Business Development Manager, Special Operations

Business Development Manager, Special Operations – NODA AI Location: Austin, TX (Hybrid on-site, with approximately 30% travel supporting customer engagements, demonstrations, and industry events) Clearance Requirement: U.S. Citizen with the ability to obtain and maintain a security clearance About NODA NODA is a Veteran-owned, venture-backed technology company that is transforming how unmanned systems collaborate in complex, mission-critical environments. We are developing next-generation solutions that enable the autonomous orchestration of heterogeneous unmanned systems across air, sea, land, and space with vital applications in the defense, intelligence, and commercial sectors. Our Business Development team plays a critical role in shaping how autonomous systems are adopted across the defense enterprise, influencing requirements before they are written, shaping acquisition strategies before they are released, and accelerating the transition of next-generation autonomy capabilities from concept to operational deployment. Joining NODA means working on meaningful technology that pushes the boundaries of autonomy alongside a team that thrives on innovation, rapid iteration, and collaboration. The Role We are seeking a Business Development Manager to lead growth across the U.S. Special Operations community. This is not an account management role. This is a builder's role. You will identify emerging mission needs, establish trusted relationships across the Special Operations enterprise, influence acquisition strategies, and lead opportunities from initial engagement through contract award. You will work directly with operators, acquisition professionals, Program Executive Offices, prime contractors, and industry partners to position NODA where our technology creates operational advantage. Success in this role requires initiative, sound judgment, intellectual curiosity, and the ability to operate independently in a fast-moving startup environment where priorities evolve quickly and opportunities are often created rather than assigned. The ideal candidate is equally comfortable discussing operational challenges with end users, technical integration with engineers, and acquisition strategy with senior government leaders. Key Responsibilities Develop and execute NODA's business development strategy across SOF, Program Executive Offices, and adjacent mission organizations Build trusted relationships with operators, mission planners, acquisition professionals, contracting officers, laboratories, innovation organizations, prime contractors, and senior government stakeholders Identify, qualify, shape, and capture strategic opportunities from early customer engagement through proposal, negotiation, award, and transition to execution Develop and maintain a healthy multi-quarter pipeline while delivering accurate forecasting, opportunity qualification, and disciplined CRM management Lead capture planning including customer engagement strategy, competitive assessments, solution shaping, teaming strategies, pricing support, win themes, proposal development, bid/no-bid recommendations, and executive gate reviews Influence future customer requirements through regular engagement with operators, mission planners, acquisition professionals, and program offices Partner closely with Engineering, Product, Mission Operations, Contracts, and Executive Leadership to align customer priorities with NODA's product roadmap and growth strategy Navigate FAR-based contracts, OTAs, CSOs, SBIR/STTR, IDIQs, SOFWERX, DIU, AFWERX, and other rapid acquisition mechanisms Identify and cultivate strategic partnerships with prime contractors, systems integrators, emerging technology companies, academia, and mission partners Represent NODA at demonstrations, operational exercises, and industry events including SOF Week, NDIA, AUSA, AFA, and Modern Day Marine Monitor mission priorities, acquisition strategies, funding, competitive activity, and capability gaps to inform executive decision-making Develop executive briefings, capability presentations, white papers, and strategic communications Required Qualifications 8+ years of business development, capture management, military, government, or related DoD experience Demonstrated success winning new business from customer engagement through contract award Strong understanding of the Special Operations enterprise, acquisition organizations, budget cycles, and procurement processes Experience with FAR-based contracting and non-traditional acquisition pathways including OTAs, CSOs, SBIR/STTR, IDIQs, and rapid acquisition efforts Established relationships across the Special Operations enterprise Ability to engage credibly in technical discussions involving autonomy, AI-enabled software, robotics, interoperability, and unmanned systems Experience developing account strategies, capture plans, competitive positioning, and win strategies Bachelor's degree or equivalent combination of military, government, and industry experience U.S. Citizenship with the ability to obtain and maintain a security clearance Ability to travel approximately 30% Preferred Qualifications Prior service in the U.S. Special Operations community or extensive experience supporting SOF organizations Existing relationships across USSOCOM Headquarters, TSOCs, SOF AT&L, SOFWERX, DIU, DARPA, NavalX, AFWERX, or other defense innovation organizations Experience supporting autonomous systems, AI-enabled software, unmanned systems, ISR, C5ISR, robotics, mission autonomy, or adjacent defense technologies Experience working within a venture-backed or high-growth defense technology company Experience supporting demonstrations, experimentation campaigns, or technology transition efforts Active Top Secret or TS/SCI security clearance Mission-first mindset with a passion for delivering operational advantage to the warfighter Builder mentality with the initiative to create opportunities and shape markets rather than wait for them Technically curious, with the ability to translate complex autonomy and AI concepts into mission value Comfortable operating independently in ambiguous startup environments where priorities evolve quickly Skills & Attributes Strategic thinker who connects customer challenges with business growth and product strategy Exceptional relationship builder with strong executive presence across government, industry, and the operator community Outstanding communication, presentation, negotiation, and influencing skills Highly organized with disciplined forecasting, pipeline management, and opportunity tracking Collaborative partner across Engineering, Product, Operations, Contracts, and Leadership Resilient, adaptable, accountable, and results-oriented Benefits & Perks Our culture fosters collaboration, respect, and trust, empowering passionate people to do their best work. We offer a competitive salary, comprehensive benefits, and opportunities for career growth. In addition to an opportunity to take part in an innovative, collaborative and fast-growing business with a highly motivated and skilled team, we also take pride in taking care of our employees. Here are just a few ways that we show our appreciation: We offer comprehensive medical, dental, and visions plans 401(k) Retirement Savings Plan to invest in your long-term retirement goals + Company match Equity grants for new hires Unlimited PTO 11 Paid holidays Extremely generous company holiday calendar, including a holiday hiatus in November, & December. Generous Parental Leave Military Leave for annual training or service requirements FSA DCFSA HSA Professional Development Opportunities Access to One Medical Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well. Export Control Compliance To conform to U.S. government export control regulations, including the International Traffic in Arms Regulations (ITAR) and Export Administration Regulations (EAR), you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or otherwise eligible to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce. Equal Opportunity Statement NODA AI is an Equal Opportunity Employer committed to fostering a diverse, inclusive, and respectful workplace and to maintaining equitable employment and hiring practices. We provide equal employment opportunities to all applicants and employees and make all employment decisions without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable federal, state, or local law. As a federal contractor, NODA AI complies with all applicable equal employment opportunity and affirmative action requirements, including Section 503 of the Rehabilitation Act of 1973, as amended, and the Vietnam Era Veterans' Readjustment Assistance Act of 1974 (VEVRAA), as amended. We are committed to providing reasonable accommodations to qualified applicants and employees with disabilities throughout the recruiting, hiring, and employment process. Consistent with applicable federal, state, and local laws, qualified applicants with criminal histories will be considered for employment in a manner consistent with applicable fair chance and ban-the-box laws, including the Fair Chance Initiative for Hiring Ordinance where applicable. We actively encourage qualified individuals of all backgrounds, including women, minorities, protected veterans, and individuals with disabilities, to apply. NODA AI is committed to fostering an inclusive, supportive, and accessible work environment for all applicants and employees. If you require accommodations or assistance during the application process, please don’t hesitate to reach out to us at [email protected] or contact your recruiter so we can provide the support you need.