Director of Business Development
Terranova · Berkeley, CA · 6 mo ago
On-siteBusiness Development$90k–$150k/yrFull-time
Key Responsibilities
- Lead end-to-end BD cycles from identification through close across state, federal, civil and defense markets
- Develop and maintain executive relationships with public-sector clients, EPCs, and defense contractors
- Structure multi-year partnerships and contracts in the $1M–$50M+ range
- Translate technical solutions into clear value propositions, proposals, and budgets
- Work directly with engineers to scope, price, and deliver pilot-to-scale programs
- Represent Terranova at conferences, site visits, and high-level briefings at the state and federal level
Preferred Skills And Experience
- Experience in construction, defense contracting, or infrastructure development
- Experience in startups 0 to 1 sales, ideally being in a sales role from seed through series B
- Experience with federal acquisition (FAR/DFARS) or contracting frameworks
- Deep understanding of earthworks, ground modification, or related heavy civil domains
- Exceptional commercial acumen and negotiation skills
- High tolerance for travel, long hours, and direct accountability for outcomes
- Strong writing and presentation ability for executive-level proposals
Nice To Have Skills
- Familiarity with engineering design-build workflows and bid preparation
- Technical fluency to interface effectively with mechanical, controls, and robotics teams
- Closed and led negotiations exceeding $50M+ in aggregate value
- Strong existing network in FEMA, USACE, DoD or major primes
Pay
$90k-150k base salary, stock options, and additional benefits