Business Development Lead - OSW and Defense Agencies

United States·New Yorkfull-timelead

SalesBusiness Development Manager

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Overview

About Nominal Nominal is building the connected test and operations platform powering the world's most advanced hardware systems,

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SalesBusiness Development Manager

Nominal is building the connected test and operations platform powering the world's most advanced hardware systems, from spacecraft and autonomous vehicles to next-generation defense programs. Our platform gives hardware engineering teams a single place to ingest data, analyze performance, automate test execution, and collaborate across every phase of development, so they can move faster without sacrificing safety or precision. We're a fast-moving team that owns problems end-to-end, works across disciplines, and thrives at the intersection of hardware and software.

We serve top-tier commercial and defense customers, from autonomy leaders like Anduril and Shield AI to next-generation aerospace teams like Hermeus and REGENT, and performance engineering teams like Pratt Miller Motorsports, alongside mission partners within the U.S. Navy and U.S. Air Force on programs where failure isn’t an option. We’re backed by Sequoia, General Catalyst, Founders Fund, Lux Capital, and Lightspeed. Our team draws from SpaceX, Palantir, Anduril, Applied Intuition, and other leading companies, united by a common mission: giving hardware engineers the tools to build the future with speed, safety, and confidence.

As part of Nominal’s U.S. Government Business Development team, you will drive how we expand across the U.S. Government—owning pipeline creation, customer engagement, and deal execution across key accounts within the Department of War/Defense’s “4th Estate”. This is a highly strategic, externally-facing role focused on shaping and closing complex opportunities across organizations such as the Test Resource Management Center (TRMC), Defense Innovation Unit (DIU), Defense Advanced Research Project Agency (DARPA), Direct Reporting Program Manager (DRPM) UxS, Chief Digital and AI Office (CDAO), and other relevant Principal Stafff Assistants (PSAs) and Defense Agencies and Field Activities (DAFAs). This role partners closely with Capture Strategy, which owns capture strategy and win positioning, while this role owns customer relationships and deal execution. You will work at the intersection of mission, product, and growth—translating customer needs into enduring programs and positioning Nominal as foundational infrastructure for test and operations.

About the Role

~1 min read

Apply a strong understanding of customer priorities, mission environments, and acquisition dynamics to shape and close strategic opportunities by aligning customer mission needs with Nominal’s platform and long-term roadmap
Identify, shape, negotiate, and close new market opportunities, aligning account growth with overall business objectives
Develop and maintain relationships with key stakeholders across customer organizations, generating buy-in and alignment with end users, program managers, acquisition officials, technical leaders, and industry partners
Provide insight into customer priorities, funding dynamics, acquisition pathways, and requirements to inform Nominal’s Federal growth strategy
Own the process of qualifying, cultivating, and capturing opportunities in close partnership with growth, mission, legal, and operations teammates
Identify and develop strategic partnerships to expand reach and strengthen positioning in key programs
Grow early engagements into enduring, impactful programs and set the conditions for Nominal to become foundational digital infrastructure for test data management, analysis, and operations
Represent Nominal at customer meetings, industry days, conferences

5+ years of experience in business development, growth, capture, program strategy, or related roles supporting or serving U.S. military and civilian organizations, with at least 2 years working directly for or with organizations within the Office of the Secretary of Defense (OSD).
Deep understanding of U.S. Government/ Defense organizational structures and priorities and experience developing, shaping, or executing complex technical opportunities
Excellent communication skills, with the ability to tailor messaging across technical and non-technical audiences
Keen awareness of when and how to pull in the right teammates to build targeted demos, perform technical discovery, identify capability gaps, understand integration and deployability options, share compliance and infosec guidance, and more
A strong sense of urgency and ownership, with the ability to navigate complex stakeholder environments and drive outcomes in ambiguous settings
Experience managing pipelines, forecasting, and consistently hitting growth targets
Technical background or degree: Background in computer science, mechanical engineering, or other heavy industry
Willing to travel up to 50%
This position requires you to currently possess and be able to maintain a U.S. security clearance, in order to meet U.S. regulatory eligibility requirements for the access to classified information associated with this role.

Experience delivering growth outcomes for defense or dual-use software products and proven success developing and executing go-to-market strategies for emerging defense technologies
Familiarity with non-traditional acquisition pathways and commercial product acquisitions
Established relationships across relevant U.S. Government stakeholders, prime contractors, and mission partners
Background in data systems, data analysis, and/or hardware engineering is a plus
Prior U.S. military or government experience is a plus