Business Development Manager - Defense Drones

Business Development Manager – UAS Flight Control & AutonomyLos Angeles / Hawthorne, CA · Hybrid · Up to 30% travelA private, 100% employee-owned (ESOP) engineering and product development company with a 60+ year track record building safety-critical systems for government and commercial customers. It runs with startup agility but has the credibility of a longstanding aerospace player — every employee has a direct hand in what's next.We're looking for a Business Development Manager to grow sales of our flight control, autopilot, guidance, navigation, and autonomy technology by building direct relationships with drone and UAS manufacturers who sell into the Department of Defense. This is an outreach-driven role — prospecting, relationship-building, and positioning our technology as the flight control/autonomy solution inside other companies' platforms. Familiarity with SBIR/STTR programs is a plus but not required.This role has a clear path to Director of Business Development as the pipeline and book of business grow.Prospect and build relationships with UAS/drone manufacturers, integrators, and primes that sell to the DoDPosition the company's flight control and autonomy technology as a component/solution for partners' platformsOwn and grow the sales pipeline for flight control and autonomy products, with clear pipeline and conversion metricsRepresent the company at UAS-focused conferences, industry days, and trade showsTranslate customer needs into requirements the technical team can act onIdentify strategic and ecosystem partners to support go-to-marketSupport the transition of SBIR/STTR-funded technology into follow-on contracts when the opportunity arises (not the core focus of the role)Partner with technical leadership so business development efforts stay aligned with what the product roadmap can supportBusiness development or sales experience, ideally in defense, aerospace, or UAS marketsA demonstrated ability to prospect and build new relationships from scratchComfortable translating technical capabilities into a customer-facing pitchStrong written and verbal communication skillsExisting relationships with defense-focused drone/UAS manufacturers, primes, or integratorsFamiliarity with SBIR/STTR programs and Phase III transitionsPrior defense drone industry experienceActive security clearancePilot, instructor, or operational aviation backgroundBase salary: $150,000–$185,000 (DOE), plus performance-based incentives tied to closed business and product revenueTotal on-target earnings (OTE): $190,000–$240,000+Employee Stock Ownership Plan (ESOP)401(k) Safe Harbor plan with company contribution100% company-paid medical (HMO) for employees and dependents; dental and vision coverageFSA / Dependent Care, Life and Long-Term Disability insurance, Employee Assistance Program (EAP)Domestic travel up to 30%Must qualify as a U.S. Person under ITAR/EAR (U.S. citizen, lawful permanent resident not affiliated with a foreign company/government, or political asylee)