Principal, Business Development Operations & Strategy

Purpose

Divergent is seeking a Principal, Business Development Operations & Strategy to drive the strategic planning, operational excellence, and execution infrastructure that enables the company's Aerospace & Defense business development organization to scale. This role serves as a strategic partner to Business Development leadership, establishing the operating mechanisms, market insights, and analytical frameworks that improve pursuit execution, investment decisions, and long-term growth.

Role

• Business Development Strategy Partner with Business Development leadership to develop and execute the company's long-term Aerospace & Defense growth strategy.
• Analyze defense priorities, customer demand signals, acquisition strategies, and competitive dynamics to identify new markets, programs, and partnership opportunities.
• Translate National Defense Strategy priorities, DoD budget trends, and customer modernization initiatives into actionable business development priorities.
• Develop strategic recommendations that inform executive decision-making, investment planning, and resource allocation.

Business Operations & Commercial Excellence

• Own the operating framework supporting the Aerospace & Defense business development organization, including pipeline governance, business rhythms, reporting, and performance metrics.
• Establish scalable processes supporting opportunity qualification, pursuit management, capture planning, and executive reviews.
• Develop executive dashboards and performance metrics that provide visibility into pipeline health, forecast accuracy, pursuit effectiveness, and organizational performance.
• Drive continuous improvement across business development processes, tools, and operating mechanisms.

Market Intelligence & Competitive Strategy

• Lead market assessments, competitive analyses, and customer intelligence to strengthen strategic positioning across priority accounts and programs.
• Monitor competitor activity, teaming strategies, contract vehicles, and acquisition trends across the defense industrial base.
• Identify emerging opportunities across DoD, allied governments, and prime contractor ecosystems.
• Develop executive-level market insights that improve pursuit prioritization and business strategy.

Cross-Functional Leadership

• Partner closely with Capture, Proposal, Engineering, Finance, Contracts, Supply Chain, and Program Management teams to align technical, commercial, and financial strategies across major pursuits.
• Support pursuit strategy through win themes, customer engagement planning, competitive positioning, and pricing strategy.
• Lead cross-functional initiatives that improve organizational alignment, decision-making, and execution across the business development lifecycle.
• Influence stakeholders across multiple functions without direct authority while driving accountability and execution.

Executive Engagement

• Develop executive briefings, customer presentations, strategic planning materials, and business reviews for senior leadership.
• Represent the company alongside Business Development leadership during customer engagements, industry conferences, and strategic meetings.
• Provide regular updates to executive leadership on pipeline performance, market dynamics, competitive positioning, and strategic initiatives.
• Serve as a trusted advisor to Business Development leadership on operational priorities and organizational effectiveness.

Success Metrics

• Increased pipeline quality, forecasting accuracy, and pursuit discipline.
• Improved business development operating cadence and executive decision-making.
• Measurable improvements in pipeline governance, CRM integrity, and organizational reporting.
• Successful execution of strategic initiatives supporting long-term growth.
• Strong cross-functional collaboration across commercial and technical organizations.