred.
• Active DoD Secret clearance; willingness and eligibility to obtain a higher clearance level.
• Willingness to travel up to 30-40% CONUS.
• Preferred: Familiarity with the Geographic Combatant Commands, including their priorities, exercises, and security cooperation programs relevant to unmanned systems.
• Direct operational experience with Army unmanned aircraft systems, ISR, or related mission areas (e.g., prior military service, fielding support, or test and evaluation background).
• Familiarity with hydrogen propulsion, Group 2/3 UAS, or long-endurance unmanned systems.
• Experience with Blue UAS and NDAA compliance considerations as they affect Army procurement decisions.
• Existing familiarity with U.S. Army Transformation and Training Command, Army Contracting Command, or Redstone Arsenal-based processes and points of contact.
• Physical Requirements: Ability to travel domestically up to 30-40% of the time, including via commercial and military airlift.
• Ability to sit, stand, and work at a computer for extended periods in an office or hybrid environment.
• Occasional need to walk or stand for extended periods at program offices, test ranges, and industry events, and to pass government facility security screening.