Business Development Manager - U.S Defense

Emesent

6h • Hybrid

About The Position

Emesent develops autonomous LiDAR mapping technology that enables drones and robots to explore and map complex environments without GPS, delivering precise, real-time spatial intelligence. Their systems are used by engineers, operators, and military personnel to understand dangerous environments quickly and safely. With the accelerating U.S. defense adoption of autonomous robotics and 3D mapping, Emesent is expanding its AMER sales team. They are seeking a Business Development Manager to navigate DoD procurement, build deep stakeholder relationships, and bring Emesent's technology to the organizations that need it most. This role offers an exceptional opportunity for someone with defense sales experience and an interest in emerging technology, providing exposure to DoD end users, program offices, acquisition commands, key defense primes, complex technical solutions, and the full federal sales cycle. The successful candidate will work alongside world-class engineers and product teams while building a portfolio of high-value defense relationships.

Requirements

• Five or more years of defense or federal sales experience, ideally with a technical or hardware product
• Demonstrated track record selling into U.S. DoD – direct and/or through primes and integrators
• Strong understanding of federal acquisition processes, budget cycles and procurement vehicles
• Active U.S. security clearance or eligibility to obtain one
• Excellent written and verbal communication – with technical teams and senior stakeholders alike
• Disciplined approach to pipeline management and CRM use
• Willingness to travel regularly within the U.S. and occasionally internationally

Nice To Haves

• Background in robotics, autonomous systems, drones, LiDAR or geospatial technology
• Established relationships within SOCOM, Army Engineers, or relevant civilian agencies
• Experience with OTA agreements, SBIR programs or other non-traditional acquisition pathways

Responsibilities

• Develop and maintain strong relationships across the U.S. defense ecosystem.
• Engage DoD end users, program offices, acquisition commands and prime contractors
• Understand mission objectives, operational constraints and procurement priorities
• Stay current on DoD modernisation initiatives, budget cycles and the competitive landscape
• Identify where Emesent’s technology creates the most compelling operational value
• Identify and develop new opportunities across defense services and agencies.
• Prospect across Army, Navy, Air Force, Marines, SOCOM and relevant civilian agencies
• Present mission-oriented value propositions that address real operational needs
• Build compelling business cases that speak to safety, efficiency and long-term program success
• Cultivate a healthy, qualified pipeline with genuine close potential
• Own the full federal sales cycle from first contact through contract award.
• Qualify and advance opportunities through complex, multi-stakeholder procurement cycles
• Conduct technical capability demonstrations and field evaluations
• Support responses to RFIs and RFPs with compelling, well-structured proposals
• Negotiate commercial terms within guidelines and navigate multi-phase acquisition processes
• Partner with marketing, product, engineering and customer success to align solutions with DoD requirements
• Bring customer feedback into product and roadmap conversations
• Coordinate internal resources to support pilots, evaluations and deployments
• Represent Emesent credibly at defense events, expos and industry forums
• Track pipeline status, key metrics and revenue forecasts for the DoD segment
• Provide regular, accurate reports to sales leadership
• Maintain disciplined CRM hygiene in HubSpot – accounts, contacts, activities and opportunities

Benefits

• LinkedIn Learning access
• Employee Assistance Program
• Anniversary leave day
• Health Insurance- US Individual (100% employer contribution + spouse 50% employer contribution)
• Employees also receive a 2% 401k contribution.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 11-50 employees