Business Development Manager, Special Operations

About this role

BUSINESS DEVELOPMENT MANAGER, SPECIAL OPERATIONS – NODA AI

Location: Austin, TX (Hybrid on-site, with approximately 30% travel supporting customer engagements, demonstrations, and industry events)
Clearance Requirement: U.S. Citizen with the ability to obtain and maintain a security clearance

About NODA

NODA is a Veteran-owned, venture-backed technology company that is transforming how unmanned systems collaborate in complex, mission-critical environments. We are developing next-generation solutions that enable the autonomous orchestration of heterogeneous unmanned systems across air, sea, land, and space with vital applications in the defense, intelligence, and commercial sectors.

Our Business Development team plays a critical role in shaping how autonomous systems are adopted across the defense enterprise, influencing requirements before they are written, shaping acquisition strategies before they are released, and accelerating the transition of next-generation autonomy capabilities from concept to operational deployment.

Joining NODA means working on meaningful technology that pushes the boundaries of autonomy alongside a team that thrives on innovation, rapid iteration, and collaboration.

The Role

We are seeking a Business Development Manager to lead growth across the U.S. Special Operations community. This is not an account management role. This is a builder's role.

You will identify emerging mission needs, establish trusted relationships across the Special Operations enterprise, influence acquisition strategies, and lead opportunities from initial engagement through contract award. You will work directly with operators, acquisition professionals, Program Executive Offices, prime contractors, and industry partners to position NODA where our technology creates operational advantage.

Success in this role requires initiative, sound judgment, intellectual curiosity, and the ability to operate independently in a fast-moving startup environment where priorities evolve quickly and opportunities are often created rather than assigned. The ideal candidate is equally comfortable discussing operational challenges with end users, technical integration with engineers, and acquisition strategy with senior government leaders.

Key Responsibilities

- Develop and execute NODA's business development strategy across SOF, Program Executive Offices, and adjacent mission organizations

- Build trusted relationships with operators, mission planners, acquisition professionals, contracting officers, laboratories, innovation organizations, prime contractors, and senior government stakeholders

- Identify, qualify, shape, and capture strategic opportunities from early customer engagement through proposal, negotiation, award, and transition to execution

- Develop and maintain a healthy multi-quarter pipeline while delivering accurate forecasting, opportunity qualification, and disciplined CRM management

- Lead capture planning including customer engagement strategy, competitive assessments, solution shaping, teaming strategies, pricing support, win themes, proposal development, bid/no-bid recommendations, and executive gate reviews

- Influence future customer requirements through regular engagement with operators, mission planners, acquisition professionals, and program offices

- Partner closely with Engineering, Product, Mission Operations, Contracts, and Executive Leadership to align customer priorities with NODA's product roadmap and growth strategy

- Navigate FAR-based contracts, OTAs, CSOs, SBIR/STTR, IDIQs, SOFWERX, DIU, AFWERX, and other rapid acquisition mechanisms

- Identify and cultivate strategic partnerships with prime contractors, systems integrators, emerging technology companies, academia, and mission partners

- Represent NODA at demonstrations, operational exercises, and industry events including SOF Week, NDIA, AUSA, AFA, and Modern Day Marine

- Monitor mission priorities, acquisition strategies, funding, competitive activity, and capability gaps to inform executive decision-making

- Develop executive briefings, capability presentations, white papers, and strategic communications

Required Qualifications

- 8+ years of business development, capture management, military, government, or related DoD experience

- Demonstrated success winning new business from customer engagement through contract award

- Strong understanding of the Special Operations enterprise, acquisition organizations, budget cycles, and procurement processes

- Experience with FAR-based contracting and non-traditional acquisition pathways including OTAs, CSOs, SBIR/STTR, IDIQs, and rapid acquisition efforts

- Established relationships across the Special Operations enterprise

- Ability to engage credibly in technical discussions involving autonomy, AI-enabled software, robotics, interoperability, and unmanned systems

- Experience developing account strategies, capture plans, competitive positioning, and win strategies

- Bachelor's degree or equivalent combination of military, government, and industry experience

- U.S. Citizenship with the ability to obtain and maintain a security clearance

- Ability to travel approximately 30%

Preferred Qualifications

- Prior service in the U.S. Special Operations community or extensive experience supporting SOF organizations

- Existing relationships across USSOCOM Headquarters, TSOCs, SOF AT&L, SOFWERX, DIU, DARPA, NavalX, AFWERX, or other defense innovation organizations

- Experience supporting autonomous systems, AI-enabled software, unmanned systems, ISR, C5ISR, robotics, mission autonomy, or adjacent defense technologies

- Experience working within a venture-backed or high-growth defense technology company

- Experience supporting demonstrations, experimentation campaigns, or technology transition efforts

- Active Top Secret or TS/SCI security clearance

- Mission-first mindset with a passion for delivering operational…