Business Development Leader (Public Sector)

Job description

About the Role As Business Development Lead, Public Sector, you'll build and scale Niantic Spatial's partner ecosystem across the Department of Defense, Intelligence Community, and Federal Civilian agencies — owning the partner-sourced and partner-led revenue motion that sits alongside and accelerates the direct sales channel. You'll work cross-functionally with our Public Sector Sales Lead, Solutions Architects, Product, and Engineering teams to identify and close mission-focused opportunities through defense primes, system integrators, OEMs, cloud providers, and technology partners. This role demands a high-initiative business leader who can operate in a nascent market, move quickly from strategy to execution, and build the repeatable processes that scale a growing Public Sector business. What You'll Do - Market Intelligence — Conduct in-depth research to identify mission priorities, customer segments, acquisition pathways, and partner ecosystems; assess the competitive landscape and track emerging technology trends across DoD, IC, and Federal Civilian markets. - Business Development — Identify, negotiate, and close high-value opportunities for Niantic Spatial's spatial intelligence and physical AI technologies across public sector markets — executing deal types including licensing, reseller, OEM, revenue share, teaming, technology partnership, and proof-of-concept arrangements. - Partner Ecosystem — Establish and grow strategic partnerships with defense primes, system integrators, cloud providers, OEMs, and technology partners to expand Niantic Spatial's reach, capabilities, and revenue opportunities in government markets. - Revenue Ownership — Own partner-sourced and partner-led revenue opportunities from qualification through commercial negotiation and close; coordinate closely with the Public Sector Sales Lead on joint customer pursuits and shared pipeline. - Go-to-Market Execution — Develop and execute joint GTM strategies with partners that generate measurable pipeline, drive customer adoption, and build recurring revenue across both direct and indirect sales channels. - Product Influence — Gather structured feedback from customers and partners; work closely with Product and Engineering to translate field intelligence into roadmap priorities. - Industry Presence — Represent Niantic Spatial at industry events, conferences, consortiums, and partner engagements to build brand visibility and thought leadership within the public sector and defense technology communities. - BD Operations — Develop and scale repeatable business development processes, partner programs, and go-to-market motions as the Public Sector business grows. What You'll Bring - 8+ years in business development, strategic alliances, capture, channel sales, or partnerships; JD, MBA, or Bachelor's degree in a relevant field, or equivalent experience. - Demonstrated experience supporting the Department of Defense, Intelligence Community, Federal Civilian agencies, or adjacent public sector organizations. - Established network across defense primes, system integrators, technology providers, government organizations, and partner ecosystems. - Proven track record negotiating and executing complex commercial agreements — including reseller, OEM, licensing, teaming, technology partnership, and revenue-sharing arrangements — and working with legal counsel to initiate and interpret contract language. - Strong communicator and negotiator, able to represent Niantic Spatial credibly in external discussions with partners, customers, and executive stakeholders. - Cross-functional leader with a track record of aligning engineering, product, and sales teams around partner-driven opportunities. - Data-driven and strategic, with the ability to move from market analysis to execution quickly in a fast-moving, ambiguous environment. Nice to Have - Active U.S. security clearance (Secret, TS, or TS/SCI) or eligibility to obtain one. - Deep understanding of geospatial technologies, spatial computing, mapping, GIS, artificial intelligence, robotics, or autonomous systems. - Experience with developer platforms, APIs, or SDKs. - Familiarity with federal acquisition processes including OTAs, SBIR/STTRs, IDIQs, and major defense procurement programs. - Experience working with defense technology companies, cloud providers, or mission software platforms. Compensation & Benefits The expected salary range for this role is $183,000 - $230,000 per year. Compensation also includes an annual bonus, equity, and a comprehensive benefits package including medical, dental, and vision coverage, 401(k), and more. Location & Work Model This role can be based in our San Francisco, CA office or remote in Washington, DC. Bay Area-based candidates will be expected to operate on a hybrid schedule with a minimum of 3 days per week in the San Francisco office. DC-based candidates are remote and should expect regular travel to our San Francisco HQ to collaborate with Product and Engineering leadership, as well as travel for conferences, customer meetings, and partner engagements. Inclusive Application We know the strongest candidates don't always tick every box. If you're excited about this role and believe you could do it well, we encourage you to apply even if your experience doesn't match every qualification listed — you may be exactly who we're looking for. Equal Opportunity Niantic Spatial is an equal opportunity employer. Individuals seeking employment at Niantic Spatial are considered without regard to race, color, ancestry, national origin, religion, creed, age, gender (including pregnancy, childbirth, breastfeeding or related medical conditions), marital status, physical or mental disability, medical condition, genetic information, military or veteran status, gender identity, gender expression, sexual orientation, or any other protected category under applicable laws. Niantic Spatial will also consider qualified applicants with criminal histories in accordance with applicable laws. Please contact your recruiter if you want to request an accommodation for the job application or interview process. Candidate Privacy I understand that by submitting my job application, the information I provide as part of that application will be used in accordance with Niantic Spatial's Privacy Notice for Job Applicants and Candidates https://www.nianticspatial.com/applicant-privacy-notice.