Business Development Manager, Navy

NODA AI

4d•Remote

About The Position

NODA is a Veteran-owned, venture-backed technology company developing autonomous orchestration solutions for heterogeneous unmanned systems across air, sea, land, and space. The Business Development Manager for the Navy will lead NODA’s growth across the U.S. Navy and broader naval enterprise. This is a business-building role focused on identifying maritime mission needs, cultivating relationships, shaping acquisition strategies, and leading opportunities from initial engagement through contract award and transition to execution. The role works with fleet operators, Program Executive Offices, Systems Commands, warfare centers, prime contractors, industry partners, and senior Navy stakeholders. The manager will connect operational challenges and acquisition priorities with NODA’s products and growth strategy, collaborating with Engineering, Product, Mission Operations, Contracts, and Executive Leadership. The position requires independent judgment and adaptability in a fast-moving startup environment. It is remote within the United States and involves approximately 30% travel for customer engagements, demonstrations, fleet exercises, and industry events. U.S. citizenship and the ability to obtain and maintain a security clearance are required.

Requirements

At least 8 years of business development, capture management, military, government, or related DoD experience, with significant focus on the Navy.
Demonstrated success winning new business from customer engagement through contract award.
Strong understanding of the Navy enterprise, including fleet, acquisition, and requirements 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 Navy’s fleet, acquisition, and innovation communities.
Ability to engage credibly in technical discussions involving autonomy, AI-enabled software, robotics, interoperability, and unmanned maritime systems.
Experience developing account strategies, capture plans, competitive positioning, and win strategies.
Bachelor’s degree or equivalent combination of military, government, and industry experience.
Ability to travel approximately 30%.
U.S. citizenship, as required by ITAR regulations, and ability to obtain and maintain a DoD security clearance.
Strategic thinking that connects customer challenges with business growth and product strategy.
Strong relationship-building and executive presence across government, industry, and the fleet.
Outstanding communication, presentation, negotiation, and influencing skills.
Organization and discipline in forecasting, pipeline management, and opportunity tracking.
Collaborative approach across Engineering, Product, Operations, Contracts, and Leadership.
Mission-first mindset and passion for delivering operational advantage to the warfighter.
Initiative to create opportunities and shape markets rather than wait for them.
Technical curiosity and ability to translate complex autonomy and AI concepts into mission value.
Resilience, adaptability, accountability, and comfort operating independently in ambiguous startup environments.

Nice To Haves

Prior service in the U.S. Navy or extensive experience supporting Navy organizations.
Existing relationships across NAVSEA, NAVAIR, NAVWAR, ONR, PEO Unmanned and Small Combatants, Naval Warfare Centers, NavalX, DIU, or fleet unmanned units.
Experience supporting unmanned surface, undersea, or air vehicles (USV, UUV, UAS), ISR, C5ISR, maritime autonomy, or adjacent defense technologies.
Experience supporting fleet experimentation, exercises, or technology transition efforts.
Experience with the U.S. Marine Corps or allied navies.
Experience working within a venture-backed or high-growth defense technology company.
Active Top Secret or TS/SCI security clearance.

Responsibilities

Develop and execute NODA’s business development strategy across the Navy, including fleet commands, Program Executive Offices, Systems Commands, and naval innovation organizations.
Build trusted relationships with fleet operators, unmanned task forces, acquisition professionals, contracting officers, Naval Warfare Centers, laboratories, prime contractors, and senior Navy stakeholders.
Identify, qualify, shape, and capture strategic opportunities involving unmanned surface, undersea, and air systems, from early customer engagement through proposal, negotiation, award, and transition to execution.
Develop and maintain a healthy multi-quarter pipeline, deliver accurate forecasts, qualify opportunities, and maintain disciplined CRM records.
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 Navy requirements through regular engagement with fleet operators, requirements sponsors, and program offices.
Partner with Engineering, Product, Mission Operations, Contracts, and Executive Leadership to align Navy priorities with NODA’s product roadmap and growth strategy.
Navigate FAR-based contracts and acquisition mechanisms including OTAs, CSOs, SBIR/STTR, IDIQs, NavalX, DIU, and other rapid acquisition pathways.
Identify and cultivate strategic partnerships with naval prime contractors, shipbuilders, systems integrators, unmanned vehicle manufacturers, academia, and mission partners.
Represent NODA at demonstrations, fleet experimentation events, exercises, and industry events, including Sea-Air-Space, WEST, the Surface Navy Association National Symposium, and AUVSI XPONENTIAL.
Monitor Navy priorities, unmanned systems strategy, funding, competitive activity, and capability gaps to inform executive decision-making.
Develop executive briefings, capability presentations, white papers, and strategic communications.

Benefits

Premium medical, dental, and vision coverage with zero paycheck premiums for employees and their families.
401(k) retirement savings plan with company match.
Equity grants for new hires.
Unlimited PTO.
11 paid holidays and a generous company holiday calendar, including a holiday hiatus in November and December.
Generous parental leave.
Military leave for annual training or service requirements.
FSA, DCFSA, and HSA.
Professional development opportunities.
Access to One Medical.
Free 24/7 mental health resources, including therapy, and additional work-life services such as free legal and financial support.
Competitive salary, comprehensive benefits, and opportunities for career growth.