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Distributed Spectrum builds radio spectrum intelligence systems using advanced AI/ML, custom GPU kernels, and embedded signal processing. The company is seeking an Associate Director of Business Development to own the Army customer segment and build a pipeline of funded opportunities.
In this hands-on role, you will identify key stakeholders within Army organizations, understand how requirements and funding flow, and create credible paths to funded contracts. You'll own opportunities end-to-end: from customer discovery and pilot development through proposal submission, source selection, and follow-on expansion.
Key responsibilities include:
- Building and managing an Army-focused pipeline from opportunity identification through proposal submission and expansion
- Developing net-new relationships across operational units, program offices, requirements organizations, acquisition communities, and contracting organizations
- Researching customer structures, decision-makers, mission priorities, budgets, acquisition pathways, and competitive landscape
- Creating stakeholder maps and engagement strategies to identify champions, blockers, decision-makers, and alternative entry points
- Translating operational problems into opportunity strategies, technical narratives, and measurable mission outcomes
- Scoping pilots, demonstrations, and experimentation efforts that prove mission value and transition into larger programs
- Developing win strategies covering customer engagement, competitive positioning, teaming, and proposal execution
- Owning assigned proposals, coordinating cross-functional inputs, and leading bid/no-bid recommendations
- Communicating Distributed Spectrum's RF sensing, edge processing, and AI/ML capabilities to operational, technical, and acquisition audiences
- Maintaining account documentation and providing strategic insights that inform product positioning
- Representing the company during frequent travel and periodic work in secure or classified environments
You bring 5+ years of relevant experience in military, defense, national security, or defense technology environments, with direct U.S. Army experience in business development, growth strategy, mission operations, or program strategy. You understand how Army formations identify mission needs, establish requirements, and transition technologies into sustained programs. You excel at navigating unfamiliar organizations, determining decision-makers, identifying funding sources, and building net-new customer relationships. You combine deep research with effective hunting and relationship building, communicate clearly across technical and executive audiences, and demonstrate strong follow-through and stakeholder management. Active Top Secret clearance is required; SCI eligibility is preferred.
