Emesent - Business Development Manager - U.S Defense

• DoD end users, program offices, acquisition commands and key defense primes • Complex technical solutions used in some of the most demanding environments in the world • The full federal sales cycle, from early engagement through RFI/RFP response and contract close • A fast-growing global company at the intersection of AI, robotics, drone autonomy and spatial data • You will work alongside world-class engineers and product teams while building a portfolio of high-value defense relationships. • Build and grow DoD relationships • You will develop and maintain strong relationships across the U.S. defense ecosystem. • Engage DoD end users, program offices, acquisition commands and prime contractors • Understand mission objectives, operational constraints and procurement priorities • Stay current on DoD modernisation initiatives, budget cycles and the competitive landscape • Identify where Emesent’s technology creates the most compelling operational value • Drive new business development • You will identify and develop new opportunities across defense services and agencies. • Prospect across Army, Navy, Air Force, Marines, SOCOM and relevant civilian agencies • Present mission-oriented value propositions that address real operational needs • Build compelling business cases that speak to safety, efficiency and long-term program success • Cultivate a healthy, qualified pipeline with genuine close potential • Lead the sales process end-to-end • You will own the full federal sales cycle from first contact through contract award. • Qualify and advance opportunities through complex, multi-stakeholder procurement cycles • Conduct technical capability demonstrations and field evaluations • Support responses to RFIs and RFPs with compelling, well-structured proposals • Negotiate commercial terms within guidelines and navigate multi-phase acquisition processes • Collaborate across the business • Defense sales success depends on strong internal alignment. • Partner with marketing, product, engineering and customer success to align solutions with DoD requirements • Bring customer feedback into product and roadmap conversations • Coordinate internal resources to support pilots, evaluations and deployments • Represent Emesent credibly at defense events, expos and industry forums • Forecast accurately and report clearly • You will provide the visibility that enables good commercial decisions. • Track pipeline status, key metrics and revenue forecasts for the DoD segment • Provide regular, accurate reports to sales leadership • Maintain disciplined CRM hygiene in HubSpot – accounts, contacts, activities and opportunities • ## What success looks like • Develop strong knowledge of Emesent’s technology and how it applies to defense use cases • Build a qualified pipeline of DoD opportunities across key services and agencies • Close initial contracts and establish Emesent as a credible partner in the U.S. defense market • Create a roadmap for growing defense revenue in subsequent years • Be seen internally as the trusted voice of the U.S. defense customer