Business Development Director - Gimbal Payload

Corporate Herndon, Virginia Huntsville, Alabama


WORK LOCATION: Herndon, VA or Huntsville, AL 

SALARY RANGE: $173,000 - $195,000 




Edge Autonomy is expanding and actively seeking a Business Development Director to lead our Octopus ISR payload line in North America. The company is going through a rapid business expansion and the position requires a professional leader, excellent team-builder and a mentor capable of developing a strategic vision and architecting the processes. The Business Development Director works to establish and manages the daily execution of the Octopus ISR payload business development strategy across the Americas. This leader must have proven technical and sales experience with electro-optical infrared (EO/IR) systems and sensor payloads and able to coordinate direct government sales, B2B sales, and product line development. This role requires an entrepreneurial focus that is high energy and hands-on with the ability to quickly flex from the tactical to the strategic. Requires forward and creative thinking to generate new revenue as well as expand existing relationships from strategies to identify prospects through the process of filling the sales pipeline and on to the generation of sale. This person will be responsible for developing and meeting sales quotas, answering directly to the Chief Growth Officer of the company. 



The following job functions are a basic requirement but are not limited to and may be assigned other duties.    

  • Focus on the optical line of business (Octopus ISR) and grow the payload line sales and brand awareness throughout the Americas.
  • Develop, execute, and oversee a business strategy that prioritizes growth and positive customer rankings.
  • Develop and maintain customer contacts and relationships with government offices and prime contractors related to development and acquisition of active EO/IR sensor payloads
  • Manages the daily execution of business development strategy, plans, and processes to drive sales, increase revenue, expand market, and accomplish financial objectives.
  • Support/lead customer interaction by providing input/development/briefing to Request for Information, whitepapers, Request for Proposals, and for customer on/off site briefings ISO of the Octopus ISR payload line
  • Assess and communicate to customers of payload sensing solution ability to meet mission needs
  • Identify and contribute to new IRAD/ technology development concepts and roadmaps for Octopus ISR product line.
  • Initiate and lead business captures to include identifying potential customers, heading discovery phase through interest/no-interest gate, shaping opportunity and pursuit, and leading proposal and supporting negotiations through program award
  • Develops and uses contacts and relationships within the industry, business environment, and customer base to understand and respond to competition, pricing and product demand changes.
  • Prospects new opportunities, manages relationships, schedules calls/meetings and is the face of our business.
  • Support marketing and proposal development by providing EO/IR payload sensing concepts and architecture solutions to customer missions and provide winning discriminators
  • Present business and technical plans to business leaders, decision makers and customers. Uses exceptional communication skills to make complex concepts simple.
  • Coordinates across internal and external teams to enable cross-discipline engagements to define and bring new products to market.
  • Promote the company’s products or services to prospective clients.
  • Provide continuous, constructive feedback to salespeople and other stakeholders.
  • Review sales contracts to ensure they meet legal and corporate guidelines.
  • Interact with clients and respond to important inquiries about the company’s products or services.



The following are a non-exhaustive list of qualifications for the position: 

  • Bachelor’s degree (or international equivalent) in Engineering/ Project Management or related field
  • 5+ years BD experience supporting/selling highly engineered, technical products with an international portfolio or responsibility
  • Knowledge of technology to analyze, design, and compare payload solutions and architectures.
  • Proven record of international sales growth
  • Technical knowledge with electro-optical (EO) and infrared (IR) optics and sensors
  • Proven successful experience selling and marketing EO/IR payloads to the US government and other commercial partners
  • Working knowledge of remote sensing payloads to include sub-systems (end-to-end EO, IR, Spectral, Laser, and RF); knowledge should include gimbal payload sensing solution’s concept and requirements that impact Payload's cost/schedule, development, operation, and performance.
  • Experience in customer service, marketing, or a sales-related international field
  • Demonstrated knowledge of business and sales growth techniques
  • Knowledge of commercial, civil, DOD, and IC customer’s payload sensing data use, mission needs, product expectations, operational infrastructure, user community, and technology plans
  • Proven self-starter with the ability to drive creativity and enthusiasm in others
  • Experience taking government and industry information and assess company capability as well as support/lead technology roadmaps and/or strategic plans.
  • Extensive knowledge of missions and customers across core technologies areas. Knowledge/experience working with critical customer base, established relationships with key personnel within customer community.
  • Experience in customer service, marketing, or a sales-related field
  • Strong knowledge of business and sales growth techniques
  • Exceptional project management skills
  • Exceptional verbal and written communication skills



  • Matching 401(k)
  • Paid PTO
  • Paid holidays
  • Medical, vision, and dental insurance
  • Group Short-Term & Long-Term Disability
  • HSA and FSA Options
  • Critical Care Plan
  • Accident Care Plan


Hiring Requirements 

If an offer of employment offer is extended, applicant must have the ability to pass a background check and the ability to be insured by the Company’s Auto-policy. An Offer of Employment is contingent upon the results. 


Clearance Requirements 

This position may require access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). To comply with the requirements of the ITAR and/or the EAR, applicants will be asked to provide specific documentation to verify a US person’s status. 


Edge Autonomy is an Equal Opportunity Employer 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. Edge Autonomy is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation, contact [email protected] 

Continued employment remains on an “At-Will” basis.