Director of Business Development - Lighting Markets

Location

Hawthorne HQ

Full time

On-site

Non-Engineering Business Development

• Level 2 - $100K – $125K
  • Offers Equity
• Level 3 - $120K – $150K
  • Offers Equity
• Level 4 - $140K – $170K
  • Offers Equity

A wide range of seniority/experience levels are welcome to apply for this role. Compensation, titles and seniority will depend on candidate experience.

At Reflect, you will be expected to move fast, have a lot of ownership and, most importantly, be able to effect change. If this excites you, we are interested in hearing about your best work and accomplishments across any domain and from any points in your life.

As Director of Business Development – Lighting Markets, you will lead customer acquisition and revenue growth for Reflect Orbital’s first commercial lighting applications: sunlight after dark. This is a hands‑on sales role focused primarily on non‑governmental markets, with responsibility for building relationships and closing deals across event, experience, brand, civic, agricultural and industrial lighting sectors.

You will define and execute the commercial sales strategy for these markets, generate and qualify leads, manage a growing pipeline, and close early contracts that validate Reflect Orbital’s business model. You’ll also coordinate closely with our policy & government partnerships team to ensure commercial efforts complement policy, regulatory, and public‑sector engagement.

Reflect Orbital’s lighting markets span a diverse range of applications: from experiential and brand activations that transform festivals, events, and cultural landmarks, to civil and architectural lighting that enhances safety, visibility, and ambiance in cities and public spaces. Our technology also serves industrial operations such as mining, construction, and logistics that need continuous illumination, as well as agricultural partners seeking to extend growing seasons and boost crop yields with dispatchable sunlight.

In addition, Reflect Orbital’s system supports emergency and humanitarian response teams that require instant, infrastructure‑free light for rescue and recovery. Together, these markets represent the wave of customers who will use orbital light to redefine how the world experiences illumination after dark.

• Lead Reflect Orbital’s sales and business‑development efforts across non‑governmental lighting markets.
• Identify, pursue, and close high‑value customers and partners to establish early revenue traction.
• Build and manage a pipeline of qualified prospects; own the sales cycle from first contact to signed agreement.
• Develop and execute go‑to‑market and pricing strategies aligned with mission readiness and technical capabilities.
• Collaborate cross‑functionally with marketing, engineering, and mission‑planning teams to scope activations and deliver customer proposals.
• Structure and negotiate creative commercial agreements, sponsor ships, and licensing deals.
• Coordinate with the Director of Government Partnerships on overlapping or publicly funded opportunities.
• Represent Reflect Orbital externally at events, conferences, and customer engagements.

• 5+ years of experience in sales, business development, or partnerships roles within lighting, entertainment, marketing, infrastructure, or technology sectors.
• Proven track record closing complex, high‑value deals and achieving revenue targets.
• Experience developing new markets or commercializing novel technologies, including building early commercial traction and securing customer commitments or deposits prior to product launch.
• Excellent communication, presentation, networking, and negotiation skills.
• Self‑starter who thrives in an early‑stage, fast‑moving environment with minimal oversight.

Even if you don’t meet 100% of the above qualifications, we are likely still interested in hearing from you. Hiring exceptional individuals is our #1 priority, and we believe that exceptional people often have highly unusual backgrounds.

We are also interested in carving out unique roles for unconventional people that we are excited about working with.

Reflect Orbital’s success will hinge on our…