Business Development Director – Defense Industry (DC Metropolitan Area - Remote)

Responsibilities

Develop and advance defense-sector sales opportunities across U.S. military organizations and industry partners, building senior customer relationships and managing deals from capture through closure. Track the DoW pipeline and market priorities, coordinate demonstrations and trade-show activity, provide product and market feedback, and collaborate with marketing on defense-focused messaging.

Requirements

Requires U.S. citizenship, an existing Secret clearance or higher, a degree in business, engineering, physics, or a related field, and at least seven years of high-tech sales experience. Candidates must understand DoW acquisition, procurement, budgeting, and contracting, have familiarity with C2 systems and defense sensing technologies, maintain established defense-community relationships, and be willing to travel up to 30% domestically and to Israel once or twice annually.

Skills

• Defense Business Development
• DoW Acquisition Processes
• Defense Procurement
• Budgeting And Contracting
• Sales Negotiation
• Account Management
• Salesforce
• C2 Systems
• Defense Sensing Technologies
• Counter-UAS Solutions
• AGV And UGV Technologies
• Market Intelligence
• Strategic Recommendations
• Customer Relationship Management
• Technical Sales
• Communication

About this role

Innoviz Technologies supplies safety-critical, high-performance LiDAR solutions to the automotive market, enabling autonomous robotaxis, self-driving trucks, and assisted driving systems in consumer vehicles. Recently, we expanded into transportation and security markets to enable intelligent intersection management, highway monitoring, automated tolling, and protection of critical infrastructure such as airports, power plants, data centers, and more. Now, we’re expanding into the defense market to equip AGVs and UGVs for autonomous missions within the military and bring laser-based counter-UAS (cUAS) solutions to protect our warfighters from rapidly evolving drone threats.
We are looking for a highly motivated individual-starter mindset to join our business team in North America and help convert a growing list of defense sector leads into sales and revenue. Reporting to the VP of Sales North America, your mission would be to identify, develop, and advance opportunities across multiple defense organizations, including the US Air Force, US Marine Corps, US Navy, and US Special Operations Command (SOCOM), as well as industry partners.
Responsibilities:
Represent Innoviz in defense customer meetings and build strong relationships with decision makers and senior leadership
Attend key defense trade shows including AUSA, Sea Air Space, SOF Week, Modern Day Marine, and cUAS Summit to expand Innoviz’s defense funnel through partners and sales channels
Maintain visibility into the overall DoW pipeline and provide business development updates, defense market intelligence, and strategic recommendations to Innoviz HQ, including opportunities that span multiple services, commands, and programs across the DoW
Schedule road shows to conduct onsite sales pitches leveraging Innoviz’s field engineers for product demonstrations at customer sites including the DoW’s preferred test locations (White Sands, Parsons cUAS of Excellence, Richmond cUAS Testbed, Pendleton UAS Range, Yuma Proving Grounds, etc)
Provide defense market feedback to product development teams at Innoviz HQ to impact the roadmap and future innovations while monitoring DoW priorities, budgets, grants, acquisition activities, technology requirements, and competitive trends
Negotiate long-term contracts, product pricing, payment terms, and annual support packages with private defense customers and federal agencies in the end-to-end deal cycle
Manage key account information in Salesforce including meeting notes, key contacts, qualified opportunities, revenue forecast, and distributor information to track sales from capture to closure
Collaborate with Innoviz marketing team to influence messaging, social media posts, and press releases for the defense ecosystem

Requirements
Must be located in the DC Metropolitan Area (Washington, DC, Northern Virginia, or Maryland)
Must be a U.S. citizen
Must have an existing security clearance (Secret, Top Secret, or higher)
Bachelor’s or Master’s Degree in Business, Engineering, Physics, or related field
7+ years of experience selling high-tech products with a strong understanding of DoW acquisition, procurement, budgeting, and contracting processes
Willingness to travel (up to 30%) within US & Canada and 1-2 trips to Israel (HQ) per year
What We Need to See:
Familiarity with existing C2 systems such as Lattice, CoT, XML, etc
Familiarity with sensing devices used in the defense sector such as acoustics, sonar, cameras, thermal, night vision, radars, and/or lidars
Strong communication skills with a structured problem-solving mindset to quickly identify hurdles in the sales cycle
Broad network and established relationships with decision makers across DoW and defense community
Ways to Stand Out from the Crowd:
Prior BD experience for cUAS solutions, including sensors and/or effectors, including electronic warfare
Prior BD experience for sensing & compute technologies for AGVs / UGVs
Strong technical foundation in optronics components, including lasers & detectors (VCSELs, EELs, Fiber Lasers, SPAD, SiPM, APD, etc)

About Innoviz Technologies

Primary and Secondary Education · 201-500 employees · headquartered in Santa Clara, California · founded 2016