US Army Business Development Manager

US Army Business Development Manager

Work Type/Location: Hybrid in Fairfax, VA

About The Role

We are seeking a driven, ambitious US Army Business Development Manager to lead go-to-market strategies and drive significant growth outcomes for goTenna's mesh network solutions. This role will be central to scaling goTenna's presence across the Army and other defense agencies, growing existing and new engagements into enduring, impactful lines of business.

The US Army Business Development Manager will be responsible for creating and executing a goTenna sales strategy that prioritizes Conventional Army forces. Simultaneously, the Business Development Manager will develop relationships, manage activities, and drive brand awareness throughout the Army, Program Executive Offices, and other organizations that support US Army procurement, acquisitions, testing, and fielding.

What You'll Do

• Develop and execute sales strategies: Work with cross-functional teams to identify the most promising Army opportunities, craft market strategies, and position goTenna as a must-have capability for Army programs. Provide feedback on customer requirements, opportunities for improvement, and provide input to improve goTenna's ability to serve customers.
• Drive growth outcomes: Be the Subject Matter Expert on the Army organization, structure, key personnel, and how to navigate them for success. Determine near term sales targets while also planning for long term strategic engagement and relationship management to achieve institutional adoption of goTenna capabilities within US Army entities.
• Expand goTenna's footprint: Identify enterprise opportunities for business expansion and develop and manage relationships in Army markets that achieve growth milestones while increasing sales and business development activity.
• Present and demonstrate solutions: Identify customer capability gaps and clearly articulate value to a variety of audiences - including end users, program managers, procurement officials, and senior policy makers - on how goTenna products and services will close capability gaps and make soldiers safer and more effective.
• Build credibility and partnerships: Build and maintain relationships with industry partners and customer stakeholders at all levels through consistent engagement, problem solving, and sales support. Be a thought leader who engages customers on goTenna's innovation, vision, and future direction.

What We're Looking For

We value experience, adaptability, and a solutions-oriented mindset. The ideal candidate will have:

• 5+ years of direct experience selling into the Conventional Army with a proven track record of hitting and exceeding sales goals.
• Demonstrated knowledge of business development processes, pursuit development, proposals and negotiations; Experience drafting white papers, submitting and leading proposals, and government procurement methods and vehicles, such as but not limited to DLA-TLS, GSA, SBIR, OTAs, etc.
• Deep understanding of the defense ecosystem.
• A strong sense of urgency and an ownership mentality, with the ability to solve complex problems and overcome roadblocks.
• Uniformed, civilian, or contractor experience working with the US Army.
• Experience using Salesforce or similar CRM tools to actively manage a portfolio of many accounts and associated opportunities.
• Demonstrated ability to create and execute ambitious, holistic growth strategies within the US Army.
• Understanding of tactical communications equipment & its competitive landscape.
• Experience conducting and directing competitive product analysis using market research techniques and a solid technical understanding of service/agency needs and requirements

Travel is required up to 30-50% of the time. This role reports to the Vice President of Defense and is located in Northern Virginia. ITAR: U.S. Citizen or Green Card Required

Placement at the appropriate job level (entry, senior, etc) will be determined by a combination of years of experience, demonstration of proficiency in this field, and other qualifications.

goTenna is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

goTenna Benefits: Equity, 401(k) plan, Unlimited PTO, Parental Leave with Pay, Holiday pay (including December recess), Medical, Dental, Vision and life insurance, Pre-tax benefits, Short- and Long-term disability plans, Professional Development Stipend