Director Business Development

RED CAT HOLDINGS•South Salt Lake, UT

8d•Onsite

About The Position

The Director of Business Development – International reports directly to the Sr. Director of Business Development and serves as a senior leader responsible for identifying, developing, and capturing international opportunities for Red Cat Holdings’ unmanned aircraft systems (UAS) and related capabilities. This role supports foreign ministries of defense, armed forces, special operations organizations, government agencies, and other approved international customers seeking UAS capabilities for combat, reconnaissance, security, training, force protection, and other mission requirements. This role is focused on developing and expanding Red Cat’s international business by working directly with end users, acquisition organizations, government stakeholders, resellers, sales representatives, and strategic partners. The Director plays a critical role in identifying emerging requirements, developing customer relationships, shaping opportunities, supporting demonstrations and evaluations, and capturing new and follow-on programs across assigned international markets. The Director of Business Development – International serves as the primary relationship owner for assigned countries, customers, and partners, managing the full business development lifecycle from initial engagement through contract award and follow-on growth. This includes maintaining customer satisfaction, developing long-term relationships, identifying new requirements and opportunities, and coordinating internal resources to ensure Red Cat solutions align with customer mission requirements, operational CONOPS, procurement strategies, and applicable export and regulatory requirements. The Director also works closely with Red Cat’s international reseller and distribution network to expand market access, generate demand, identify new opportunities, and develop effective go-to-market strategies within assigned territories. The position serves as a trusted advisor to international customers, partners, and internal leadership while providing market intelligence, competitive insights, and strategic recommendations that support Red Cat’s international growth objectives.

Requirements

Bachelor’s degree in Business Administration, Engineering, Defense Studies, or a related discipline, or equivalent combination of education, training, and experience
Minimum 5–8 years of business development experience supporting U.S. Department of War / Ministry of Defense (MoD) programs
Demonstrated experience working with the Department of War and International MoD’s on requirement development, acquisition, and sustainment
Proven ability to operate within cross-functional defense teams, including engineering, program management, and operations
U.S. Citizenship required

Nice To Haves

Direct experience supporting military aviation, ISR, or tactical systems programs strongly preferred
Experience with Unmanned Aircraft Systems (UAS) highly desired.
Experienced defense professional with a comprehensive understanding of government acquisition and program execution
Proficient in Microsoft Office applications (Word, PowerPoint, Excel, Outlook)
Demonstrates sound judgment in selecting engagement strategies and technical approaches to meet mission objectives
Strong understanding of acquisition processes, budgeting cycles, and program planning
Excellent communication, negotiation, and strategic planning skills with senior military and government leaders
Able to perform effectively in a high-tempo, mission-critical environment with shifting priorities
Demonstrates ownership, accountability, and commitment to warfighter outcomes
Maintains a mindset of continuous improvement and adaptability
Prioritizes teamwork and mission success over individual interests
Ability to obtain and maintain a U.S. Government security clearance

Responsibilities

Engage directly with foreign ministries of defense, armed forces, special operations organizations, government agencies, acquisition authorities, and other approved international customers to understand mission requirements, operational challenges, and procurement priorities.
Develop and maintain senior-level relationships with international end users, government stakeholders, procurement organizations, resellers, distributors, and strategic partners across assigned territories.
Coordinate in-country activities with the appropriate USG entities, ODC & U.S. Commercial Service staff, at their respective US Embassies or Consulates, JUSMAGs, and the appropriate COCOM commands and DSCA, to best harmonize our region-based strategies and/or campaigns with theirs, as well as when directly required within an FMS/FMF acquisition case.
Serve as the primary relationship owner for assigned countries and customers, managing the full business development lifecycle from initial engagement and opportunity identification through contract award and follow-on growth.
Identify, qualify, and develop new international business opportunities, follow-on procurements, program expansions, and strategic market-entry opportunities.
Shape customer requirements, operational concepts, and acquisition strategies to ensure Red Cat Holdings’ capabilities align with mission needs, operational CONOPS, and applicable procurement pathways.
Develop and execute country, customer, and opportunity-specific capture strategies aligned with procurement timelines, funding availability, competitive environments, and regulatory requirements.
Lead efforts to capture new and follow-on international contracts through direct government sales, reseller and sales representative channels, and other approved acquisition pathways.
Manage and strengthen Red Cat’s international reseller and distributor network, ensuring partners are aligned, informed, and actively supporting business development objectives within their assigned territories.
Identify gaps in geographic coverage, reseller performance, customer engagement, and market access, and develop strategies to improve Red Cat’s international presence and opportunity pipeline.
Support Annual Operating Plan (AOP) development, revenue forecasting, pipeline management, and multi-year international growth strategies across assigned markets.
Coordinate and support international flight demonstrations, operational assessments, military exercises, evaluations, customer visits, trade shows, and industry events in support of customer engagement and acquisition decisions.
Conduct market intelligence, competitive analysis, capability gap assessments, and regional assessments to identify emerging requirements, competitor activity, and future growth opportunities.
Lead or support proposal development, quotations, white papers, RFIs, RFP responses, and other materials required to capture international opportunities.
Coordinate closely with contracts, legal, finance, operations, and compliance teams to support international sales transactions, export compliance, reseller agreements, and customer commitments.
Maintain accurate opportunity, customer, partner, and forecast information within the company CRM and provide leadership with timely updates on pipeline status, risks, customer activity, and projected revenue.