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