Director of Business Development, Homeland Security
Company: Defense-technology company (name shared under NDA)
Reports To: Business Development leadership
Function: Growth – Business Development
Location: Tysons, VA preferred; North Carolina, Texas, or Colorado also possible; remote considered for the right candidate
Travel: Regular travel to customer sites
Compensation: $190K–$220K base + equity
Confidential Search · Defense Technology
Confidential search. The hiring company's identity and full role details are shared with candidates under NDA.
About the Role
This is a fast-growing defense-technology company building autonomous aerial systems and counter-UAS and air defense capabilities for US government customers. The Growth organization sells and executes contracts across both product lines and runs the capability showcases, demonstrations, and training that go with them.
This is the first fully dedicated business development lead for the Department of Homeland Security, and the counter-UAS and air defense line is the natural way in. Nobody at the company comes from DHS or CBP today, so this hire is the first person here who will genuinely know the customer and the buying path.
You will build the roadmap for how the company wins Homeland Security, get it bought internally, and then execute it. The seat is an individual contributor role over a very large account, with more junior business development hires expected underneath it as the account grows, and a deliberate path toward broader leadership of the US growth organization.
Responsibilities
- Own DHS and its components as a customer end to end: strategy, pipeline, and close.
- Build the account roadmap from zero, sequence the first doors, and get internal buy-in.
- Shape requirements with the customer, navigate DHS authorities and appropriations, and carry opportunities through award.
- Bring and activate an existing network across component program offices and operational users.
- Position counter-UAS and air defense capability against airspace security, border, and critical infrastructure protection needs.
- Navigate the interagency, state, and local overlay that Homeland work brings with it.
- Set expectations that engineering can actually meet, and bring bad news early when they cannot.
- Grow and lead a team underneath you as the account scales.
Requirements
Must-Haves
- Roughly 15 years of relevant experience. Still energized and hands-on. This seat cannot absorb someone learning the buying path on the job.
- Has carried business through a DHS component: CBP and Air and Marine Operations, Coast Guard, ICE, Secret Service, TSA, or DHS Science and Technology.
- Can articulate clearly how selling to DHS differs from selling to a DoD program office, in specifics rather than generalities.
- A live DHS network that can be activated now, with named offices and people.
- Ability to operate autonomously and build a plan where none exists.
Nice-to-Haves
- Service in or alongside a DHS component. Military service is not required for this seat; a DHS civilian career track is fully in scope.
- Coast Guard background, which bridges military experience and DHS authorities.
- Counter-UAS or airspace security sales with an established Homeland Security book of business.
- Federal law enforcement program experience that came with a buying relationship.
Not a Fit
- Commercial-only sellers. Enterprise B2B software sales does not translate to the federal buying process.
- DoD sellers who treat Homeland Security as the same motion. The money, the authorities, and the acquisition rhythm are materially different.
Process
- This is a confidential search. An NDA is required before the company's identity and full role details are shared. We screen for interest at a high level first, then read candidates in once an NDA is in place.
- Any clearance requirement is confirmed with candidates during screening.
- Candidates are submitted and tracked through the company's applicant tracking system.
