Director of Business Development

Position Summary

Apium Swarm Robotics (ASR) is revolutionizing swarm autonomy software for air, surface, undersea, and ground vehicles operating across dual-use commercial and defense environments. Our systems are deployed on real platforms, tested in the field, and delivered to customers operating in complex, uncertain, and safety-critical conditions. We do not build research prototypes or slideware. Our software is integrated into real vehicles, tested in the field, and delivered to customers who depend on operational reliability, speed of execution, and mission relevance. We prioritize performance over hype.

About the role

ASR seeks a Director of Business Development to own and scale our federal growth function. This is a senior leadership role with end-to-end accountability for ASR’s defense and government revenue strategy — from target customer selection through capture, contract award, and program transition.

Essential Duties And Responsibilities

• Define and own ASR’s federal capture strategy, including target customer identification, pursuit prioritization, and bid/no-bid decisions on incoming opportunities
• Own ASR’s senior customer relationships across program offices, acquisition organizations, operational commands, and prime contractor partners; serve as the executive sponsor for top-tier accounts
• Lead capture for major opportunities across RFIs, RFPs, OTAs, SBIR/STTR programs, BAAs, IDIQs, and international vehicles, including win-theme development, pricing strategy, and competitive positioning
• Develop and own ASR’s defense market intelligence function, including analysis of DoD budgets, acquisition strategies, modernization priorities, and competitor activity, and translate those insights into strategic direction for the executive team
• Own end-to-end proposal development, orchestrating engineering, contracts, operations, and executive leadership, with full accountability for proposal quality, pricing strategy, and submission outcomes
• Deliver executive-level briefings to senior military and government audiences, including program executive officers, flag officers, and SES-equivalent civilians; lead live demonstrations, field evaluations, and operational exercises
• Serve as ASR’s senior external representative at defense, autonomy, robotics, and unmanned-systems industry events, including conference panels and partner forums
• Partner with engineering and product leadership to translate customer demand signal into roadmap priorities, and with finance and contracts to structure deals that protect margin and program execution
• Travel up to 50% is expected, including domestic travel to customer sites, partner locations, and field exercises, plus occasional international travel in support of allied government engagements

Required Qualifications

• Bachelor’s degree in Business, Engineering, Aviation, Robotics, Military Science, or a related field (equivalent professional experience may substitute)
• 10+ years of progressive experience in defense business development, government sales, military acquisition, or related fields, with demonstrated ownership of full-cycle capture from qualification through award
• Deep working knowledge of FAR/DFARS procurement processes, federal contracting workflows, and the cost-accounting implications of defense sales structures
• Demonstrated experience leading capture or business development on defense, autonomy, robotics, ISR, AI/ML, counter-UAS, or other advanced defense technology programs
• Director-level presence and credibility with senior military and government audiences, including the ability to lead meetings with program executive officers, flag officers, and SES-equivalent civilians
• Prior US military service, particularly within SOF, aviation, maritime, ISR, robotics, or autonomous systems communities
• Existing relationships within USSOCOM, Army, Navy, Air Force, Marine Corps, DHS, DARPA, DIU, AFWERX, or other defense innovation organizations
• Direct experience with FMS (Foreign Military Sales), DCS (Direct Commercial Sales), and international defense sales workflows
• Demonstrated experience transitioning programs from prototype or OTA awards into programs of record
• Familiarity with the autonomy, AI-enabled ISR, counter-UAS, electronic warfare, or tactical communications networking markets
• Active U.S. Secret security clearance (TS/SCI a plus); previously held clearance acceptable
• Experience selling into allied government customers (Five Eyes, NATO, INDOPACOM partners)
• Track record building or scaling a business development function at a defense technology startup, including hiring, mentoring, and developing BD or capture personnel
• Demonstrated track record growing a pipeline from under $10M to over $50M in annual bookings, or comparable revenue-scaling outcomes, with personal ownership of multiple wins above $5M
• Formal training in capture management methodologies such as Shipley, APMP, or equivalent; certification preferred
• Master’s degree, MBA, or equivalent advanced degree
• Familiarity with ITAR/EAR export-control requirements and compliance workflows

Additional Desired Qualifications

• Physical Requirements And Working Conditions
• EEO and ITAR/EAR Work Authorization Disclosure
• Background Check
• E-Verify