Strategic Business Development Executive (Private Defense & Aerospace)

Job description

BUILD THE DATA INFRASTRUCTURE THAT POWERS PHYSICAL AI. Physical AI is moving from research labs into production fleets across industries. As robots scale across the real world, from factories to vehicles, to defense - every workflow from product development to deployment becomes a data problem: what happened, when, on which robot, and why? At Foxglove, we built the unified data platform for physical AI that developer and engineering teams use to answer those questions. We help teams make vast quantities of robotics data actionable, creating the data flywheel they need to develop, test, train, deploy, and operate robots with confidence. ABOUT THE ROLE At Foxglove, we’re on a mission to empower the next wave of robotics innovation by providing developers with cutting-edge tools to build, test, and deploy advanced robotic systems. The private defense technology sector presents a critical opportunity for Foxglove to support organizations in scaling autonomous systems, optimizing mission-critical data workflows, and tackling complex technical challenges. You’ll play a pivotal role in expanding Foxglove’s presence in the private defense sector by engaging with key organizations, navigating the full sales process, and positioning our platform as an essential tool for their success. You’ll partner closely with our CEO and Solutions Engineers to ensure our solutions meet the unique demands of private defense-focused customers while driving meaningful growth for the company. This is a unique chance to join Foxglove at an early stage and make a lasting impact in the defense technology space as robotics continue to shape the future. WHAT WE’RE LOOKING FOR - 5+ years experience in an Account Executive, strategic Business Development or similar role building relationships and/or partnering closely with private, Defense Technology companies (not Federal Govt sales). - Track record of exceeding quota selling bespoke, complex enterprise deals - Technical background and/or experience selling highly technical products - Experience and credibility in the private Defense community - Experience responding to technical RFP/RFIs - Excellent written & verbal communication skills - Ability to thrive in a fast-paced startup environment - Available to travel up to 33% of the time - U.S. Citizen or Lawful Permanent Resident BONUS POINTS - Background in private defense organizations/departments or the US military service. - Experience with robotics and/or autonomous vehicles; CS or AI background/experience WHY JOIN FOXGLOVE - Work on real robotics problems. Robot data is large, messy, multimodal, time-sensitive, and tied to physical-world behavior. The problems we work on span ingestion, indexing, search, visualization, replay, connectivity, collaboration, evaluation, and operations. - Build tools engineers rely on. Foxglove is used by robotics teams investigating failures, validating changes, reviewing field behavior, curating datasets, and operating production fleets. The work you do helps teams understand what their robots saw, what they did, and why they behaved the way they did. - High-leverage product surface area. A better query path, visualization workflow, Fleet connection, UI primitive, API, onboarding flow, or customer deployment can change how an entire robotics team works. - Ownership and autonomy. We’re a small team, and people at Foxglove own meaningful work end-to-end. You’ll have real influence over product direction, technical architecture, customer outcomes, and how we operate as a company. - Strong peers and high standards. You’ll work with people who care about correctness, performance, craft, product judgment, and building software that technical users trust under pressure. - A mission grounded in production software. We accelerate robotics and physical AI by building the infrastructure teams use every day to connect to robots, inspect live telemetry, manage multimodal data, replay runs, investigate failures, and improve real systems. WHAT WE OFFER - Competitive equity grant in a Series B company. - Medical, dental, vision, and term life insurance coverage at 100% for employees and 75% for dependents, for U.S. full-time employees. - 401(k) matching up to 4%, for U.S. full-time employees. - 4 weeks of vacation, plus holidays and winter break. - All-expenses-paid company offsites 1–2× per year. - $300 monthly budget toward commuter benefits or building your personal workspace, depending on role/location. LEARN MORE ABOUT HOW WE HIRE AND WORK FOXGLOVE.DEV/CAREERS https://foxglove.dev/careers EQUAL OPPORTUNITY Foxglove is an equal opportunity employer. We welcome candidates from different backgrounds, experiences, and communities, and we’re committed to building an inclusive environment for everyone. We encourage you to apply even if you don’t meet every nice-to-have listed above. The strongest candidates often bring a mix of relevant experience, curiosity, judgment, and the ability to learn quickly. ABOUT FOXGLOVE Foxglove is the data platform for Physical AI. Built for robotics teams developing real-world systems, Foxglove provides a purpose-built, modular platform to collect, organize, and learn from vast quantities of multimodal data, creating the data flywheel to safely scale from development to distributed fleets. Founded in 2021, Foxglove supports hundreds of customers across automotive, aerospace, defense, logistics, agriculture, construction, and consumer robotics to deploy the next generation of intelligent machines. Learn more at foxglove.dev http://foxglove.dev.