Head of Commercial Business Development

Job Description

Job Description

Description:

Due to the nature of our work in defense, Darkhive does not provide visa sponsorship for this role. Candidates must be eligible to obtain and maintain a security clearance, which usually requires US citizenship.

About Darkhive:

Established in 2021, Darkhive is redefining the future of autonomous systems. We design and build next-generation hardware and software solutions that seamlessly integrate into critical public safety and defense networks. Our core focus centers on developing tactical, human-machine interfaces and scaling the mass production of affordable, attritable uncrewed systems alongside our government partners.

At Darkhive, we are a high-growth team of U.S. Special Operations veterans, aerospace engineers, robotics perception experts, and DevSecOps professionals. Above all, we are a mission-first culture. We believe that global teams operating on the front lines deserve high-quality, intelligent tools that ensure safety when each second counts.

If you are a free-thinking problem solver looking to build cutting-edge robotics in a fast-paced, highly collaborative startup environment, apply with Darkhive today!

In the Head of Commercial Business Development Role, you will:

• Drive Revenue Growth - Take complete ownership of the commercial business development lifecycle. You will lead market mapping, generate high-value leads, close enterprise contracts, and expand existing accounts across key verticals including critical infrastructure, public safety, agriculture, logistics, and energy
• Shape Go-To-Market Strategy - Define and execute the launch strategy for new commercial products and services. In this role, you will collaborate closely with product and engineering teams to translate customer feedback into immediate roadmap priorities
• Deliver Market Intelligence - Lead strategic market analysis by tracking competitive dynamics, calculating addressable market sizing, identifying demand signals, and gathering pricing intelligence to guide our business development priorities
• Build and Mentor the Team - Recruit, scale, and lead a high-performing commercial sales organization. You will establish clear performance targets, coach the team on complex enterprise sales methodologies, and foster an internal culture focused on speed and accountability
• Expand the Partner Ecosystem - Develop and manage a robust network of system integrators, resellers, and strategic industry alliances to amplify our market reach without requiring proportional headcount growth
• Navigate Complex Compliance - Manage export controls, regulatory frameworks like the FAA, ITAR, or EAR, and corporate procurement processes. You will work hand in hand with our legal and compliance teams to close complex deals efficiently
• Serve as a Brand Ambassador - Represent the company at major industry events, trade shows, and media opportunities to build brand credibility and establish deep executive relationships in our target markets
• Maximize Dual-Use Synergies - Partner closely with our defense business development counterparts and executive leadership to identify cross-over commercial opportunities, shared technology plays, and markets where our dual-use positioning creates a distinct competitive edge

Required Qualifications:

• Enterprise Deal Experience - 8+ years of experience closing complex, multi-stakeholder corporate or government deals at an emerging technology company
• Aerospace or Autonomy Background - You bring direct industry experience in drones, robotics, aerospace, or adjacent hardware and software sectors
• Market Analytics Proficiency - You are highly skilled at building or overseeing market sizing models, competitive intelligence tracking, and data-driven prioritization frameworks
• Proven Team Leadership - You have a clear track record of building, scaling, and managing business development or sales teams from early stage through rapid growth
• Regulatory Fluency - You possess a strong working knowledge of FAA airspace regulations, export control frameworks, and dual-use compliance considerations
• Executive Presence - You are completely comfortable engaging C-suite executives and government stakeholders, with a proven ability to translate complex technical capabilities into clear business value
• Startup Orientation - You thrive in ambiguous environments, move fast, and naturally build organizational structure where none exists yet

Bonus Qualifications:

• Prior experience in a dual-use or defense-adjacent commercial role
• Existing network in critical infrastructure, logistics, energy, or public safety verticals
• Technical literacy in autonomy, computer vision, or UAS hardware/software stacks
• Hands-on experience with market intelligence tools (e.g. Crayon, Klue, PitchBook, or custom dashboards)
• Active security clearance or clearance eligibility

Physical and/or Mental Requirements:

• Ability to sit and/or stand for periods of time
• Ability to use a keyboard, mouse, and other equipment with or without accommodations
• Ability to maintain awareness during business hours
• Ability to lift up to 15 pounds
• Excellent written and verbal communication and good command of the English language
• Learns and memorizes routine tasks
• Reasonable accommodations will be provided to any person with a disability to be able to perform the essential job functions of this position
• Darkhive retains the right to change or assign other duties as required for this position

Selection Process:

• Hiring team reviews applications
• 20-minute pre-screen with Darkhive recruiter
• 30-minute phone screen with the hiring manager
• Take home project
• In-person or video interview with hiring team

Benefits Darkhive offers:

• Comprehensive medical plans
• 100% employer paid dental and vision insurance premiums
• Automatic 401k employer contribution with vesting
• Vacation and personal time off
• 11 Paid holidays
• 5 days of sick leave
• Stock options
• Welcoming and friendly work environment
• Respect of work-life balance

Darkhive is an equal-opportunity employer and prohibits discrimination and harassment against any employee or applicant because of race, color, gender (including pregnancy), age, gender identity, creed, religion, national origin, sexual orientation, marital status, genetic information, disability, political affiliation, protected veteran status, or any other status protected by federal, state, or local law.