Business Development Manager (Defense Contracting)

Overview

Responsibilities

• Identify and qualify new business opportunities within the Department of Defense and related intelligence agencies.
• Develop and maintain long-term relationships with key government decision-makers and industry partners.
• Lead the capture management process to increase the probability of winning specific targeted contracts.
• Analyze market trends and competitor activity to inform internal product development and strategic planning.
• Collaborate with technical and proposal teams to ensure submissions meet all government specifications and requirements.
• Represent the organization at industry conferences, symposiums, and government briefings.
• Manage the business development pipeline and report on progress toward revenue and growth targets.

Qualifications

• Extensive experience in federal government contracting or military procurement processes is essential.
• Demonstrated knowledge of Federal Acquisition Regulations and Defense Federal Acquisition Regulation Supplement protocols.
• Active security clearance or the ability to obtain one for access to classified briefings.
• Proven track record of managing and winning multi-million dollar government contracts.
• Bachelor degree in business, engineering, or a field related to national security.
• Strong proficiency in CRM software and pipeline management tools.

Nice to have

• Master of Business Administration or a relevant advanced technical degree.
• Professional certification in capture management or proposal management.
• Prior military service or experience working within a government agency such as the DoD or NASA.
• Existing network of contacts within the aerospace and defense industry in major hubs.

Work environment

• Work is typically performed in a hybrid setting, balancing office time with frequent site visits to government installations.
• Culture is highly professional and structured, reflecting the disciplined nature of the defense sector.
• Travel is a regular requirement to attend industry events and meet with stakeholders across the country.
• Standard business hours often extend to accommodate proposal deadlines and high-priority networking events.
• Daily operations rely heavily on secure communication platforms and government procurement databases.

Benefits & growth

• Compensation typically includes a significant base salary supplemented by performance-based bonuses tied to contract awards.
• Career progression often leads to executive leadership roles such as Vice President of Business Development or Chief Growth Officer.
• Professional development is supported through specialized training in government relations and strategic capture.
• The role offers high job security due to the long-term nature of defense programs and federal funding cycles.
• Opportunities for advancement exist across both large prime contractors and specialized boutique defense firms.