Business Development Lead - North America

About the role

The role supports ExTrac's North America commercial relationships end to end. You will protect and grow the significant accounts we already hold, and you will open and win new business across the defense, government, private sector, and intelligence-adjacent sectors.

Responsibilities

• Own a portfolio of existing US accounts, maintaining executive-level relationships, tracking commercial health, and leading renewal and expansion conversations.
• Act as the primary commercial contact for key customers, ensuring continuity, trust, and momentum across the relationship.
• Identify and position expansion opportunities within existing accounts, working in close coordination with Customer Success.
• Identify, pursue, and win new accounts across the defense, government, and intelligence-adjacent sectors, building a pipeline from a standing start.
• Navigate the acquisition and funding pathways that get a non-traditional vendor onto contract, including OTAs, consortia, and innovation-unit routes, and position ExTrac effectively within them.
• Drive trial-to-contract conversion across active opportunities, making sure the handoff from trial to full adoption is commercially sharp.
• Build and maintain an honest, well-qualified pipeline, forecast accurately, and escalate risk early.
• Apply rigorous qualification criteria, investing time where it will generate a return, and walking away when the fit is not there.
• Represent ExTrac credibly at senior levels, translating our capabilities into terms that map to each customer's mission or problem.
• Feed market intelligence back into ExTrac's product and strategic planning: what customers are saying, what competitors are doing, and where buying decisions are forming.
• Cover adjacent commercial responsibilities as needed.

Requirements

• A track record of managing and growing commercial relationships with complex organizations, ideally in defense, intelligence, government, or adjacent sectors in the US market.
• Demonstrated ability to open and win new business, not just manage existing accounts. You can build a pipeline from cold, qualify hard, and carry an opportunity through to close.
• Genuine comfort operating at senior levels. You can hold a room with a Chief of Staff, a program director, or a head of intelligence without needing to be managed through the conversation.
• Commercial discipline: you know how to qualify, advance, and close opportunities; you maintain a pipeline that reflects reality; you know when to invest and when to walk away.
• Mandatory: Current or previous US security clearance. Willingness to pursue clearance as ExTrac's US footprint develops is required.
• Desirable: Military background, ideally special operations or another operational role that built credibility and relationships in the defense or intelligence community.
• Experience selling or managing SaaS, data, or analytical platforms rather than purely advisory or staffing services.
• Familiarity with the East Coast defense tech and national security ecosystem, particularly the DC metro area, Florida, and North Carolina.

Benefits

• Competitive salary based on skills and experience.
• On-target earnings (OTE) structure tied directly to customer outcomes.
• A generous benefits package, including medical health insurance and 401(k).
• $500/year education budget with more expensive items (like conferences) covered with manager approval.
• 33 days of leave across the year inclusive of national holidays.

Interview Process

• Initial Intro Interview with Hiring Manager - 30 Minutes
• Technical Craft Interview - 45 Minutes
• Competency-based interview - 45 Minutes
• Senior Executive Interview - 45 Minutes

Equal Employment Opportunity

ExTrac AI is committed to a fair and transparent hiring process. We confirm that this advertisement is for an active, existing open role within our organization. Please be advised that we may use artificial intelligence-driven tools to assist our recruitment team in screening, assessing, and selecting candidates for this position but all hiring decisions will be made by a member of our team.