Business Development Manager, Special Operations

NODA AI

3d•Hybrid

About The Position

Business Development Manager, Special Operations – NODA AI Location: Austin, TX (Hybrid on-site, with approximately 30% travel supporting customer engagements, demonstrations, and industry events) Clearance Requirement: U.S. Citizen with the ability to obtain and maintain a security clearance About NODA NODA is a Veteran-owned, venture-backed technology company that is transforming how unmanned systems collaborate in complex, mission-critical environments. We are developing next-generation solutions that enable the autonomous orchestration of heterogeneous unmanned systems across air, sea, land, and space with vital applications in the defense, intelligence, and commercial sectors. Our Business Development team plays a critical role in shaping how autonomous systems are adopted across the defense enterprise, influencing requirements before they are written, shaping acquisition strategies before they are released, and accelerating the transition of next-generation autonomy capabilities from concept to operational deployment. Joining NODA means working on meaningful technology that pushes the boundaries of autonomy alongside a team that thrives on innovation, rapid iteration, and collaboration. The Role We are seeking a Business Development Manager to lead growth across the U.S. Special Operations community. This is not an account management role. This is a builder's role. You will identify emerging mission needs, establish trusted relationships across the Special Operations enterprise, influence acquisition strategies, and lead opportunities from initial engagement through contract award. You will work directly with operators, acquisition professionals, Program Executive Offices, prime contractors, and industry partners to position NODA where our technology creates operational advantage. Success in this role requires initiative, sound judgment, intellectual curiosity, and the ability to operate independently in a fast-moving startup environment where priorities evolve quickly and opportunities are often created rather than assigned. The ideal candidate is equally comfortable discussing operational challenges with end users, technical integration with engineers, and acquisition strategy with senior government leaders.

Requirements

8+ years of business development, capture management, military, government, or related DoD experience
Demonstrated success winning new business from customer engagement through contract award
Strong understanding of the Special Operations enterprise, acquisition organizations, budget cycles, and procurement processes
Experience with FAR-based contracting and non-traditional acquisition pathways including OTAs, CSOs, SBIR/STTR, IDIQs, and rapid acquisition efforts
Established relationships across the Special Operations enterprise
Ability to engage credibly in technical discussions involving autonomy, AI-enabled software, robotics, interoperability, and unmanned systems
Experience developing account strategies, capture plans, competitive positioning, and win strategies
Bachelor's degree or equivalent combination of military, government, and industry experience
U.S. Citizenship with the ability to obtain and maintain a security clearance
Ability to travel approximately 30%

Nice To Haves

Prior service in the U.S. Special Operations community or extensive experience supporting SOF organizations
Existing relationships across USSOCOM Headquarters, TSOCs, SOF AT&L, SOFWERX, DIU, DARPA, NavalX, AFWERX, or other defense innovation organizations
Experience supporting autonomous systems, AI-enabled software, unmanned systems, ISR, C5ISR, robotics, mission autonomy, or adjacent defense technologies
Experience working within a venture-backed or high-growth defense technology company
Experience supporting demonstrations, experimentation campaigns, or technology transition efforts
Active Top Secret or TS/SCI security clearance
Mission-first mindset with a passion for delivering operational advantage to the warfighter
Builder mentality with the initiative to create opportunities and shape markets rather than wait for them
Technically curious, with the ability to translate complex autonomy and AI concepts into mission value
Comfortable operating independently in ambiguous startup environments where priorities evolve quickly

Responsibilities

Develop and execute NODA's business development strategy across SOF, Program Executive Offices, and adjacent mission organizations
Build trusted relationships with operators, mission planners, acquisition professionals, contracting officers, laboratories, innovation organizations, prime contractors, and senior government stakeholders
Identify, qualify, shape, and capture strategic opportunities from early customer engagement through proposal, negotiation, award, and transition to execution
Develop and maintain a healthy multi-quarter pipeline while delivering accurate forecasting, opportunity qualification, and disciplined CRM management
Lead capture planning including customer engagement strategy, competitive assessments, solution shaping, teaming strategies, pricing support, win themes, proposal development, bid/no-bid recommendations, and executive gate reviews
Influence future customer requirements through regular engagement with operators, mission planners, acquisition professionals, and program offices
Partner closely with Engineering, Product, Mission Operations, Contracts, and Executive Leadership to align customer priorities with NODA's product roadmap and growth strategy
Navigate FAR-based contracts, OTAs, CSOs, SBIR/STTR, IDIQs, SOFWERX, DIU, AFWERX, and other rapid acquisition mechanisms
Identify and cultivate strategic partnerships with prime contractors, systems integrators, emerging technology companies, academia, and mission partners
Represent NODA at demonstrations, operational exercises, and industry events including SOF Week, NDIA, AUSA, AFA, and Modern Day Marine
Monitor mission priorities, acquisition strategies, funding, competitive activity, and capability gaps to inform executive decision-making
Develop executive briefings, capability presentations, white papers, and strategic communications

Benefits

Competitive salary
Comprehensive benefits
Opportunities for career growth
Comprehensive medical, dental, and visions plans
401(k) Retirement Savings Plan + Company match
Equity grants for new hires
Unlimited PTO
11 Paid holidays
Extremely generous company holiday calendar, including a holiday hiatus in November, & December.
Generous Parental Leave
Military Leave for annual training or service requirements
FSA
DCFSA
HSA
Professional Development Opportunities
Access to One Medical
Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well.