Business Development Representative

Pivotal•Palo Alto, CA

5d•Onsite

About The Position

Pivotal designs and manufactures innovative, mission‑critical aircraft platforms supporting Defense, Public Safety, and Personal Aerial Vehicle (PAV) operations. Our aircraft enable operators to execute demanding missions with greater speed, flexibility, and confidence. At Pivotal, disciplined execution, teamwork, and customer focus are essential to scaling adoption, expanding deployments, and accelerating revenue. The Business Development Representative is a revenue‑generating role that supports both new revenue acquisition and account expansion across Defense, Public Safety, and PAV markets. You will help build and execute account plans, qualify and advance opportunities, and orchestrate cross‑functional resources (Engineering, Programs/Operations, Marketing, Finance/Pricing, and Contracts) to move deals from discovery to close and through repeat business and expansion. Success in this role is evaluated based on pipeline generation, advancement of opportunities, contribution to win rates, and the timely, high-quality execution of pursuits that lead to bookings. This position offers an outstanding opportunity for a detail-oriented, customer-focused sales professional who excels at prospecting, account management, coordinating complex pursuits, and collaborating across functions to deliver effective solutions within both government and commercial sectors. Performance is further assessed by the ability to generate qualified sales leads and partner with marketing on relevant campaigns spanning three key verticals, while also providing feedback, insights, and enablement as the cross-functional conduit between both departments (for example: drip campaigns, marketing collateral, data-driven recommendations on experiential activations, etc.).

Requirements

4+ years of experience in business development, inside/outside sales, account management, sales operations, or proposal coordination, with a clear track record supporting revenue growth.
Experience supporting multi‑market or multi‑segment sales motions, including account planning, pipeline management, and coordinating cross-functional deal teams.
Familiarity with RFP/RFI‑based processes and/or structured proposal environments, including requirements capture and contribution to win strategy.
Proficiency with CRM systems, SharePoint, Microsoft 365, and reporting tools; strong written and verbal communication skills for customer‑facing work, forecasting rigor, and KPI tracking.
Applicants must be eligible for employment in the United States and willing to work onsite at our HQ office in Palo Alto, CA.

Nice To Haves

Experience supporting defense, public safety, aerospace, or government customers.
Exposure to both government and commercial sales environments.
Experience supporting trade shows, conferences, or customer‑facing events.
Bachelor’s degree in business, International Business, or a related field (or equivalent experience).
Attributes aligned with Core Value Demonstrates a proactive safety mindset by embedding safety into daily operations, identifying and mitigating risks through assessments and training, encouraging open dialogue on safety concerns, and continuously improving protocols to ensure a safe work environment.
Puts customers at the center of every action by deeply understanding their challenges, delivering exceptional value, and striving to exceed expectations to support their success as our core purpose.
Actively seeks and values diverse stakeholder perspectives, builds cross-functional relationships, and fosters trust through empathetic, fact-based communication—committing to shared decisions for the greater good.
Drives results with clarity and purpose by focusing on what matters most, adapting to change, taking initiative, and owning outcomes while aligning actions with a clear understanding of success at every level.
Navigates ambiguity with resilience and bold thinking, challenges the status quo, and combines innovative ideas with practical best practices to overcome obstacles and drive progress.
Fosters a high-performance culture grounded in respect, professionalism, and support—balancing high expectations with a healthy, collaborative environment and being a trusted, dependable teammate.

Responsibilities

Revenue Generation, Pipeline & Account Management Prospect, qualify, and nurture leads into sales‑accepted opportunities; support account planning and territory targeting across Defense, Public Safety, and PAV segments to create net‑new and expansion pipeline.
Own opportunity tracking and pipeline hygiene (stages, close plans, next steps), enabling accurate weekly forecasting and clear visibility to bookings, revenue, and risk.
Maintain decision‑quality account intelligence in CRM and SharePoint (stakeholder maps, use cases, buying process, meeting outcomes, proposals, and customer communications) to improve win probability and accelerate cycle time.
Drive deal execution from initial interest through proposal/quote, negotiation support, and award by coordinating internal stakeholders and removing friction to keep opportunities advancing toward close.
Proposals & Submissions Coordinate responses to RFPs, RFIs, ROMs, grants, and unsolicited submissions, ensuring each package reflects the win strategy, value proposition, ROI, and customer mission priorities—and is built to convert into revenue.
Support proposal development by managing timelines, inputs, and internal approvals; coordinate quotes/pricing inputs (as applicable), build compliant documentation, and prepare the team for customer negotiations to improve on‑time, high‑quality submissions.
Partner with Sales, Engineering, Programs/Operations, Finance, Contracts/Legal, and leadership to shape compliant, compelling offers that are deliverable, differentiated, and positioned to win.
Customer & Partner Engagement Coordinate customer discovery calls, meetings, and briefings; capture requirements, decision criteria, and close plans—and translate findings into next steps that advance pipeline and expand within accounts.
Support NDA execution and contracting readiness in collaboration with Contracts to reduce cycle time, accelerate bookings, and maintain a strong customer experience.
Support aircraft delivery to the customer by coordinating cross‑functional handoff activities (Programs/Operations, Engineering, Customer Support, and Contracts), tracking delivery milestones, and ensuring customer readiness for acceptance and post‑delivery success.
Maintain a professional follow‑up cadence with customers and partners across the deal lifecycle (evaluation, purchase, delivery handoff, renewal/expansion), coordinating internal stakeholders to deliver timely responses and meet commitments.
Marketing & Events Support sales enablement and revenue campaigns aligned to Defense, Public Safety, and PAV audiences; coordinate messaging and collateral that improves conversion from lead to meeting to qualified opportunity.
Assist with planning and executing trade shows, conferences, demonstrations, and industry events to generate leads, set meetings with target accounts, and create qualified pipeline.
Coordinate logistics (travel, schedules, materials, demos) and ensure rapid lead capture, follow‑up assignment, and CRM documentation after each engagement to maximize conversion.
Travel required (approximately 25–50%) in support of events and customer delivery schedules
Process & Continuous Improvement Help maintain and improve the sales operating cadence, workflows, and tools (CRM, dashboards, templates) that increase pipeline generation, stage conversion, and forecast accuracy.
Support data collection and analysis on the revenue funnel (activity, conversion, deal velocity, cycle time, and win/loss insights) to improve visibility and decision‑making in business development.
Contribute to a repeatable, scalable capture and sales process that strengthens account execution, improves customer experience, and increases win rates and expansion revenue over time.