Head of BD

Job Summary

Traysar is seeking a hands-on Government Business Development professional to identify, engage, and convert early-stage government opportunities for Traysar’s autonomous subterranean systems. This is an individual contributor role working directly with the founders and the R&D team.

The role focuses on the earliest stage of the government adoption pipeline: finding the right stakeholders, shaping and writing requirements, and producing the technical white papers and collateral that move TRL 0–3 concepts toward funded programs. The candidate will operate at the program and operational level across defense and national security — Program Executive Offices (PEOs), Program Management Offices (PMOs), Army Corps of Engineers, military units, DIU, DARPA, AAL, and other defense innovation stakeholders.

Responsibilities

• Identify and map the right government stakeholders — PEOs, PMOs, military units, Army Corps of Engineers, executive branch operational stakeholders, and defense innovation organizations — for Traysar’s capability areas.

• Build and sustain direct relationships with program-level and operational decision makers to surface early requirements and funding pathways.

• Work with government stakeholders to shape and write requirements that align emerging needs with Traysar’s technology roadmap.

• Partner closely with Traysar’s R&D team to translate engineering work into government-facing technical narratives.

• Lead production of white papers, capability briefs, and concept documents supporting TRL 0–3 efforts — coordinating inputs from the R&D team and DC stakeholders to position Traysar for SBIR/STTR, BAAs, CSOs, and other early-stage funding vehicles.

• Determine collateral requirements for each opportunity and drive their production with the engineering and design teams: engineering renderings, video rendering demos, concept visuals, technical one-pagers, and briefing decks.

• Track defense innovation solicitations, requirements development cycles, and budget activity relevant to subterranean, autonomous, and combat engineering capabilities.

• Manage opportunities in the government sales funnel and CRM.

• Support founders in government engagements, demos, and industry forums.

Basic Qualifications

• 10+ years of experience in defense business development, government relations, capture, program management, or a comparable national security role.

• Working knowledge of defense innovation pathways: SBIR/STTR, DIU, DARPA, AAL, BAAs, CSOs, and OTAs.

• Demonstrated experience writing technical white papers, capability briefs, or proposal content for government audiences.

• Understanding of technology readiness levels and how early-stage (TRL 0–3) capabilities mature into programs of record.

• Ability to work directly with engineers and translate technical detail into stakeholder-ready material.

• Strong verbal and written communication skills.

• Demonstrated ability to work autonomously in a fast-paced, decision-oriented startup environment.

• Must be a U.S. citizen and able to obtain and hold a U.S. security clearance.

Preferred Skills and Experience

• Existing relationships within DoD program offices, relevant PEOs, military units, or national security agencies.

• Experience shaping requirements or supporting requirements development with government customers.

• Experience directing or producing technical collateral: CAD/engineering renderings, video demos, animations, and briefing materials.

• CRM and pipeline management experience in a government sales or federal BD context.

• Experience in underground/subterranean systems, autonomous systems, robotics, combat engineering, heavy equipment, or defense technology.

ITAR / EXPORT CONTROL REQUIREMENTS

This position requires access to technical data, software, and/or hardware controlled under U.S. export control laws, including the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR). To conform to U.S. Government export regulations, applicant must be a "U.S. person" as defined in 22 C.F.R. § 120.62, which includes a (i) U.S. citizen or national, (ii) U.S. lawful permanent resident (green card holder), (iii) refugee under 8 U.S.C. § 1157, or (iv) asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State (Directorate of Defense Trade Controls) and/or the U.S. Department of Commerce. Learn more about the ITAR at

EQUAL EMPLOYMENT OPPORTUNITY

Traysar is an Equal Opportunity Employer. Employment decisions at Traysar are based on merit, competence, qualifications, and business need, and are not influenced in any manner by race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, ancestry, citizenship status (except as required by law, regulation, executive order, or government contract), age, physical or mental disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law. Traysar is committed to providing reasonable accommodations to qualified individuals with disabilities throughout the application and interview process. To request an accommodation, contact View email address on jobs.ashbyhq.com.