Business Development Lead - North America

About ExTrac ExTrac is a decision intelligence company used by governments, defense organizations, and financial institutions. Our capabilities fuse curated data sources, domain-specific AI, and deep human expertise to transform information overload into clear, actionable foresight. We are looking to grow our commercial footprint across North America. More at extrac.ai. The role This role supports ExTrac's North America commercial relationships end to end. You will protect and grow the significant accounts we already hold, and you will open and win new business across the defense, government, private sector, and intelligence-adjacent sectors. This is an individual contributor role with significant autonomy and direct access to leadership. You will be one of a small number of people who represent ExTrac to senior North American customers, and you will help shape and execute ExTrac’s expansion into North America. What the job involves Account ownership and relationship management Own a portfolio of existing US accounts, maintaining executive-level relationships, tracking commercial health, and leading renewal and expansion conversations. Act as the primary commercial contact for key customers, ensuring continuity, trust, and momentum across the relationship. Identify and position expansion opportunities within existing accounts, working in close coordination with Customer Success. New business and capture Identify, pursue, and win new accounts across the defense, government, and intelligence-adjacent sectors, building a pipeline from a standing start. Navigate the acquisition and funding pathways that get a non-traditional vendor onto contract, including OTAs, consortia, and innovation-unit routes, and position ExTrac effectively within them. Drive trial-to-contract conversion across active opportunities, making sure the handoff from trial to full adoption is commercially sharp. Pipeline and commercial execution Build and maintain an honest, well-qualified pipeline, forecast accurately, and escalate risk early. Apply rigorous qualification criteria, investing time where it will generate a return, and walking away when the fit is not there. Market intelligence and cross-functional contribution Represent ExTrac credibly at senior levels, translating our capabilities into terms that map to each customer's mission or problem. Feed market intelligence back into ExTrac's product and strategic planning: what customers are saying, what competitors are doing, and where buying decisions are forming. Cover adjacent commercial responsibilities as needed. This is a small team in an early-stage market, and versatility matters. Opportunities for impact Build the commercial foundation for ExTrac's US growth. The accounts you manage and the logos you win will shape the company's trajectory in North America. Influence how ExTrac appears in the US defense and intelligence market, with real scope to shape perceptions and trust. Grow with the team. There is a genuine path for someone who performs here to take on broader commercial leadership as the market develops. Work at the intersection of intelligence and technology at a moment when that intersection matters, close to the product, the mission, and the decisions that drive it forward. You should apply if: You are an experienced business developer with a background in the US defense, government, or intelligence-adjacent space. You know how to manage significant customer relationships with minimal direction, and you can represent a technical product credibly to senior stakeholders without needing to be an analyst yourself. You are comfortable in ambiguity, energized by early-stage environments, and disciplined enough to run a clean pipeline. You understand how a commercial software vendor actually breaks into and scales inside government, including the non-traditional acquisition and funding pathways that make that possible. Requirements A track record of managing and growing commercial relationships with complex organizations, ideally in defense, intelligence, government, or adjacent sectors in the US market. Demonstrated ability to open and win new business, not just manage existing accounts. You can build a pipeline from cold, qualify hard, and carry an opportunity through to close. Genuine comfort operating at senior levels. You can hold a room with a Chief of Staff, a program director, or a head of intelligence without needing to be managed through the conversation. Commercial discipline: you know how to qualify, advance, and close opportunities; you maintain a pipeline that reflects reality; you know when to invest and when to walk away. Enough domain fluency to speak credibly about intelligence, geopolitical risk, or national security. You do not need to be an analyst, but you need to understand the landscape your customers operate in. Strong autonomy and judgment. You own your workstream, set your own priorities, and make commercial decisions without needing direction at each step. Ability to work effectively in a small, high-ambiguity environment. The US team is still building, and the role requires someone energized by that. Current or previous US security clearance is preferred. Where a candidate does not hold one, willingness to pursue clearance as ExTrac's US footprint develops is required. Desirable Military background, ideally special operations or another operational role that built credibility and relationships in the defense or intelligence community. This is valued for the trust and fluency it brings, not as a substitute for a commercial track record. Working knowledge of non-traditional government acquisition and funding pathways such as Other Transaction Authorities (OTAs), Commercial Solutions Openings, SBIR/STTR, and consortium or innovation-unit routes (for example, DIU or service-level innovation cells). You understand how a commercial vendor wins, gets on contract, and scales through these vehicles. Existing relationships in target sectors (defense contractors, government agencies, intelligence-community adjacent organizations). Experience selling or managing SaaS, data, or analytical platforms rather than purely advisory or staffing services. Familiarity with the East Coast defense tech and national security ecosystem, particularly the DC metro area, Florida, and North Carolina. Interview Process We aim to ensure that each person who interviews with our team has the opportunity to showcase their experience and strengths, and to have honest conversations about whether ExTrac and the role align with their career aspirations. The process for this role is as follows: Initial Intro Interview with Hiring Manager - 30 Minutes Technical Craft Interview - 45 Minutes Competency-based interview - 45 Minutes Senior Executive Interview - 45 Minutes Benefits Competitive salary based on skills and experience. On-target earnings (OTE) structure tied directly to customer outcomes. A generous benefits package, including medical health insurance and 401(k). $500/year education budget with more expensive items (like conferences) covered with manager approval. 33 days of leave across the year inclusive of national holidays. A role that combines mission-driven purpose with cutting-edge technology in a fast-growing company. ExTrac AI provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetic information, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities. ExTrac AI is committed to a fair and transparent hiring process. We confirm that this advertisement is for an active, existing open role within our organization. Please be advised that we may use artificial intelligence-driven tools to assist our recruitment team in screening, assessing, and selecting candidates for this position but all hiring decisions will be made by a member of our team.