Director of Business Development - Aerospace

Position Summary GuideTech, a subsidiary of Palladyne AI (NASDAQ: PYDN), develops advanced avionics, autonomous flight software, artificial intelligence, and mission systems that enable the next generation of aerospace and defense platforms. Our technologies support unmanned aircraft systems (UAS), counter UAS platforms, launch vehicles, spacecraft, and other autonomous systems by improving navigation, mission execution, flight management, and autonomous decision making. We also provide engineering services that help customers solve complex technical challenges and aerospace innovation. Position Summary GuideTech is seeking a Director of Business Development to drive commercial growth across our portfolio of engineering services, intelligent software, avionics, and autonomous aerospace products. This is a hands on business development leadership role for someone who enjoys creating opportunities, developing customer relationships, and personally winning new business. You will own the full business development lifecycle, from prospecting and cold outreach through proposal development, contract negotiation, and long term account growth. You should have the technical aptitude to quickly understand complex aerospace technologies and confidently communicate their capabilities and business value to engineers, program managers, procurement teams, and executive decision makers. This position reports to the President of GuideTech and partners closely with engineering, product development, marketing, and executive leadership to drive commercial strategy and long term growth. What You'll Do Develop and execute business development strategies across aerospace, defense, autonomy, and government markets. Build and manage a healthy sales pipeline through prospecting, cold calling, networking, customer visits, referrals, strategic partnerships, and industry events. Identify and pursue opportunities with defense prime contractors, government agencies, commercial aerospace companies, original equipment manufacturers, defense integrators, and autonomy technology companies. Lead opportunities from initial customer engagement through proposal development, pricing, negotiation, contract award, and successful program transition. Develop trusted relationships with executives, engineering leaders, program managers, procurement professionals, and other key stakeholders. Develop a strong understanding of GuideTech's engineering services and technologies, including advanced avionics, autonomous flight software, artificial intelligence, mission management systems, and aerospace software solutions. Partner with engineering and product teams to align customer needs with GuideTech's technologies and engineering services. Coordinate pricing strategy, proposal positioning, and bid decisions with company leadership. Maintain accurate CRM data, forecasting, pipeline metrics, and sales activity. Represent GuideTech at customer meetings, demonstrations, conferences, trade shows, and industry events. Capture customer feedback, competitive intelligence, and market insights that help shape future products, engineering priorities, and commercial strategy. What Success Looks Like Generate a healthy pipeline of qualified opportunities. Win new customers and funded programs. Grow strategic customer relationships and revenue. Maintain accurate forecasting and CRM discipline. Serve as a trusted commercial partner to customers and internal teams. Description GuideTech, a subsidiary of Palladyne AI (NASDAQ: PYDN), develops advanced avionics, autonomous flight software, artificial intelligence, and mission systems that enable the next generation of aerospace and defense platforms. Our technologies support unmanned aircraft systems (UAS), counter UAS platforms, launch vehicles, spacecraft, and other autonomous systems by improving navigation, mission execution, flight management, and autonomous decision making. We also provide engineering services that help customers solve complex technical challenges and aerospace innovation. Position Summary GuideTech is seeking a Director of Business Development to drive commercial growth across our portfolio of engineering services, intelligent software, avionics, and autonomous aerospace products. This is a hands on business development leadership role for someone who enjoys creating opportunities, developing customer relationships, and personally winning new business. You will own the full business development lifecycle, from prospecting and cold outreach through proposal development, contract negotiation, and long term account growth. You should have the technical aptitude to quickly understand complex aerospace technologies and confidently communicate their capabilities and business value to engineers, program managers, procurement teams, and executive decision makers. This position reports to the President of GuideTech and partners closely with engineering, product development, marketing, and executive leadership to drive commercial strategy and long term growth. What You'll Do Develop and execute business development strategies across aerospace, defense, autonomy, and government markets. Build and manage a healthy sales pipeline through prospecting, cold calling, networking, customer visits, referrals, strategic partnerships, and industry events. Identify and pursue opportunities with defense prime contractors, government agencies, commercial aerospace companies, original equipment manufacturers, defense integrators, and autonomy technology companies. Lead opportunities from initial customer engagement through proposal development, pricing, negotiation, contract award, and successful program transition.Develop trusted relationships with executives, engineering leaders, program managers, procurement professionals, and other key stakeholders. Develop a strong understanding of GuideTech's engineering services and technologies, including advanced avionics, autonomous flight software, artificial intelligence, mission management systems, and aerospace software solutions. Partner with engineering and product teams to align customer needs with GuideTech's technologies and engineering services. Coordinate pricing strategy, proposal positioning, and bid decisions with company leadership. Maintain accurate CRM data, forecasting, pipeline metrics, and sales activity. Represent GuideTech at customer meetings, demonstrations, conferences, trade shows, and industry events. Capture customer feedback, competitive intelligence, and market insights that help shape future products, engineering priorities, and commercial strategy. What Success Looks Like Generate a healthy pipeline of qualified opportunities. Win new customers and funded programs. Grow strategic customer relationships and revenue. Maintain accurate forecasting and CRM discipline. Serve as a trusted commercial partner to customers and internal teams. Requirements 5+ years of experience in business development, technical sales, strategic partnerships, account management, or revenue generation. Demonstrated success building pipeline through outbound prospecting and winning new business. Experience selling technical products, engineering services, software, or integrated solutions within aerospace, defense, autonomy, robotics, avionics, artificial intelligence, or related industries. Proven ability to manage complex sales opportunities from initial outreach through contract award. Ability to quickly develop a strong understanding of complex aerospace and defense technologies and confidently communicate their value to engineers, program managers, procurement teams, executive decision makers, and other customer stakeholders. Strong commercial judgment in pricing, proposals, negotiations, forecasting, and account planning. Excellent communication, organization, follow through, and relationship management skills. Ability to collaborate effectively with engineering, product, operations, finance, legal, marketing, procurement, and executive leadership. Willingness to travel for customer meetings, demonstrations, conferences, and industry events. Preferred Qualifications Experience working with government contractors, or commercial aerospace organizations. Familiarity with unmanned aircraft systems, autonomous systems, avionics, mission systems, artificial intelligence, robotics, aerospace engineering, or related defense technologies. Existing professional relationships within the aerospace, defense, or autonomous systems industry. Experience supporting capture management, government proposals, SBIR or STTR programs, or other government contracting opportunities. Experience representing an organization at industry conferences, trade shows, customer demonstrations, or other business development events. Compensation and Benefits Competitive base salary and performance based incentive plan Comprehensive benefits including medical, dental, and vision insurance 401K with 5% match 10 paid holidays, 2 floating holidays, and flexible time off Several other benefits that can be discussed during the interview process Work Authorization & Clearance Candidates must be authorized to work in the United States without current or future sponsorship. Depending on the role, the ability to obtain and maintain a U.S. security clearance may be required. Additional Responsibilities This job description is not intended to be all-inclusive. Duties and responsibilities may evolve based on business needs. The Fine Print No 3rd party candidates will be accepted GuideTech is an equal opportunity employer. We are committed to building a diverse and inclusive workplace and do not discriminate based on race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic under applicable law. #J-18808-Ljbffr