Director of Business Development, DoW

Zachary Piper Solutions is seeking an experienced Director of Business Development, DoW, to join a leading defense technology company specializing in advanced counter-drone solutions designed to detect, identify, and safely neutralize unauthorized drones through innovative radio-frequency and cyber-based technologies.
This a FULLY ONSITE position, located in Tysons Corner, VA, with expected 50% travel.*

The Director of Business Development, DoW, will be responsible for developing broad DoW business opportunities, establishing strategic relationships, and supporting the sales team in identifying, developing, and advancing opportunities across multiple defense organizations, including the U.S. Air Force, U.S. Marine Corps, U.S. Navy, and U.S. Special Operations Command (SOCOM) and industry partners.

• Develop and execute an overarching DoW business development strategy aligned with organizational growth objectives.
• Identify and develop strategic opportunities across DoW organizations, programs, and commands.
• Build and maintain senior-level relationships with DoW customers, decision-makers, acquisition organizations, and industry partners.
• Partner with and support individual DoW Sales Executives in developing accounts, customer relationships, and opportunities within their assigned markets.
• Assist the sales team in advancing qualified opportunities through the sales lifecycle and positioning the organization for successful capture and closure.
• Identify opportunities spanning multiple military services, commands, and programs, coordinating efforts across the DoW sales organization.
• Develop strategic partnerships, teaming relationships, and channels that strengthen the organization's position within the defense market.
• Monitor DoW priorities, budgets, programs, acquisition activities, customer requirements, and competitive trends.
• Collaborate with Sales, Pre-Sales, Product, and leadership teams to develop strategies and solutions for key opportunities.
• Maintain visibility into the overall DoW pipeline and provide business development updates, market intelligence, and strategic recommendations to leadership.
• Represent the organization at senior-level customer meetings, demonstrations, conferences, trade shows, and other defense industry events.

• Minimum of 7–10 years of business development and/or sales experience within the U.S. defense market.
• Broad network and established relationships across the DoW and defense community.
• Demonstrated experience developing strategic opportunities across multiple defense organizations, programs, or commands.
• Proven ability to support and collaborate with sales teams in developing and advancing complex opportunities.
• Strong understanding of DoW acquisition, procurement, budgeting, and contracting processes.
• Strong strategic thinking with the ability to identify opportunities beyond individual accounts or service branches.
• Excellent relationship-building, communication, negotiation, and presentation skills.
• Ability to work collaboratively across Sales, Pre-Sales, Product, and leadership teams.
• Ability and willingness to work fully onsite in Tysons, VA, with up to 50% domestic travel.*
• Preferred:
  • Experience with in C-UAS, UAS, defense technology, electronic warfare, or related markets.

• Base Salary: $170,000 - $185,000
  * depending on experience*
• Comprehensive Benefits:
  Medical, Dental, Vision, 401k Plan, PTO, Holidays, Sick Leave if required by law

This job opens for applications on 10/20. Applications for this job will be accepted for at least 30 days from the posting date.

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