Director, DoW Business Development
At a glance
Leadership Business Development role at D-Fend Solutions. McLean · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Set the DoW growth plan and uncover opportunities across commands, programs, and defense organizations
- Build senior relationships with customers, acquisition teams, decision-makers, and industry partners
- Help sales executives develop accounts and move complex opportunities toward capture and closure
- Coordinate cross-service pursuits, partnerships, teaming arrangements, and channel development
- Track DoW budgets, priorities, acquisition activity, requirements, competition, and pipeline updates
What you bring
- Seven to ten years in U.S. defense business development or sales is required
- You bring an established network across the DoW and wider defense community
- You have developed strategic pursuits spanning multiple defense organizations, programs, or commands
- You understand DoW acquisition, procurement, budgeting, and contracting processes
- You can collaborate across Sales, Pre-Sales, Product, and leadership while communicating and presenting effectively
Who this fits
This role suits a senior defense business-development leader who can work across the U.S. Air Force, Marine Corps, Navy, SOCOM, and industry partners. It is an onsite position in McLean and requires frequent travel, listed as fifty percent. Experience with C-UAS, UAS, defense technology, or electronic warfare is preferred.
From the employer
D-Fend Solutions Inc., a world leader in counter-unmanned aerial vehicle (C-UAV)/counter-drone technologies, is seeking an experienced Director of Business Development – DoW to join our growing North American team.
This position will play a key role in expanding D-Fend Solutions’ presence across the U.S. defense market.
The Director will be responsible for developing broad DoW business opportunities, establishing strategic relationships, and supporting the sales team in identifying, developing, and advancing opportunities across multiple defense organizations, including the U.S. Air Force, U.S. Marine Corps, U.S. Navy, and U.S. Special Operations Command (SOCOM) and industry partners.
Specific Duties and Activities:
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Develop and execute an overarching DoW business development strategy aligned with company growth objectives.
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Identify and develop strategic opportunities across DoW organizations, programs, and commands.
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Build and maintain senior-level relationships with DoW customers, decision-makers, acquisition organizations, and industry partners.
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Partner with and support individual DoW Sales Executives in developing accounts, customer relationships, and opportunities within their assigned markets.
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Assist the sales team in advancing qualified opportunities through the sales lifecycle and positioning D-Fend Solutions for successful capture and closure.
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Identify opportunities that span multiple services, commands, and programs and coordinate efforts across the DoW sales organization.
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Develop strategic partnerships, teaming relationships, and channels that strengthen D-Fend Solutions’ position within the defense market.
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Monitor DoW priorities, budgets, programs, acquisition activities, customer requirements, and competitive trends.
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Work closely with Sales, Pre-Sales, Product, and leadership teams to develop strategies and solutions for key opportunities.
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Maintain visibility into the overall DoW pipeline and provide business development updates, market intelligence, and strategic recommendations to leadership.
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Represent D-Fend Solutions at senior-level customer meetings, demonstrations, conferences, trade shows, and other defense industry events.
Requirements:
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Minimum of 7–10 years of business development and/or sales experience within the U.S. defense market.
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Broad network and established relationships across the DoW and defense community.
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Demonstrated experience developing strategic opportunities across multiple defense organizations, programs, or commands.
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Proven ability to support and collaborate with sales teams in developing and advancing complex opportunities.
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Strong understanding of DoW acquisition, procurement, budgeting, and contracting processes.
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Strong strategic thinking with the ability to identify opportunities beyond individual accounts or service branches.
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Excellent relationship-building, communication, negotiation, and presentation skills.
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Ability to work collaboratively across Sales, Pre-Sales, Product, and leadership teams.
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Experience within C-UAS, UAS, defense technology, electronic warfare, or related markets preferred.
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Ability to travel frequently (50%).
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