Business Development Manager, Air Force

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.

• 8+ years of business development, capture management, military, government, or related DoD experience, with significant focus on the Air Force

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

• Strong understanding of the Air Force enterprise, including Major Commands, acquisition and requirements 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 Air Force’s operational, acquisition, and innovation communities

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

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

• Bachelor’s degree or equivalent combination of military, government, and industry experience

• Ability to travel approximately 30%

• Due to the nature of the position, U.S. citizenship is required due to ITAR regulations, along with the ability to obtain and maintain a DoD security clearance.

• Prior service in the U.S. Air Force or extensive experience supporting Air Force organizations

• Existing relationships across AFLCMC, AFRL, AFWERX, the Department of the Air Force Rapid Capabilities Office, Air Combat Command, the Air Force Test Center, or DIU

• Experience supporting unmanned aircraft systems, collaborative combat aircraft, counter-UAS, ISR, C5ISR, or adjacent defense technologies

• Experience supporting experimentation campaigns, exercises, flight testing, or technology transition efforts

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

• Active Top Secret or TS/SCI security clearance

As our Business Development Manager for the Air Force, you’ll lead NODA’s growth across the U.S. Air Force. This is not an account management role. This is a builder’s role.

You’ll identify emerging Air Force mission needs, establish trusted relationships across the Air Force’s operational, acquisition, and innovation communities, influence acquisition strategies, and lead opportunities from initial engagement through contract award. You’ll work directly with airmen, Major Commands, Program Executive Offices, research laboratories, prime contractors, and industry partners to position NODA where our technology creates operational advantage, from collaborative autonomy and unmanned aircraft to base defense and agile combat employment.

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. You’ll be equally comfortable discussing operational challenges with airmen and command staff, technical integration with engineers, and acquisition strategy with senior Air Force leaders.

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  Develop and execute NODA’s business development strategy across the Air Force, including Major Commands, Program Executive Offices, research laboratories, and innovation organizations

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  Build trusted relationships with airmen, mission planners, acquisition professionals, contracting officers, laboratories, test organizations, prime contractors, and senior Air Force stakeholders

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  Identify, qualify, shape, and capture strategic opportunities across unmanned aircraft, collaborative autonomy, base defense, and multi-domain operations, from early customer engagement through proposal, negotiation, award, and transition to execution

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

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  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

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  Influence future Air Force requirements through regular engagement with operators, requirements owners, and program offices

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  Partner closely with Engineering, Product, Mission Operations, Contracts, and Executive Leadership to align Air Force priorities with NODA’s product roadmap and growth strategy

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

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

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  Represent NODA at demonstrations, experimentation events, exercises, and industry events including the AFA Warfare Symposium, the AFA Air, Space & Cyber Conference, and AUVSI XPONENTIAL

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  Monitor Air Force priorities, autonomy and unmanned systems strategy, funding, competitive activity, and capability gaps to inform executive decision-making

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

• Strategic thinker who connects customer challenges with business growth and product strategy

• Exceptional relationship builder with strong executive presence across government, industry, and the operator community

• Outstanding communication, presentation, negotiation, and influencing skills

• Highly organized with disciplined forecasting, pipeline management, and opportunity tracking

• Collaborative partner across Engineering, Product, Operations, Contracts, and Leadership

• Mission-first mindset with a passion for delivering operational advantage to the warfighter

• Builder mentality with the initiative to create opportunities and shape markets rather than wait for them

• Technically curious, with the ability to translate complex autonomy and AI concepts into mission value

• Resilient, adaptable, accountable, and comfortable operating independently in ambiguous startup environments