Senior Business Development Director, Defense

Pivotal•Palo Alto, CA

14h•$200,000 - $250,000•Onsite

About The Position

Pivotal is the leader in the emerging market of electric Vertical Takeoff and Landing (eVTOL) aircraft. We design, develop, and manufacture light eVTOL aircraft and are renowned for the BlackFly aircraft the world's first light eVTOL to fly manned missions and enter the consumer market. Efficient, compact, and simple, Pivotal aircraft are designed for a wide range of consumer, public service, and defense applications. Our distinctive tilt-aircraft architecture and scalable platform have been flying for over 10 years. Last year we announced our next-generation aircraft, the Helix, which is rapidly progressing toward general release and scalable production in early 2026. Mobility is one of the most highly-valued areas of modern technology investments. This is the right company, in the right space, the right strategy, at the right time. If you are ready for adventure, we invite you to join our amazing team and grow with us. Leverage company’s already operational dual-use light eVTOL technology and identify, cultivate and ultimately meet high-value mission needs: some defined and many are yet-to-be defined by DoD end users. Pursue applications that can be well met (e.g. operational performance, economics, time to operational readiness … or some combination of these factors) by the company’s air vehicle architecture and technology, autonomy, and systems integration capabilities. Applications will include manned, unmanned (UAS), manned unmanned teaming (MUM-T) and optionally manned light-air vehicle missions. This leader will collaborate with the right COCOMs and defense technology incubator organizations to Identify, cultivate, and grow developmental opportunities and create opportunities for non-dilutive investment by defense organizations, focused on those with the highest conversion potential to near term operational needs and aligned with the company’s roadmap. This leader has relationships with and experience furthering collaboration and winning funding for development and demonstration within the defense innovation ecosystem including organizations such as SOFWERX, DIU, AFWERX Agility Prime, Marine Corps Warfighting Lab, AFRL, Joint Rapid Acquisition Cell (JRAC), and NavalX. Ability to engage and collaborate with selected combatant commands (e.g. SOCOM, CENTCOM) to develop and nurture end-user “pull” while informing solution requirements for the company. Individual should be highly competent in collaborating internally with executive leadership, engineering, operations and training, product management, and potentially, 3rd party partners, to ensure appropriate and effective opportunity shaping occurs, and that technology and capability demonstrations are executed flawlessly. This is a very hands-on role, and will be supported with additional talent (e.g. account managers, program managers, customer support staff) as opportunities are brought in and commitments inked. This leader has experience in DoD at “best practice” contractors and smaller organizations, ideally venture funded start up organizations. He/she understands the flexibility and resourcefulness required of such a role.

Requirements

10–15+ years of progressive experience in defense business development, government sales, and capture management
Proven success working with DoD customers (Army, Navy, Air Force, Space Force, SOCOM) and Federal agencies (DHS, DOJ, IC, etc.)
Experience with emerging technologies (AI/ML, autonomy, aviation, etc.) and IDIQ, SBIR/STTR, FFP, OTAs and nontraditional contracting
Experience supporting international defense sales (FMS, DCS)
Existing customer book of business
Established relationships with Program Executive Offices (PEOs), Program Managers (PMs), Contracting Officers and end users
Credibility with military leadership, government civilians and industry partners
Ability to open doors and influence requirements early
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.
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 with prime contractors, major subcontractors, or OEMs is highly valued.
Experience in DoD at “best practice” contractors and smaller organizations, ideally venture funded start up organizations.
Has relationships with and experience furthering collaboration and winning funding for development and demonstration within the defense innovation ecosystem including organizations such as SOFWERX, DIU, AFWERX Agility Prime, Marine Corps Warfighting Lab, AFRL, Joint Rapid Acquisition Cell (JRAC), and NavalX.

Responsibilities

Leverage company’s already operational dual-use light eVTOL technology and identify, cultivate and ultimately meet high-value mission needs: some defined and many are yet-to-be defined by DoD end users.
Pursue applications that can be well met (e.g. operational performance, economics, time to operational readiness … or some combination of these factors) by the company’s air vehicle architecture and technology, autonomy, and systems integration capabilities.
Collaborate with the right COCOMs and defense technology incubator organizations to Identify, cultivate, and grow developmental opportunities and create opportunities for non-dilutive investment by defense organizations, focused on those with the highest conversion potential to near term operational needs and aligned with the company’s roadmap.
Engage and collaborate with selected combatant commands (e.g. SOCOM, CENTCOM) to develop and nurture end-user “pull” while informing solution requirements for the company.
Collaborate internally with executive leadership, engineering, operations and training, product management, and potentially, 3rd party partners, to ensure appropriate and effective opportunity shaping occurs, and that technology and capability demonstrations are executed flawlessly.