Director, Business Development and Key Account Partnerships
Position Summary
The Director, Business Development and Key Account Partnerships is a senior strategic leadership role responsible for developing business opportunities, partnerships and programs across the Chemical, Biological, Radiological, Nuclear and Explosives (CBRNE) analytical testing markets. The individual will also enhance global sales opportunities and develop relationships to enable 908 Devices’ sensing technologies to be integrated into next-generation public safety, security, and defense solutions worldwide.
About the Role
Reporting to the Chief Business Strategy Officer, with a dotted-line relationship to the Senior Vice President of Sales and Product Marketing, this role will focus on developing and executing strategic collaborations with system integrators, OEM partners, robotics companies, advanced technology providers and government agencies.
Key Responsibilities
Represent 908 Devices as a technology ambassador, driving integration and sales of our analytical technologies.
Leverage your network by understanding their needs and highlighting the value creation opportunities available with 908 Devices technology.
Identify market gaps and trends to capture growth opportunities and additional revenue streams.
Collaborate and develop strategies in conjunction with the sales and product team to optimize business processes, marketing and sales.
Develop, expand and nurture key accounts across the CBRNE business and OEM landscape.
Lead the capture of programs embedding 908 Devices technologies into integrated sensing platforms.
Develop and manage partnerships with system integrators, OEM manufacturers, robotics companies, defense platform developers, critical infrastructure suppliers, global trading houses and distributors, from conception to proposal development to negotiation of business terms and conditions.
Collaborate with engineering and product management to ensure successful technical integration and alignment with the company’s technology roadmap and SWaP reduction goals.
Lead proposal development, government tenders, and large development and sales opportunities to drive partnership initiatives to successful outcomes.
Deliver near- and mid-term revenue through partner and key account driven opportunities while building long-term program pipelines within the CBRNE market.
Align partnership initiatives with global sales strategies and regional priorities for all markets.
Identify opportunities that complement the company’s existing channel structure.
Influence market insights to shape future sensing technology roadmaps.
Identify emerging operational requirements across military, border security, and public safety markets.
Identify and secure externally funded R&D programs through government agencies and innovation programs in the Rest of World (RoW).
Structure joint development initiatives with strategic partners.
Skills & Qualifications
Industry Knowledge: Domain background in CBRNE detection, chemical sensing technologies, or defense/security systems.
Understanding of global defense, security, and public safety markets.
Experience working with system integrators, OEMs, or robotics platform developers.
Strategic & Commercial Acumen: Ability to balance near- and mid-term revenue delivery with long-term strategic program development.
Communication & Influence: Strong executive presence and ability to engage with senior leaders across industry and government.
Education & Experience: 10+ years in strategic business development, partnerships, or international sales within defense, security, or advanced sensing industries.
Proven sales record in security and defense.
Demonstrated success building key partnerships for regional sales, integrator and OEM partnerships.
Experience delivering revenue through key accounts, strategic programs and long-term partnerships.
Bachelor’s degree or equivalent required; advanced degree or qualifications preferred.
Additional Information
Compensation: The annualized base pay range for this position at the commencement of employment is expected to be between $155,000 and $190,000 per year; the base pay offered may vary depending on several individualized factors, including market location, job-related skills, and experience.
This position may also be eligible to receive additional compensation, such as an annual incentive bonus, sales commission, or long-term incentives. Compensation for candidates hired outside the United States will be determined in accordance with local market practices, applicable laws, and internal compensation policies.