The Opportunity: Director of Navy Programs

Location: Flexible / Hybrid

Reports to

Executive Leadership

Company Overview

Our client is a rapidly growing defense technology company developing advanced autonomous systems for maritime and national security applications. The organization combines cutting-edge software, robotics, and operational expertise to deliver innovative solutions that support mission-critical defense operations.

Focused on the future of autonomous and unmanned capabilities, the company partners with government customers, defense organizations, and industry stakeholders to address evolving operational challenges in complex maritime environments. The business is entering a significant growth phase and is expanding its presence across key defense programs and strategic customer accounts.

The culture is entrepreneurial, mission-driven, and highly collaborative, offering employees the opportunity to help shape both company strategy and product direction while delivering meaningful impact to national security customers.

Position Overview

The Director of Navy Programs will lead the identification, development, capture, and execution of strategic opportunities across the U.S. Navy and broader maritime defense market. This individual will play a critical role in driving revenue growth, establishing customer relationships, and expanding the organization's footprint within key defense programs.

This role combines business development, capture management, customer engagement, and strategic planning responsibilities. The successful candidate will work closely with leadership, engineering, product, and operations teams to align customer requirements with company capabilities and guide opportunities from early engagement through contract award.

The position requires a proactive and relationship-oriented leader who can navigate the defense acquisition landscape, shape opportunities early, and help position the organization for long-term success within the Navy and maritime defense community.

Key Responsibilities

• Identify, qualify, and capture strategic Navy and maritime defense opportunities aligned with company growth objectives
• Develop and execute account strategies across key Navy organizations, program offices, warfare centers, and related defense agencies
• Build and maintain relationships with military stakeholders, acquisition organizations, prime contractors, shipbuilders, and industry partners
• Lead opportunity shaping efforts, including customer engagement, teaming strategies, competitive assessments, and win strategy development
• Coordinate with Product, Engineering, Operations, and Executive teams to align customer requirements with technical capabilities
• Support proposal development, pricing strategy, and overall pursuit execution
• Maintain accurate opportunity tracking, pipeline management, and forecasting within CRM systems
• Represent the organization at customer meetings, demonstrations, conferences, exercises, and industry events
• Monitor emerging defense priorities, funding opportunities, and acquisition pathways
• Support continued expansion into autonomous systems, maritime technologies, and related mission areas

Qualifications

The ideal candidate is a strategic and customer-focused defense business development professional with a strong understanding of the Navy acquisition environment and a proven ability to develop and win business opportunities.

Strong candidates will bring experience leading or supporting successful defense captures, building trusted customer relationships, and collaborating effectively across technical and operational teams. The ability to operate in a fast-paced, high-growth environment is essential.

Preferred qualifications

• 7+ years of experience in defense business development, capture management, or Navy-focused sales
• Strong understanding of U.S. Navy acquisition processes, organizations, and funding mechanisms
• Experience leading or supporting successful captures within the defense market
• Existing relationships across Navy, Department of Defense, maritime, or defense industry stakeholders
• Strong communication, presentation, and strategic planning skills
• Ability to engage effectively with both technical and executive audiences
• Experience with autonomous systems, robotics, maritime platforms, defense technology, or related industries preferred
• Familiarity with OTAs, SBIRs, RFIs, RFPs, and other defense acquisition pathways
• Prior military service or direct support to Navy programs is highly valued

Work Environment & Travel

This is a flexible/hybrid position requiring regular interaction with customers, partners, and internal stakeholders. The role involves significant external engagement and collaboration across multiple functions.

Travel of up to 60% is expected to support customer meetings, demonstrations, conferences, and business development activities.

Compensation

Competitive base salary, performance-based incentives, and long-term growth opportunities. Total compensation will be commensurate with experience and demonstrated success within the defense and government contracting markets.