Director of Business Development - Air Force and Growth Accounts
Director of Business Development - Air Force and Growth Accounts
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$ 140000 - 180000
1 Vacancy
Job Description
About Urban Sky:
Urban Sky is a venturebacked aerospace startup that pioneers utilization of the stratosphere and reimagines the way humans view and analyze the earth. We design build operate and sell stratospheric balloon systems and the data we collect supports a wide range of applications from realtime wildfire monitoring to urban mapping. Our technology is also employed by government customers including the Department of Defense (DoD) NASA and others. Urban Sky sends flight vehicles to the stratosphere on a weekly basis.
Our team consists of engineers makers developers and doers who believe in the power of human potential when passion meets utility within a small supportive team. At Urban Sky we strive to create a team culture grounded in candor inclusion respect and empowerment.
We aim to build the next chapter of stratospheric history in Denver and are seeking selfstarting openminded and hardworking team members.
About the Role:
Urban Sky is seeking a highly motivated and experienced Director of Business Development to lead the companys sales and gotomarket efforts in defense and national security markets with a specific focus on the U.S. Air Force community. This key role will be responsible for driving gotomarket strategy commercialization efforts business development and sales activities tailored to the Air Force and other DoD growth clients. Urban Sky is already shipping lowcost rapidly deployable tactical stratospheric balloon systems and control software to several DoD agency customers. This role was designed to help accelerate those activities in order to establish Urban Sky as the leading provider of tactical stratosphericballoonbased solution for DoD customers. As the primary Air Force DoD growth business development lead this role will be responsible for developing and executing sales strategies to promote Urban Skys stratospheric balloonbased C4ISR solution and achieve topline revenue KPIs. This person will work handinhand with Urban Skys VP of Sales & Urban Skys CEO to drive all commercialization efforts both strategic and transactional. This person will be a key leader at Urban Sky responsible for defining government business strategy driving customer engagements and shaping and delivering governmentrelated business milestones.
Key Functions:
Develop and execute a comprehensive market strategy targeting U.S. Air Force and other DoD growth sectors.
Manage relationships with key DoD personnel and customer stakeholders.
Identify key opportunities customer needs and emerging trends in government markets.
Lead all aspects of the Government/DoD sales process from prospecting to closing deals.
Establish and nurture relationships with key industry players potential clients and partners.
Collaborate with the executive team to define and refine Urban Skys governmentfocused product and service offerings.
Responsible for developing and delivering against commercial KPIs to include quarterly and annual targets for bookings topline revenue inbound lead generation and funnel velocity.
Provide insights into market trends customer needs and product development opportunities.
Represent Urban Sky at industry events conferences and networking gatherings.
Identify analyze and prioritize strategic partnership major account and channel partnership opportunities. Initiate discussions and evangelize Urban Skys value proposition with target partners.
Stay informed about government regulations policies and procurement processes.
Ensure Urban Skys offerings comply with all relevant government requirements.
Ensure excellent postsales support to maintain strong customer relationships.
Skills & Experience:
Bachelors degree in either 1) a relevant technical (i.e. aerospace or mechanical engineering) field or 2) a relevant business field (i.e. an MBA). Alternatively applicants may have no formal degree but in exchange should have specific and relevant U.S. Air Force military programmatic or technical leadership experience.
Deeply technical background (i.e. ability to digest interpret and understand complex technical requirements from DoD customers).
Proven track record of successfully selling complex technology solutions to government clients.
Strong understanding of the U.S. Air Force in specific and defenseand national security markets in general particularly related to C5ISR.
Exceptional communication negotiation and interpersonal skills.
Ability to work independently in a fastpaced and rapidly changing environment.
Strategic thinker with an entrepreneurial mindset and a flair for identifying new business opportunities.
Skilled in Microsoft Office Suite particularly MS Excel modeling and PowerPoint
Occasional travel and conference attendance (less than 20%)
Experience with CRMs (Hubspot Pipedrive Salesforce etc.)
Technical proficiency and excitement (i.e. a willingness to understand deep technical constraints and effectively communicate a clear simple value proposition to customers)
Thorough understanding of government procurement and government agency contract mechanisms.
Thorough understanding of the U.S. Air Force organizational and programmatic structure(s).
Strong experience with the SBIR process (from Phase I through to Phase III transition of defense technology).
A no job too big and no job too small attitude.
NicetoHaves:
Earlystage startup experience directly related to driving productmarketfit.
Experience establishing Programs of Record within a U.S. Government Defense agency.
Experience supporting the Air Force mission as an Airman either as an officer enlisted active duty reserve or guard who has past experience.
Requirements:
Must be US Citizen or Permanent Resident
Preferably located near Denver CO
Benefits:
- Base Salary $140000 $180000 per year. Annual On Target Earnings (OTE) of greater than $250000 with salesbased commission incentives.
- We are required to post this salary range per Colorado law. Salary will be determined based on your abilities and experience.
Equity Compensation in the form of Company Stock Options
Medical Vision and Dental
Flexible PTO youre going to be working hard so enjoy time off with no cap!
Cell Phone Bill Stipend
Maternity/Paternity Leave
NOTE: Research suggests that women and BIPOC individuals may selfselect out of opportunities if they dont meet 100% of the job requirements. We encourage anyone who believes that they have the skills and the passion necessary to succeed here to apply for this role.
This position may require the candidate to deal with commodities software technology defense articles and/or technical data which are subject to the Export Administration Regulations and/or the International Traffic in Arms Regulations. Additional information may be requested so as to determine whether export authorization is required from the Bureau of Industry and Security and/or the Directorate of Defense Trade Controls. If authorization is required employment will be contingent upon the Company successfully obtaining such authorization from the relevant government agency.
Urban Sky is an equal opportunity employer and we value diversity. All employment is decided on the basis of qualifications merit and business need.
Required Experience:
Senior IC
Employment Type
Full-Time
