Director of Business Development - Army/Air Defense at Hidden Level

Job description

U.S. Army Air Defense and Counter UAS Location: Hybrid or remote; Washington DC, Huntsville, Al, preferred Travel: 50% or more, including customer engagements, demonstrations, and industry events. About Hidden Level: Hidden Level develops and deploys advanced radio frequency (RF) sensing technology that provides real-time airspace awareness for defense and commercial applications. Our solutions help customers detect and understand aerial activity to protect troops, critical infrastructure, and communities. Overview: Hidden Level is seeking a Director of Business Development to lead growth within the U.S. Army, with a primary focus on Air Defense and Counter-Unmanned Aircraft Systems (C-UAS) programs. This role will build customer relationships, shape and capture opportunities, and expand adoption of Hidden Level’s sensing capabilities across Army missions. The ideal candidate combines a proven record of winning Army business with a strong understanding of Air Defense operational requirements, acquisition processes, and industry partnerships. You can translate mission needs into qualified opportunities and guide pursuits from early engagement and demonstrations through contract award and follow-on growth. Key Responsibilities Develop and Execute the Army Growth Strategy • Own the Army business development strategy, prioritizing Air Defense, C-UAS, force protection, and airspace awareness opportunities with clear paths to funding and procurement. • Build and maintain relationships with Army program and project offices, requirements developers, acquisition and contracting personnel, operational units, and senior leaders, particularly within the Washington, DC, and Huntsville communities. • Track modernization priorities, budget cycles, acquisition plans, and competitive activity to guide investment and pursuit decisions. Lead Capture and Win New Business • Develop capture plans that define customer needs, decision makers, funding sources, contract pathways, teaming strategy, competitive positioning, and milestones. • Work with capture, proposal, engineering, and leadership teams to develop compelling solutions, proposals, and pricing strategies. • Coordinate demonstrations, operational assessments, and experimentation with defined objectives and follow-up plans that advance funded opportunities. • Meet assigned bookings targets and maintain an accurate Salesforce pipeline, including opportunity qualification, award forecasts, risks, and next steps. Build Partnerships and Expand Army Accounts • Develop relationships with prime contractors, systems integrators, and technology partners to pursue integration and teaming opportunities within Army Air Defense and C-UAS programs. • Partner with program management and operations teams to support customer success, identify follow-on requirements, and expand deployments within existing accounts. • Identify opportunities to transition successful evaluations and initial deployments into repeatable procurement and broader fielding. Connect Army Mission Needs to Product Strategy • Communicate the operational value of passive RF sensing and its potential role within layered Air Defense and C-UAS architectures. • Translate customer feedback into prioritized requirements for product and engineering teams, including integration, deployment, and sustainment needs. • Represent Hidden Level in customer briefings, industry forums, and technical discussions, aligning commitments with demonstrated capabilities and delivery plans. Required Qualifications • Bachelor’s degree and more than 10 years of demonstrated success selling advanced technology to defense customers, including substantial direct experience winning U.S. Army business. • Established relationships within the Army Air Defense, C-UAS, requirements, and acquisition communities, with evidence of converting customer engagement into contract awards. • Strong understanding of Army budgeting, requirements development, procurement, and contracting processes, including pathways from experimentation to funded acquisition. • Working knowledge of Army Air Defense and C-UAS programs and architectures, including short-range air defense, layered sensing, and command-and-control integration. • Experience selling complex systems that combine hardware, software, and data services; ability to explain technical capabilities in terms of mission value. • Ability to lead cross-functional pursuits, influence partners, and manage long sales cycles while maintaining accountability for results. • Active TS/SCI security clearance. • Ability to travel 50% or more and work effectively in a remote or hybrid environment. Preferred Qualifications • Army Air Defense Artillery, acquisition, requirements development, or program management experience. • Direct experience with Army C-UAS initiatives, Short-Range Air Defense (SHORAD), Indirect Fire Protection Capability (IFPC), or associated sensing and integration opportunities. • Familiarity with the Integrated Battle Command System (IBCS), Forward Area Air Defense (FAAD) command and control, and the integration of complementary sensors into Army architectures. • Experience with RF sensing, passive detection, electronic warfare, or airspace surveillance technologies. • Experience structuring prime contractor and systems integrator partnerships and navigating traditional contracts and nontraditional acquisition pathways. • Success operating independently in a growing technology company with limited resources and changing priorities. Compensation and Benefits:  Hidden Level offers a competitive salary and a comprehensive benefits package, including health insurance, paid parental leave, flexible time off, 401(k) with employer contributions, life insurance, and disability insurance. The company also provides a remote or hybrid work environment and potential stock options. Salary Range: The On-Target Earning goals for this position estimated at $350,000-$380,000 annually. Please note that the salary information is a general guideline only. Hidden Level considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education/ training, key skills as well as market and business considerations when extending an offer. Equal Opportunity Employer: Hidden Level is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, national origin, sex, pregnancy, sexual orientation, gender identity, age, veteran status, disability, or any other status protected by applicable federal, state, or local law. Security Note: Due to the nature of Hidden Level’s technology, only U.S. citizens can be considered for this position. Hidden Level Employees must be able to obtain and maintain a U.S. Government Security Clearance, if required for the position. Please click here to review the National Security Clearance Adjudicative Guidelines.

Requirements

Must-haves

U.S. Army Air Defense and Counter UAS
Travel: 50% or more, including customer engagements, demonstrations, and industry events.
Develop and Execute the Army Growth Strategy
Own the Army business development strategy, prioritizing Air Defense, C-UAS, force protection, and airspace awareness opportunities with clear paths to funding and procurement.
Track modernization priorities, budget cycles, acquisition plans, and competitive activity to guide investment and pursuit decisions.
Lead Capture and Win New Business
Develop capture plans that define customer needs, decision makers, funding sources, contract pathways, teaming strategy, competitive positioning, and milestones.
Work with capture, proposal, engineering, and leadership teams to develop compelling solutions, proposals, and pricing strategies.
Coordinate demonstrations, operational assessments, and experimentation with defined objectives and follow-up plans that advance funded opportunities.
Meet assigned bookings targets and maintain an accurate Salesforce pipeline, including opportunity qualification, award forecasts, risks, and next steps.
Build Partnerships and Expand Army Accounts
Develop relationships with prime contractors, systems integrators, and technology partners to pursue integration and teaming opportunities within Army Air Defense and C-UAS programs.
Partner with program management and operations teams to support customer success, identify follow-on requirements, and expand deployments within existing accounts.
Identify opportunities to transition successful evaluations and initial deployments into repeatable procurement and broader fielding.
Connect Army Mission Needs to Product Strategy
Communicate the operational value of passive RF sensing and its potential role within layered Air Defense and C-UAS architectures.
Translate customer feedback into prioritized requirements for product and engineering teams, including integration, deployment, and sustainment needs.

Nice-to-haves

Location: Hybrid or remote; Washington DC, Huntsville, Al, preferred
Army Air Defense Artillery, acquisition, requirements development, or program management experience.
Direct experience with Army C-UAS initiatives, Short-Range Air Defense (SHORAD), Indirect Fire Protection Capability (IFPC), or associated sensing and integration opportunities.
Familiarity with the Integrated Battle Command System (IBCS), Forward Area Air Defense (FAAD) command and control, and the integration of complementary sensors into Army architectures.
Experience with RF sensing, passive detection, electronic warfare, or airspace surveillance technologies.
Experience structuring prime contractor and systems integrator partnerships and navigating traditional contracts and nontraditional acquisition pathways.
Success operating independently in a growing technology company with limited resources and changing priorities.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: adp-workforce-now
Effort: medium

Benefits

Benefits detected in the listing.

Health Insurance

401(K)

Parental Leave