Director of Business Development

Director Of Business Development

We're looking for a Director of Business Development as part of our Growth Team. As Director of Business Development you will drive Gallatin's revenue engine and fuel our transition from early Army and Air Force wins into scaled adoption across the full Joint Logistics Enterprise, DLA, broader federal agencies (DHS, FEMA, DOS, Intel Community, DOI), state-level programs, commercial B2B logistics ecosystems, and — longer term — international defense partners. Reporting directly to the Head of Growth, you will lead end-to-end business development, capture execution, and sales for Navigator, translating its predictive sustainment capabilities into funded programs, program-of-record transitions, and dual-use commercial wins. This is a critical role built for a mission-focused tech sales leader — someone who has scaled public-sector AI or defense tech revenue 200%+ YoY, thrives in ambiguity, builds high-velocity pipelines in complex acquisitions, and closes transformative deals. You will shape GTM strategy, hunt and close major opportunities, and expand our footprint from current DoW/service focus into new federal, commercial, and future international markets — all while collaborating closely with our senior capture manager and the broader growth team.

Own the full business development and sales lifecycle for multi-million to nine-figure opportunities with DoW customers (Army, DLA, Joint Staff, Air Force, USMC, Combatant Commands) while rapidly expanding into other federal agencies (DHS, FEMA for HADR/logistics optimization, DOS, Intel Community, DOI), state-level programs, and B2B commercial logistics partners.

Build and execute a high-velocity pipeline targeting contested logistics priorities (predictive demand forecasting, resupply optimization, supply chain resilience) and dual-use applications (disaster response, global supply chain, critical infrastructure), leveraging vehicles like SBIR/STTR, OTAs, Tradewinds, FAR/DFARS, and commercial pathways.

Deliver aggressive revenue targets by converting early Army/Air Force footholds into broader Joint, interagency, commercial, and (longer-term) allied international adoption.

Identify and secure key opportunities with primes, systems integrators, commercial logistics leaders, and technology collaborators (AI/ML, sensing, autonomy providers) to accelerate market access, co-selling, and solution delivery.

Cultivate and maintain senior-level relationships across OSW, DLA, Service logistics commands, other federal agencies, and commercial stakeholders to shape requirements and secure long-term program funding and commercial contracts.

Recruit, mentor, and lead a high-performing BD/sales team (account executives, solutions consultants) while partnering closely with our existing senior capture manager to drive scalable processes for pipeline management, proposal execution, and win-rate optimization.

Partner cross-functionally with product, engineering, and customer success to ensure seamless delivery and rapid iteration based on warfighter, agency, and commercial customer feedback.

Provide executive-level reporting on pipeline health, competitive intelligence, and strategic risks to inform company roadmaps and growth strategy.

Active Top Secret clearance (SCI preferred) or clear eligibility and willingness to obtain

8–12+ years of progressive business development and sales leadership in federal technology or AI platforms, with a proven track record closing and scaling complex deals in the national security sector (public sector AI, defense tech, or enterprise software)

Demonstrated success leading public sector sales teams to 200%+ YoY growth, winning multi-million-dollar contracts, and driving program adoption across DoD and civilian federal agencies (experience with DHS, FEMA, Intel Community, or commercial dual-use a strong plus)

Deep understanding of defense and federal acquisition (SBIR, OTA, FAR/DFARS, PPBE), DoW logistics priorities (DLA, contested logistics, predictive sustainment), broader federal AI/ML procurement trends, and commercial B2B sales motion

Exceptional stakeholder management at the O-6/GS-15/SES level; strong capture and proposal leadership; ability to translate complex AI capabilities into mission and business outcomes for logisticians, commanders, and commercial operators

Battle-tested operator who has scaled sales organizations in fast-moving defense tech or federal AI environments (startup or growth-stage preferred); cross-functional collaborator who thrives in matrixed, high-stakes settings

Based in or willing to relocate to the National Capital Region or Austin, TX; able to travel extensively to customer sites, industry events, and military/commercial installations

Direct experience selling AI/ML decision-support or predictive analytics platforms to DoD logistics/sustainment communities (DLA, Army Futures Command, Service S4/G4) or civilian federal agencies with logistics/emergency response missions (DHS/FEMA)

Military background (active duty, reserves, or veteran) or prior roles at innovative defense tech companies

Proven success in dual-use commercial logistics or supply-chain sales that can accelerate B2B growth

Familiarity with rapid-acquisition pathways and orgs (DIU, OSW R&E, Army FUZE, Air Force DTO, Tradewinds, etc.) and commercial technology adoption trends in federal procurement

Gallup-style strengths in Competition, Command, Ideation, or Arranger (or equivalent drive to win and orchestrate complex deals)

We are building the system that enables faster, smarter logistics decisions in contested environments, and we're doing it with a team of seasoned entrepreneurs, operators, and technologists who have built and scaled solutions in this space before. We hold ourselves to an extremely high standard. We value clear thinking, direct communication, and the kind of ownership that doesn't stop until something actually works.

Our mission is to create decision advantage when the stakes are the highest. If we succeed, the system doesn't just run; it gets smarter. We're not building AI for its own sake. We're building it because faster, smarter decisions in the most demanding environments on earth can't wait. If you want to work somewhere the stakes are real and the mission is urgent — you'll fit in here.

The logistics infrastructure that supports America's warfighters and humanitarian disaster responders is overdue for transformation, and we are building it. From defense operations to disaster response, we're solving the hardest problems that keep missions moving when it matters most. Join a team where the mission is the point.

Gallatin offers competitive compensation commensurate with experience. Actual compensation may vary based on experience, skills, and location. In addition to base salary, we offer a generous equity grant, full healthcare coverage, 401k, unlimited PTO, and the perks of working in a high-caliber, mission-driven environment.

Gallatin is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable federal, state, or local law.

This position may require the ability to obtain and maintain a U.S. government security clearance. The successful candidate must be able to work in a classified environment when necessary.

We comply with the United States Department of Labor's Pay Transparency provision.