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Reflect Orbital is seeking a Director of Government Partnerships to lead and grow U.S. government sales. You will own the full sales cycle—from identifying opportunities and understanding customer needs through proposal submission, contract negotiation, and deal closure. You'll build on existing relationships and active SBIR programs while winning new customers and converting early contracts into repeat business.
You will report to the Chief Strategy Officer and work closely with the VP of Policy, Director of Business Development, and engineering teams. Your primary focus is driving revenue through government contract wins and account growth.
Key responsibilities include:
- Owning government sales targets and account plans, driving revenue growth from new and existing customers
- Managing the sales pipeline, prioritizing opportunities, and maintaining accurate forecasts and timelines
- Building and developing relationships with government users, program offices, and contracting teams
- Leading proposal development, pricing strategy, and contract negotiations with support from engineering, legal, and finance
- Pursuing follow-on contracts from active SBIR programs and identifying new funding and contracting pathways
- Coordinating with the VP of Policy to align customer needs with government relationship strategy
- Working with engineering to define deliverables, communicate clearly to customers, and establish realistic requirements
- Coordinating with legal, finance, and IT on compliance and operational requirements for government contracts
- Representing Reflect Orbital at industry events and conferences
Requirements:
- 7+ years of experience in government sales, capture, or business development with a proven track record of winning federal contracts and growing revenue
- Aerospace, defense, or emerging technology background preferred
- Strong understanding of federal buying processes, funding sources, and contracting vehicles (e.g., SBIR, GSA, etc.)
- Demonstrated experience writing proposals for government customers
- Established relationships with government customers, program offices, and contracting teams, particularly in defense or energy sectors
- Experience managing sales pipelines, forecasting contract awards, and expanding existing accounts
- Ability to sell complex technology by understanding customer needs and articulating clear value propositions
- Strong presentation and negotiation skills
- Willingness to manage deals directly and travel domestically and internationally
- Interest in space and energy sectors; experience selling space-based or emerging technologies is a plus
The company notes that exceptional candidates with unconventional backgrounds are encouraged to apply even if they don't meet 100% of stated qualifications.
