Senior Business Development Professional

Walaris • Full-time • Remote • 1d ago

Founded at Stanford University, Walaris develops autonomous AI-based solutions focused on enhancing situational awareness. Our AirScout software platform uses artificial intelligence, sensor fusion, and edge computing to detect threats in the air, at sea, or on the ground. Our cutting-edge technology is used by commercial, government, and military users to protect human lives and critical infrastructure.

We are looking for a Senior Business Development Professional starting as soon as possible. This will be a full-time, remote position. This position is focused on the US Federal Government (USG), including the US Department of Defense (DoD), US Department of Homeland Security (DHS), Intelligence Community (IC), and other US federal agencies. A successful candidate will have experience working with and/or inside the USG, understand the USG’s needs and what it takes to achieve them, and is willing to work closely with both technical and non-technical customers and partners to create solutions, solve problems, and grow relationships.

Responsibilities:

Leverage technical concepts to collaborate with customers, partners, and end users to develop customer-centric solutions

Develop account penetration strategies for new customer acquisition, strategic federal priorities, revenue forecasting and execution of strategic account plans
Understand and utilize federal market trends, federal mission priorities, and federal government customer requirements
Manage all aspects of new early opportunity identification with federal, civilian, and defense agencies while partnering with management and engineering as opportunities develop and approach a more tactical closing phase
Proven experience identifying and capturing new federal, civilian, and defense business, including leveraging and/or creating relationships and developing effective teaming and win strategies
Provide expertise of federal government knowledge to improve win strategy and reduce risk
Support Sources Sought, Request for Information (RFIs), and Request for Proposal or Quote (RFP/RFQ) responses as a federal subject matter expert
Represent Walaris in federal industry associations, professional organizations, and affiliations through thought leadership
Voice of Customer; Business Development Professional is responsible for long term strategic and tactical planning, relaying the customer’s vison for increased order intake and federal specific requirements
Responsible for developing and maintaining strong relationships with federal agency end-users, federal prime contractors, and small/disadvantaged contractors

Excellent oral and written communication skills
5-10+ years of experience in Federal Government Business Development, Sales, or Leadership positions
Existing network of relationships in U.S. Federal Government and with federal prime contractors
Demonstrated ability to understand and convey technical/engineering concepts and work closely with technical counterparts, both internally and externally, to develop customer-focused solutions
Engineering or similar technical degree preferred
Demonstrated success in identifying, initiating, and nurturing new or ongoing federal business opportunities
Demonstrated record of successful capture, proposal strategy, and execution
Knowledge of federal procurement, federal government contract vehicles, FAR/DFAR
Understanding of Federal Small Business requirements
Entrepreneurial mindset with ability to build effective relationships and influence to drive results
Strong customer focus: ability to develop customer specific value propositions
Successful candidate must have ability to obtain U.S. Federal government security clearance, which requires U.S. citizenship
Citizenship Verification: this position requires verification of U.S. Citizenship to meet federal government security requirements

Walaris is a rapidly growing company building complex software systems for defense, national security, government, and critical infrastructure customers worldwide. We offer: