Business Development Specialist – Latin America

Insitu•Bingen, WA

2d•Remote

About The Position

We are seeking a Business Development Specialist to lead our growth with key defense and government customers in the Latin America (LATAM) region. This role is critical to our international market strategy, focusing on leveraging understanding of Uncrewed Air Systems, regional defense and security landscapes, and cross-border collaboration to identify, develop, and capture new business. Success requires cultural fluency, ability to navigate diverse stakeholders, and adaptability to local contexts. This is an opportunity to combine business acumen, relationship-building skills, and appreciation for regional culture to drive mission success through innovative partnerships, tailored solutions, and enduring customer trust. The Latin American market offers substantial growth potential and opportunities.

Requirements

15+ years’ related experience in the aerospace, or defense industry with a bachelor’s degree or 13+years related experience with a master’s degree; comparable military experience will also be considered.
Previous experience in business development or defense sales with a track record of successful business capture.
Experience working with LATAM defense and/or government customers (e.g., MoD, MoI, security forces), with proven success developing and closing opportunities in the region.
Ability to evaluate market opportunities, analyze customer needs and competitor offerings, and align capture strategies with organizational goals and regional priorities.
Exceptional cross-cultural interpersonal skills with a relentless customer focus; proven ability to cultivate, maintain, and advance long-term relationships with senior regional stakeholders.
Proven ability to engage and influence decision-makers and advisors, fostering trust through authentic, consistent, and culturally attuned interactions.
Ability to clearly communicate and tailor messages for diverse audiences; comfortable delivering presentations, reports, and updates to senior leaders and customers.
Ability to translate technical requirements and complex UAS capabilities into clear, customer-relevant value propositions.
Highly organized and detail-oriented with the ability to coordinate bid and proposal efforts across diverse, geographically dispersed teams.
Skilled at leading through influence, driving action, and securing buy-in without direct authority.
Resilient and adaptable in the face of changing priorities, geopolitical dynamics, and evolving customer needs.
Ability to prioritize opportunities based on strategic value, probability of win, and alignment with long-range market plans.
Familiarity with U.S. and international defense sales frameworks (FMS, DCS) and regional procurement processes.
Working knowledge of export control (ITAR/EAR).
Experience working with local partners, representatives, or offset/industrial participation arrangements in the LATAM region.
English fluency required.

Nice To Haves

Proficiency in Spanish and Portuguese is strongly preferred.
Experience using planning and tracking tools (e.g., CRM and pipeline management tools) to manage opportunities and drive execution.

Responsibilities

Lead business capture opportunities aligned with the international engagement strategy, proactively identifying new market opportunities to position the organization for growth.
Analyze the company’s capabilities in comparison to customer requirements, budgets, expected timelines, and competitor offerings to identify strengths and areas for differentiation.
Build and maintain strong relationships with customers, decision-makers, and influencers through consistent and meaningful engagement, fostering trust and collaboration.
Gather and evaluate customer input to enhance satisfaction, improve solutions, and create opportunities for repeat business.
Qualify and promptly address customer inquiries to drive action, secure commitments, and build credibility as a trusted partner.
Manage bid and proposal activities by organizing efforts across internal stakeholders, ensuring deadlines are met, and securing alignment and approvals from executive leadership.
Use deep knowledge of the company’s products, services, and processes to proactively shape customer requirements, influence purchasing decisions, and position for success.
Create, maintain, and continuously update detailed campaign plans, tracking progress, customer responses, and opportunity status to inform long-range business strategies.
Actively participate in trade shows, conferences, and customer engagements; coordinate follow-up actions and work closely with Marketing to amplify brand awareness and industry presence.