Director of Business Development

Position Summary

The Director of Business Development is responsible for identifying, developing, and capturing new business opportunities while building long-term strategic relationships with customers, partners, and industry stakeholders. This role requires a highly motivated sales leader with deep RF and microwave industry experience who understands the Aerospace & Defense procurement process, can engage engineering and executive leadership, and has a proven record of growing revenue through consultative technical sales.

Primary Responsibilities

• Develop and execute business development strategies that drive sustained revenue growth.

• Identify, qualify, pursue, and capture new business opportunities within Aerospace & Defense, government, and commercial RF markets.

• Build and maintain strong relationships with engineering, supply chain, program management, and executive decision makers at customer organizations.

• Develop and manage a healthy sales pipeline using Salesforce, ensuring accurate forecasting and opportunity tracking.

• Generate and qualify leads through customer visits, industry conferences, trade shows, networking, and strategic partnerships.

• Maintain regular interaction with customers to gain insight into upcoming programs, design activities, and procurement opportunities.

• Position X-Microwave as the preferred partner for RF and microwave subsystem and modular design solutions.

• Collaborate closely with Engineering and Operations to align technical solutions with customer requirements.

• Work cross-functionally to develop winning proposals, quotations, and capture strategies.

• Provide competitive intelligence and market feedback regarding customer needs, industry trends, and competitor activity.

• Support strategic account planning and long-term customer growth initiatives.

• Represent X-Microwave professionally at customer meetings, conferences, and industry events.

• Meet or exceed established bookings, revenue, and pipeline growth objectives.

Success Metrics

• Growth in sales pipeline

• New customer acquisition

• Bookings growth

• Opportunity win rate

• Expansion within existing strategic accounts

• Customer engagement and relationship development

• Forecast accuracy

• Pipeline quality and activity

Requirements

• Required:

  • Bachelor's degree in Engineering, Business, or a related technical field.
  • Minimum 10 years of experience in RF and microwave electronics sales or business development.
  • Demonstrated success selling RF, microwave, or electronic subsystem solutions.
  • Strong experience working with Aerospace & Defense customers, including major defense primes and government organizations.
  • Proven ability to identify, develop, and close complex technical sales opportunities.
  • Experience managing a sales pipeline using Salesforce or similar CRM tools.
  • Excellent verbal, written, and presentation communication skills.
  • Strong organizational and strategic planning abilities.
  • Willingness to travel approximately 30–50%.

• Preferred:

  • Existing relationships with key Aerospace & Defense OEMs and prime contractors.
  • Experience supporting government programs, space systems, EW, radar, SATCOM, communications, or electronic warfare applications.
  • Understanding of RF system architecture, microwave components, and subsystem integration.
  • Experience working with channel partners and manufacturers' representatives.
  • Active U.S. Security Clearance or eligibility to obtain one is a plus.

Personal Characteristics

• Customer-focused with a passion for solving complex engineering challenges.

• Self-motivated and entrepreneurial.

• Strategic yet hands-on in developing new business opportunities.

• Collaborative and team-oriented.

• Comfortable engaging everyone from design engineers to executive leadership.

• Highly organized with excellent follow-through.

• Results-driven with a strong sense of ownership and accountability.