Director Business Development - Government and Defense

Worker Type Regular Job Description Summary The Business Development Director is responsible for leading key growth activities across domestic and international markets. This role focuses on identifying new opportunities, strengthening strategic relationships, shaping winning strategies, and driving proposal efforts to secure new business. In this role you will work closely with internal teams and external partners to achieve organizational goals, strengthen market positioning, ensure compliance with applicable regulations, and provide mentorship to junior staff. Position Responsibilities Identify and develop new business opportunities in U.S. and international markets. Build and maintain trusted, strategic relationships with customers at all levels of their organizations. Develop and implement capture plans with clear, compelling win strategies. Lead and manage the full business development and proposal lifecycle, ensuring adherence to all requirements. Conduct market research to assess opportunity size, value, and strategic fit. Perform competitive assessments to understand the strengths and weaknesses of AV solutions and refine positioning. Establish and manage partnerships with other companies to pursue targeted opportunities and enhance AV product offerings. Collaborate with TMS leadership and Engineering to identify technology needs and align them with potential funding sources. Partner with Finance to manage project charge numbers and ensure proper budget allocation for proposal efforts. Ensure all product and technology offerings comply with applicable regulations. Communicate regularly with management and internal stakeholders to align on customer requirements, market feedback, and strategy. Travel within the U.S. and internationally as needed to build and maintain customer relationships and pursue new business. Mentor and manage junior Business Development staff, supporting their growth and development. Support development of marketing collateral in coordination with the Marketing team. Assist in identifying and recruiting top talent to build a high‑performing Business Development team. Basic Qualifications (Required Skills & Experience) Minimum of 10+ years of progressive business development experience with increasing levels of responsibility, preferably in defense, maritime, or related autonomous and marine robotics experience. Prior Naval Special Operations (Navy Diver, Explosive Ordnance Disposal (EOD); Mine Warfare; Robotics Warfare specialty; or joint Special Operations Forces (SOF) experience (e.g., NSW, SOCOM, EOD, or military combatant diver), preferably at the Staff NCO (SNCO) or Field Grade Officer level. Bachelor’s degree in Business Administration, Engineering, or a related field with relevant Remotely Operated or Autonomous Vehicle experience. Extensive experience developing winning proposals and securing contracts with USSOCOM, the U.S. Department of Defense (DoD), or equivalent international defense customers. Demonstrated ability to understand and translate domestic and international customer requirements, needs, and challenges into executable solutions, as evidenced by successful capture and growth of key accounts. Management (CRM) tools (e.g., Salesforce, HubSpot, or equivalent). Strong knowledge of U.S. Government (USG) acquisition, budgeting, and program planning processes. Demonstrated business acumen with a background in special operations, unmanned systems, and/or advanced defense/maritime technologies (e.g., tactical missiles, small UAS, remotely operated and autonomous underwater vehicles, or similar systems). Ability to travel domestically and internationally up to 50% of the time. Work Location We are flexible on work location as long as you are within commuting distance of an AV office. Other Qualifications & Desired Competencies Advanced degree (e.g., MBA, MS in Engineering, or related field). Active Secret clearance and the ability to obtain Top Secret clearance if required. Direct experience with ROVs, unmanned systems, and/or maritime/underwater systems. Familiarity with international defense procurement and export control considerations (e.g., ITAR, EAR, EU/UK export regimes). Strong written and verbal communication skills. Demonstrated success developing competitive proposals for complex/large programs. Solid understanding of budgeting and scheduling, with the ability to track and forecast using basic business analysis tools. Self‑motivated, with strong problem‑solving skills and the ability to manage multiple priorities. Proven ability to work effectively on cross‑functional teams and build strong internal and external relationships. Strong negotiation, strategic planning, and interpersonal skills. Proficiency in MS Office (Word, Excel, PowerPoint, Outlook). Able to perform in a fast‑paced, deadline‑driven environment and adapt to changing requirements. Demonstrated initiative, commitment to teamwork, and focus on continuous improvement. Physical Demands Ability to work in an office environment. Ability to conduct field activities as needed, including vehicle/ROV demonstrations and customer training events (which may involve working on or near the water, vessels, or test ranges). Ability to support maritime operations from small craft (e.g., RHIBs or similar rubber boats) in varying sea and weather conditions. Ability to lift, carry, and maneuver equipment weighing up to 70 lbs. Required to sit and stand for extended periods; must be able to talk, hear, and use hands and fingers to operate a computer, phone, and other office equipment on a frequent/constant basis. Clearance Level No Clearance The salary range for this role is: $126,500 - $192,750 AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate’s work experience, education/training, and key skills. ITAR Requirement: This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). In order to comply with the requirements of the ITAR and/or the EAR, applicants must qualify as a U.S. person under the ITAR and the EAR, or a person to be approved for an export license by the governing agency whose technology comes under its jurisdiction. Please understand that any job offer that requires approval of an export license will be conditional on AeroVironment’s determination that it will be able to obtain an export license in a time frame consistent with AeroVironment’s business requirements. A “U.S. person” according to the ITAR definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee or asylee. See 22 CFR § 120.15. Some positions will require current U.S. Citizenship due to contract requirements. Benefits : AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown. For more information about our company benefit offerings please visit: http://www.avinc.com/myavbenefits . We also encourage you to review our company website at http://www.avinc.com to learn more about us. Principals only need apply. NO agencies please. About AV: AV isn’t for everyone. We hire the curious, the relentless, the mission-obsessed. The best of the best. We don’t just build defense technology—we redefine what’s possible. As the premier autonomous systems company in the U.S., AV delivers breakthrough capabilities across air, land, sea, space, and cyber. From AI-powered drones and loitering munitions to integrated autonomy and space resilience, our technologies shape the future of warfare and protect those who serve. Founded by legendary innovator Dr. Paul MacCready, AV has spent over 50 years pushing the boundaries of what unmanned systems can do. Our heritage includes seven platforms in the Smithsonian—but we’re not building history, we’re building what’s next. If you're ready to build technology that matters—with speed, scale, and purpose—there’s no better place to do it than AV. We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status. ITAR U.S. Citizenship is required. Secret or Top Secret clearance, or the ability obtain a clearance is desired.