Business Development Manager, Special Operations

Business Development Manager, Special Operations – NODA AI

• Location: Remote, US (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

Ability to travel approximately 30%

Due to the nature of the position, U.S. citizenship is required due to ITAR regulations, along with the ability to obtain and maintain a DoD security clearance.

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 premium medical, dental, and vision coverage with zero paycheck premiums for you and your family

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 provid