Business Development Manager, Tactical UAS

Primordial Labs•New Haven, CT

6d•$145,000 - $190,000•Remote

About The Position

Primordial Labs is seeking a business development lead to own its small tactical uncrewed systems portfolio across all military services. The portfolio includes Group 1 and 2 UAS and other small-unit robotics used by squads, platoons, and companies. The role owns captures with program offices and operational units while developing partnerships with drone and robotics manufacturers whose systems run Anura, Primordial Labs’ interface for translating spoken or typed intent into structured actions across drones, sensors, and mission software. Success means Anura is deployed on fielded systems and present in unit formations. The position manages the full capture lifecycle, pipeline, forecasting, and partner channel across government-direct and OEM opportunities. It develops relationships with small UAS program offices, capability developers, operational units, manufacturers, payload and ground-control providers, and integrators. The role also supports demonstrations, user assessments, experimentation, proposals, and product integration planning, while monitoring market, budget, fielding, and vendor-approval developments. This is a fully remote role open to U.S. residents, with travel up to 50%. The position requires U.S. citizenship and current U.S. residency. An active U.S. security clearance is preferred; the ability to obtain and maintain one is required. Target base salary is $145,000–$190,000 annually, plus incentives and equity, with the final offer based on experience.

Requirements

At least 4 years of experience in business development, partnerships, capture, or government sales.
Direct experience with DoD small UAS or robotics customers and acquisition processes.
Demonstrated success owning captures and closing partner agreements.
Established relationships with small UAS program offices, units, or OEMs.
Strong understanding of acquisition pathways and contract vehicles, as well as commercial licensing and channel models.
Strong writing and briefing skills.
Ability to manage multiple captures and partner deals simultaneously.
Comfort with CRM platforms and Microsoft Office.
Ability to work autonomously and take ownership in a small, fast-moving team.
Ability to obtain and maintain a U.S. security clearance.
U.S. citizenship and current residency within the United States.

Nice To Haves

Prior experience operating, fielding, or acquiring small UAS.
Familiarity with autonomy, swarming, and human-machine teaming.
Knowledge of the small UAS supply chain, cybersecurity, and approved-vendor requirements.
Hands-on drone experience, such as Part 107 certification or a military UAS qualification.
Prior startup or early-stage defense technology experience.
Active U.S. security clearance.

Responsibilities

Own the full capture lifecycle for small UAS opportunities across the Army, Marine Corps, Navy, and Air Force, from shaping through award.
Develop and manage capture plans, including win strategy, competitive assessment, teaming, and pricing for license and integration models.
Maintain the Tactical UAS pipeline and forecast, including government-direct and OEM-channel revenue.
Track and position for unit-level purchases, rapid fielding efforts, and approved-vendor-list opportunities.
Own relationships with small UAS manufacturers, ground-control and payload providers, and integrators.
Structure integration, reseller, and licensing agreements with OEMs in coordination with legal and contracts teams.
Coordinate joint captures with OEM partners and ensure Anura is included in their bids.
Develop new OEM relationships.
Build relationships with small UAS program offices, capability developers, and operational units across services.
Engage soldiers and Marines at squad and platoon level to understand how they use their systems and translate observations into requirements and product feedback.
Plan and support demonstrations, user assessments, and experimentation events.
Represent Primordial Labs at industry days, conferences, and trade shows.
Track small UAS budget lines, fielding plans, marketplaces, and vendor approval programs.
Monitor the small-drone and robotics market, including new entrants and consolidation.
Identify adjacent opportunities such as counter-UAS teaming, training, and allied sales.
Work with engineering on OEM integration priorities and timelines.
Bring operator and partner insight into the product roadmap.
Support proposal development with partners and primes.