Business Development Manager, Air Dominance

Primordial Labs•New Haven, CT

1d•$125,000 - $175,000•Remote

About The Position

We are seeking an experienced, strategic, and mission-driven Business Development Manager to join our growing team. This role is central to ensuring Anura gets to warfighters and delivers outsized mission impact. This person will own and advance Primordial Labs’ Air Dominance campaign across the Air Force, expanding our opportunity pipeline, leading capture efforts, and driving revenue growth for our Anura platform. You will take opportunities and shepherd them through the full capture lifecycle, from shaping requirements to contract awards, working across MAJCOMs, program executive offices, and operational units. This is a high-impact role for someone who thrives in a fast-paced, small-team environment and wants to see their work directly influence the lethality of our warfighters and our company’s trajectory.

Requirements

4+ years of experience in business development, capture management, or government sales, with a strong track record of winning defense contracts.
Direct experience working with Air Force customers and navigating defense acquisition processes.
Demonstrated success owning and winning opportunities across the full capture lifecycle.
Established relationships within Air Force program offices, MAJCOM staffs, or combatant commands.
Strong understanding of government acquisition pathways and contracting vehicles
Excellent written and verbal communication skills, with experience presenting to senior leadership within defense organizations
Highly organized with the ability to manage multiple active captures simultaneously.
Proficiency in CRM platforms and Microsoft Office Suite.
Ability to operate with autonomy and ownership in a lean, fast-moving environment.
Active U.S. government security clearance preferred; ability to obtain and maintain clearance required.
Applicants must have current authorization to work in the U.S., and we are not able to provide visa sponsorship for this role.

Nice To Haves

Previous experience within the Air Force air domain (e.g. pilot, RPA operator, programmatic, requirements, etc) is a major plus.
Familiarity with autonomous systems or human-machine teaming technologies
Experience capturing programs related to crewed aircraft, RPA, or unmanned systems
Understanding of Air Force command and control and mission planning workflows
Prior experience in a startup or early-stage defense technology company

Responsibilities

Own the full capture lifecycle for priority Air Force opportunities, from early shaping through proposal submission and closing contract awards.
Develop and execute capture plans, including win strategies, competitive assessments, teaming strategies, and pricing analysis.
Build pipeline across Air Force funding pathways, including SBIR Phase III, OTAs, AFWERX, BAAs, and programs of record.
Build and maintain relationships with key stakeholders across Air Combat Command, AFLCMC program offices, AFSOC, and operational wings and groups.
Engage across customer personas early in the acquisition cycle to shape requirements in alignment with Anura’s capabilities, from aircrew and operators to requirements staff and program leadership.
Represent Primordial Labs at industry days, demonstrations, conferences, and customer meetings, articulating our value proposition with authority and clarity.
Maintain a deep understanding of the defense acquisition landscape, relevant contracting vehicles, and Air Force program funding cycles.
Track developments across relevant Air Force programs and translate them into capture strategy.
Track competitor activities and emerging customer requirements to inform capture strategy and product roadmap.
Identify and evaluate new market segments and adjacencies aligned with Anura’s platform capabilities.
Partner closely with engineering and program management to ensure proposals and customer commitments are technically sound and deliverable.
Contribute customer and market insights to inform product roadmap priorities and go-to-market strategy.
Support proposal development efforts, including writing, review, and coordination with any teaming partners.