United States onlyAre you driven to advance the U.S. Army’s mission and strengthen our nation’s defense capabilities? Do you excel at building strategic relationships, uncovering new opportunities, and shaping solutions that directly support warfighter needs and operational priorities? If so, we’re seeking a Business Development Specialist to lead growth with the U.S. Army and other key domestic defense customers for Insitu.
In this role, you will be a critical contributor to Insitu's U.S. market strategy, with a primary focus on the Army customer set. You’ll leverage your understanding of Uncrewed Air Systems, defense acquisition processes, and stakeholder collaboration to identify, develop, and capture new business. This is an opportunity to combine your business acumen and customer engagement skills with your commitment to those who serve—driving mission success through innovative partnerships, tailored solutions, and long-term customer value.
Responsibilities
- Lead business capture opportunities aligned with the domestic engagement strategy, proactively identifying new market opportunities to position the organization for growth
- Analyze the company’s capabilities in comparison to customer requirements, budgets, expected timelines, and competitor offerings to identify strengths and areas for differentiation
- Build and maintain strong relationships with customers, decision-makers, and influencers through consistent and meaningful engagement, fostering trust and collaboration
- Gather and evaluate customer input to enhance satisfaction, improve solutions, and create opportunities for repeat business
- Qualify and promptly address customer inquiries to drive action, secure commitments, and build credibility as a trusted partner
- Manage bid and proposal activities by organizing efforts across internal stakeholders, ensuring deadlines are met, and securing alignment and approvals from executive leadership
- Use deep knowledge of the company’s products, services, and processes to proactively shape customer requirements, influence purchasing decisions, and position for success
- Create, maintain, and continuously update detailed campaign plans, tracking progress, customer responses, and opportunity status to inform long-range business strategies
- Actively participate in trade shows, conferences, and customer engagements; coordinate follow-up actions and work closely with Marketing to amplify brand awareness and industry presence
Required Skills, Experience & Qualifications
- Previous experience in business development or defense sales, with a track record of successful business capture
- Previous experience working with the U.S. Army and/or other U.S. defense or government customers, with demonstrated success developing and growing accounts
- Understanding of U.S. Army organizational structures and key stakeholder communities
- Ability to evaluate market opportunities, analyze customer needs and competitor offerings, and align capture strategies with organizational goals and U.S. defense priorities
- Familiarity with DoD and U.S. Army acquisition processes and decision cycles, and experience interpreting and responding to U.S. government solicitations (e.g., RFIs, RFPs, OTAs)
- Working knowledge of U.S. federal contracting frameworks (FAR/DFARS) and common contract types/vehicles
- Basic understanding of export control and security requirements relevant to U.S. defense programs (e.g., ITAR/EAR, handling of controlled information)
- Exceptional interpersonal skills with a relentless customer focus; proven ability to cultivate, maintain, and grow long-term relationships with U.S. Army and other domestic stakeholders
- Proven ability to engage and influence decision-makers, end users, and key influencers across complex, matrixed organizations, building trust through authentic and consistent interaction
- Ability to clearly communicate through a variety of channels; comfortable delivering presentations, briefings, and written updates to stakeholders at all levels, including senior military and government leaders
- Ability to translate complex technical and operational aspects of Uncrewed Air Systems into clear, compelling value propositions for Army and other domestic customers
- Highly organized and detail-oriented, with the ability to coordinate complex bid and proposal efforts across diverse, cross-functional teams
- Skilled at leading through influence, driving action, and gaining buy-in without direct authority
- Resilient and adaptable in the face of changing priorities, budget adjustments, and evolving customer needs
- Ability to prioritize opportunities based on strategic value, probability of win, and alignment with long-range business and portfolio plans
- Experience using planning and tracking tools (e.g., CRM platforms and pipeline management tools) to manage opportunities and drive execution
- Eligibility to obtain and maintain a U.S. security clearance, if required
Typical Education & Experience
- 10-14 years’ related experience in the aerospace or defense industry with a bachelor’s degree or 8-12 years related experience with a master’s degree; comparable military experience will also be considered.
Travel Requirement
- This position requires domestic travel up to 40% of the time; some international travel may also be required.
We let the type of work you do determine the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection.
- This role will need to be in the office for in-person collaboration 2-3 times per year and therefore can be located anywhere within the continental United States.
At Insitu, we strive to deliver a Total Rewards package that will attract, engage and retain the top talent. Elements of the Total Rewards package include competitive base pay and variable compensation opportunities.
Insitu also provides eligible employees with an opportunity to enroll in a variety of benefit programs, generally including health insurance, flexible spending accounts, health savings accounts, retirement savings plans, life and disability programs and a number of programs that provide for both paid and unpaid time away from work.
The specific programs and options available to any given employee may vary depending on eligibility factors such as geographic location, date of hire.
Please note that the salary information show below is a general guideline only. Salaries are based upon candidate experience, qualifications and work location.
Insitu is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status or other characteristics protected by law.
