Director of Business Development, Defense

Remote-US

Company Overview

Orbis is a technology company that delivers sovereign intelligence and decision capabilities to the United States Government and its allies. We convert complex information and operational systems into decisive outcomes, giving public institutions and critical enterprises the tools to move faster, see clearer, and act first in an increasingly contested world.

We are not a consulting firm and not a systems integrator. Every Orbis team is built around practitioners who have operated at the mission edge, and every engagement is judged on one thing: whether it produces working capability, not slide decks. Solutions forged from experience; that is how we build, and it is how we hire.

Job Summary

Orbis is seeking a Director of Business Development to grow and institutionalize our presence across the Defense market. This is a builder's role: someone who can walk into a room with senior government and industry stakeholders, earn trust quickly, and build the internal machinery — pipeline processes, capture rhythms, partner frameworks — that lets Orbis scale. You will report to the Executive Vice President, Defense and work closely with sales, engineering, product, and operations & delivery teams to convert relationships into a durable, repeatable pipeline.

Travel
:
Estimated up to 50%

Key Responsibilities

• Build and manage key relationships. Develop and maintain trusted relationships with senior stakeholders across Defense customer organizations, program offices, and the broader ecosystem of primes, integrators, and technology partners.
• Institutionalize business development processes. Design and establish repeatable BD operations — pipeline tracking, capture planning cadences, opportunity qualification criteria, and reporting rhythms.
• Identify, qualify, and win new business opportunities across DoD organizations. Own and drive the full sales lifecycle, from lead generation through capture, proposal development, and contract award.
• Establish and manage partner engagements. Identify, qualify, and formalize strategic partnerships (teaming agreements, MOUs, reseller relationships) that expand Orbis' reach and win probability on Defense opportunities.
• Own standard business development fundamentals. Own market and competitive intelligence, shape requirements ahead of RFIs/RFPs, build and manage a qualified opportunity pipeline, and support capture and proposal efforts from qualification through award.
• Represent Orbis externally. Collaborate closely with Capabilities Managers and Program Managers to ensure offerings meet mission needs and are positioned competitively. Translate what you're hearing from the field — customer priorities, competitive moves, partner capabilities — into inputs that sharpen Orbis' Defense strategy. Attend industry days, conferences, and customer engagements as a credible voice for what Orbis delivers and why it's different from vendors who sell frameworks and slide decks instead of operational capability.

• 8+ years of direct growth leadership, business development or client engagement experience. Demonstrated success building and closing business in the Defense market — direct experience with DoD components, combatant commands, or defense agencies strongly preferred.
• A track record of building senior-level relationships and converting them into qualified pipeline and awarded work, not just introductions.
• Experience designing or improving BD operations — pipeline hygiene, capture processes, CRM discipline — in an organization that needed more structure, not less.
• Experience structuring and managing partner or teaming relationships, including the fundamentals of teaming agreements and partner…