Business Development Manager, Naval Aviation

About Primordial Labs

We're building the next generation interface for commanding autonomous systems in the real world. Our core product, Anura, translates spoken or typed intent into structured actions across drones, sensors, and mission software—enabling faster, more intuitive control in high-stakes environments. We’re a distributed team of engineers, operators, and technologists focused on deploying reliable autonomy at the tactical edge.

The Opportunity

We are looking for a Naval Aviation business development lead to own and grow our work with the Navy's aviation community. You'll be the person responsible for getting Anura into the hands of naval aviators, aircrew, and the people who plan and run air wing operations. Scope covers crewed and uncrewed aviation (Group 3 and up), with emphasis on MUM-T for the Air Wing of the Future and programs within PAE Aviation. You'll take opportunities from early shaping through award and work across requirements staff, program offices, warfare centers, fleet units, and industry partners.

What You'll Do

Capture Management and Pipeline Ownership

• Own the full capture lifecycle for priority Naval Aviation opportunities, from early shaping through proposal submission and contract award.

• Build and run capture plans: win strategy, competitive assessment, teaming, price-to-win, and gate reviews.

• Maintain the Naval Aviation pipeline and forecast in our CRM, and set capture priorities against an annual bookings target.

• Work S&T, prototyping, and transition funding lines together so early work has a path to a program of record.

• Identify landing points with airframe OEMs, mission systems primes, and autonomy partners, and structure teaming and subcontract arrangements.

Customer Engagement and Shaping

• Build relationships across naval aviation requirements sponsors, PAE Aviation program teams, warfare centers, fleet squadrons, and test and evaluation communities.

• Engage operators and aircrew early to understand workload, cockpit and ground control station interaction, and crewed-uncrewed teaming needs, and feed that into requirements.

• Plan and support demos, fleet experiments, and exercise participation.

• Represent Primordial Labs at industry days, symposia, and customer meetings.

Market and Competitive Intelligence

• Track Navy aviation budget documents, acquisition strategies, solicitations, and BAAs, and translate them into capture decisions.

• Track competitors and partners in autonomy, mission systems, and human-machine interface markets.

• Identify adjacencies across Navy aviation, including rotary wing, training, and test.

Cross-Functional Collaboration

• Partner with engineering, product, and program management so commitments are technically sound and deliverable.

• Bring customer and market insight into roadmap and go-to-market planning.

• Lead or support proposal writing, reviews, and teaming partner coordination.

About You

Experience

• 4+ years in business development, capture, or government sales

• Direct experience with Navy aviation customers and Navy acquisition processes.

• Demonstrated success owning and winning opportunities across the full capture lifecycle.

• Established relationships across naval aviation program offices, warfare centers, OPNAV staff, or industry partners.

• Prior service or work in naval aviation (aviator, NFO, acquisition professional) is a major plus.

Skills

• Working knowledge of acquisition pathways and contract vehicles, including OTAs, CSOs, and traditional FAR-based contracts.

• Strong writing and briefing skills, with experience presenting to flag officers and SES-level civilians.

• Organized enough to run multiple active captures at once.

• Comfortable in CRM platforms and Microsoft Office.

• Works with autonomy and ownership in a small, fast team.

Security Clearance

• Active U.S. security clearance preferred; ability to obtain and maintain one required.

Desirable Qualities

• Familiarity with crewed-uncrewed teaming, autonomy, and pilot-vehicle interface concepts.

• Experience capturing aviation or unmanned systems programs.

• Experience with carrier aviation operations or the naval aviation enterprise structure.

• Prior startup or early-stage defense tech experience.

Important Qualification Note: Due to the nature of our work and federal compliance requirements, this position strictly requires U.S. Citizenship and current residency within the United States. Please note that Permanent Residency (Green Card status) or visa sponsorship cannot satisfy these specific regulatory requirements.

Compensation & Travel

• Travel up to 50%.

• Compensation for this position includes a target base salary of $150,000 - $200,000 annually, plus incentives and equity, with the final offer determined by the candidate's experience level.

We’re committed to fair and equitable compensation and are happy to explain how we determine our salary ranges, just ask!

Our Benefits

• Beyond a Competitive Salary, we provide a significant equity stake, aligning your growth with ours.

• 100% Remote: This role is fully remote, open to residents across the US. We believe that talent knows no borders (well, except for the US in this case!).

• Comprehensive Health Coverage: We provide comprehensive medical, dental, and vision plans so you and your family can stay healthy and worry free.

• Retirement Planning: Plan for tomorrow with our 401(k) package, complete with a generous 6% company match.

• Generous DTO: Our generous Discretionary Time off (DTO) policy is all about helping you take the breaks you deserve and live your healthiest, most fulfilling life.

• Elite Technology Package: Enjoy an elite technology package to make your work effortless and efficient.

Our Interview Process

Our interview process is designed to be thorough and respectful of your time. It typically includes:

1. Conversation with the People Team: Lets get to know one another first!

2. Manager Conversation: A chat with the hiring manager to discuss responsibilities, team dynamics, and your relevant experience.

3. Team & Process Deep Dive: A 60 minute discussion with cross-functional team members currently supporting our BD efforts. You'll learn about our day to day operations, and we'll discuss your past experience.

4. Strategy Discussion: A 45 minute conversation with our Director of Strategy to align on our growth objectives, market opportunities, and long term vision.

5. Q&A with our CEO: Final call with our CEO to discuss company culture and get all of your lingering questions answered.

We are committed to a low-stress interview experience. No trick questions or brain teasers!

Primordial Labs is an equal opportunity employer, committed to creating a welcoming and respectful environment for everyone. Discrimination and harassment have no place here. We firmly believe that a diverse team enriches our problem-solving capabilities, sparks greater creativity, and ultimately leads to a better product and a more vibrant company.

We understand that great talent comes from various paths and that passion and transferable skills are invaluable. At Primordial Labs, what truly matters is your ability to make an impact, your dedication to our mission, and your capacity to thrive in a fast-paced, collaborative atmosphere. We are dedicated to fostering an inclusive workplace where you can contribute your unique talents, expand your skills, and learn continuously. If you’re driven to make a real impact, we encourage you to apply, even if your experience doesn’t perfectly align with every qualification.