About the Role 

We are seeking an experienced and driven Director of Business Development to lead Jaia Robotics’ expansion within the U.S. Department of Defense and broader defense ecosystem. This role is central to our growth strategy and will be responsible for identifying, developing, and closing new revenue opportunities across DoD programs, commands, and contracting vehicles. 

The ideal candidate brings a proven track record of selling into defense markets, a deep understanding of DoD procurement processes — including OTAs, SBIRs, and traditional FAR-based acquisitions — and an established network of relationships across relevant program offices, PEOs, and system integrators. This is not an entry-level sales role; we are looking for someone who can open doors, navigate complex acquisition cycles, and drive meaningful revenue from day one. 

In addition to direct business development, this individual will represent Jaia at key industry events, tradeshows, and government forums — including Sea Air and Space, AUVSI XPONENTIAL, and WEST — building brand presence and strategic partnerships. This role reports directly to senior leadership and will play a critical part in shaping Jaia’s go-to-market strategy within the defense sector. 

Job Responsibilities 

• Identify, qualify, and pursue new business opportunities within the DoD, including Army, Navy, Marine Corps, Air Force, SOCOM, and relevant defense agencies 

• Develop and execute a strategic pipeline of defense opportunities aligned with Jaia’s product capabilities and roadmap, with a focus on near-term revenue generation 

• Leverage existing relationships with program offices, PEOs, PMs, contracting officers, and prime integrators to accelerate sales cycles and position Jaia favorably in procurement decisions 

• Navigate DoD acquisition pathways — including OTA consortia, SBIR/STTR transitions, GSA schedules, and traditional FAR-based contracts — identifying the optimal route to contract for each opportunity 

• Build and maintain strategic partnerships with prime contractors, system integrators, and defense-focused distributors to extend Jaia’s reach and enable teaming arrangements 

• Represent Jaia Robotics at key industry events, conferences, and government forums, delivering compelling pitches and product demonstrations to senior military and civilian stakeholders 

• Collaborate closely with the product and engineering teams to align customer requirements and emerging DoD needs with Jaia’s product development priorities 

• Lead proposal efforts in partnership with internal teams, ensuring responses are competitive, compliant, and compelling 

• Maintain accurate forecasting, pipeline reporting, and opportunity tracking through CRM tools, providing regular updates to leadership 

• Monitor the competitive landscape, emerging threats, and DoD investment trends to proactively shape positioning and strategy 

Accountable For 

• Achievement of annual revenue targets and pipeline growth milestones within the DoD and defense markets 

• Development and active management of a qualified, stage-gated opportunity pipeline sufficient to meet and exceed revenue goals 

• Successful navigation of DoD procurement processes, ensuring Jaia is positioned and compliant to win contracts across applicable acquisition vehicles 

• Quality and competitiveness of proposals and responses to government solicitations, including RFIs, RFPs, and OTA applications 

• Establishment and maintenance of high-value relationships with DoD stakeholders, program offices, and strategic partners 

• Accurate and timely reporting of sales activity, forecasts, and competitive intelligence to senior leadership 

• Upholding Jaia’s reputation as a capable, mission-focused, and trustworthy partner in all government and industry-facing interactions 

• Contribution to the overall strategic direction of Jaia’s defense go-to-market efforts, including input on product positioning, pricing, and partnership strategy 

As a Jaia Robotics employee there is almost unlimited scope to grow into a senior leadership or management role at a pace that would be unprecedented in a larger organization if that is a career path that would be of interest. If leadership aspirations are not desired, Jaia Robotics values the individual contributor role equally and will encourage growth as a deep subject matter expert.

The duties and responsibilities of the Business Development Director may change from time to time, at the sole discretion of Jaia. The Company expects that you will adapt to and embrace new and additional duties and responsibilities that leverage your talent, expertise, and enjoyment of what you are good at and love doing most.

We welcome teammates that will contribute to Jaia by leaving your ego at the door, having the right attitude, a passion for our vision, mission and values in everything that you do.

Your employment is conditional upon reference and background checks and providing us documentation regarding your ability to work in the United States. You must sign all required Jaia documents including, but not limited to, Assignments of Intellectual Property, Inventions, Non-Disclosure Agreements, and such other agreements deemed necessary by Jaia.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire. You must also be eligible to obtain security clearance.

It Would Be Awesome If You Had

• Experience in engineering, oceanography, business, communications, or marketing.
• Knowledge and experience operating our JaiaBot vehicles.
• Commitment to protect our environment.
• Seamanship or boating skills.

If you join Jaia, you will become part of a fast-paced and dedicated team that works together to provide our clients with the highest possible level of service and advice.