Senior Business Development Manager

Luna Labs USA•Charlottesville, VA

About The Position

Luna Labs is hiring a Senior Business Development Manager to lead our government capture strategy during a critical pivot in our growth. We've built strong technology through the SBIR/STTR program, but now we need to transition those capabilities into sustained government contracts like Phase III sole-source opportunities, programs of record, and Other Transaction Authorities. This position will require proactive relationship building and sourcing of opportunities months or years before they materialize, not passive response to RFPs as they are released. This role is equal part strategist, relationship builder, and coach. You'll rely on your existing network, cultivate additional relationships with program managers across the DOD, navigate consortia, and teach our technical staff how to position their work for government transition. You'll need an extensive network, patience for multi-year budget cycles, and comfort operating in an environment where the decisions you help make will decide which technologies move forward. If you're the kind of person who gets frustrated by the political realities of defense acquisition, this isn't your role. If you understand those realities and know how to navigate them effectively while maintaining integrity, we should talk.

Requirements

Bachelor’s degree in Engineering, Science, Business, or related fields. An MBA or advanced technical degree is a plus.
8+ years of demonstrated business development or capture management experience in defense contracting with a deep understanding of Phase III sole-source authorities, Other Transaction Authorities, and the defense acquisition process
Extensive network of relationships across multiple DoD agencies and program offices.
Experience with consortia management and collaborative contracting vehicles.
Proven ability to shape requirements and influence pre-RFP stakeholder engagement.
Strong understanding of defense budget cycles, acquisition politics, and decision-making processes.
Excellent communication skills with ability to translate between technical and acquisition audiences.
Due to government contracting regulations, U.S. Citizenship is required; ability to obtain and maintain security clearance.

Nice To Haves

Active security clearance.
Experience working with small businesses or startups in the defense ecosystem.
Established relationships with specific program offices in Army, Navy, Air Force, or DoD agencies.
Track record coaching technical staff on government engagement and capture processes.
Experience with medical or human performance technologies in defense applications.
Familiarity with transition pathways for dual-use technologies.

Responsibilities

Work with engineers and product developers to understand the technology portfolio, identify mature technologies, and find market-relevant product-solution fit to match with a government need.
Create and pursue Phase III sole-source opportunities emerging from our SBIR portfolio.
Build and maintain relationships with program managers across multiple DOD agencies to position our technologies for programs of record.
Build and maintain a qualified pipeline that supports annual growth targets and manage that pipeline through CRM and gate reviews with Leadership team.
Develop multi-year capture strategies that account for budget cycles, acquisition timelines, and political dynamics.
Shape requirements and influence pre-RFP processes through strategic engagement with stakeholders.
Manage relationships within consortia and pursue Other Transaction Authority (OTA) opportunities.
Translate acquisition processes for technical staff who may be unfamiliar with government contracting dynamics.
Coach scientists and engineers on relationship building, stakeholder engagement, and positioning their technologies for government adoption.
Guide engineers and product development teams to ensure product-solution fit with a defined government customer.
Develop and implement capture plans that balance technical merit with relationship cultivation and political awareness.
Identify when to pursue opportunities and when to walk away based on competitive landscape and relationship positioning.
Build and maintain a robust network of government stakeholders before opportunities formally exist.
Understand organizational dynamics, budget pressures, and decision-making processes within target agencies.
Navigate ecosystems where relationships, timing, and alignment matter as much as technical capability.
Represent Luna Labs at government forums, conferences, and stakeholder meetings.