Head of Commercial Business Development

About the role

Due to the nature of our work in defense, Darkhive does not provide visa sponsorship for this role. Candidates must be eligible to obtain and maintain a security clearance, which usually requires US citizenship.

Responsibilities

• Drive revenue growth by taking complete ownership of the commercial business development lifecycle, including market mapping, lead generation, contract closure, and account expansion across key verticals such as critical infrastructure, public safety, agriculture, logistics, and energy.
• Define and execute the launch strategy for new commercial products and services, collaborating closely with product and engineering teams to prioritize roadmap items based on customer feedback.
• Lead strategic market analysis by tracking competitive dynamics, calculating addressable market sizing, identifying demand signals, and gathering pricing intelligence to guide business development priorities.
• Recruit, scale, and lead a high-performing commercial sales organization, establishing clear performance targets, coaching the team on complex enterprise sales methodologies, and fostering an internal culture focused on speed and accountability.
• Develop and manage a robust network of system integrators, resellers, and strategic industry alliances to expand market reach without requiring proportional headcount growth.
• Navigate complex compliance by managing export controls, regulatory frameworks like the FAA, ITAR, or EAR, and corporate procurement processes, working hand in hand with legal and compliance teams to close deals efficiently.
• Serve as a brand ambassador by representing the company at major industry events, trade shows, and media opportunities to build brand credibility and establish deep executive relationships in target markets.
• Partner closely with defense business development counterparts and executive leadership to identify cross-over commercial opportunities, shared technology plays, and markets where dual-use positioning creates a distinct competitive edge.

Requirements

• Enterprise deal experience: 8+ years of experience closing complex, multi-stakeholder corporate or government deals at an emerging technology company.
• Aerospace or autonomy background: Direct industry experience in drones, robotics, aerospace, or adjacent hardware and software sectors.
• Market analytics proficiency: Highly skilled at building or overseeing market sizing models, competitive intelligence tracking, and data-driven prioritization frameworks.
• Proven team leadership: Clear track record of building, scaling, and managing business development or sales teams from early stage through rapid growth.
• Regulatory fluency: Strong working knowledge of FAA airspace regulations, export control frameworks, and dual-use compliance considerations.
• Executive presence: Comfortable engaging C-suite executives and government stakeholders, able to translate complex technical capabilities into clear business value.
• Startup orientation: Thrives in ambiguous environments, moves fast, and naturally builds organizational structure where none exists yet.

Qualifications

• Prior experience in a dual-use or defense-adjacent commercial role.
• Existing network in critical infrastructure, logistics, energy, or public safety verticals.
• Technical literacy in autonomy, computer vision, or UAS hardware/software stacks.
• Hands-on experience with market intelligence tools (e.g. Crayon, Klue, PitchBook, or custom dashboards).
• Active security clearance or clearance eligibility.

Skills

• Strong business acumen and strategic thinking.
• Exceptional interpersonal and communication skills.
• Ability to work independently and as part of a team.
• Highly organized and detail-oriented.
• Experience with CRM tools and market research platforms.

Benefits

• Comprehensive medical plans.
• 100% employer-paid dental and vision insurance premiums.
• Automatic 401k employer contribution with vesting.
• 11 paid holidays.
• 5 days of sick leave.
• Stock options.
• Welcoming and friendly work environment.
• Respect for work-life balance.

Pay

Compensation is commensurate with experience.

Schedule

Full-time position.