Director of Defense Business Development

Director of Defense Business Development
Tocaro Blue

Washington DC or San Diego CA

Summary

The future of maritime operations is autonomous: every autonomous vessel needs to perceive the world around it and Tocaro Blue builds the machine learning software that makes that possible. ProteusCore our marine radar processing engine and ApolloCore our EO/IR perception system deliver real-time detection classification tracking and sensor fusion for tactical craft and unmanned surface vessels. Our software is trained on massive datasets of sensor data and proven on the water with the leading USV builders and autonomy developers defining this market. Our software products are sold to defense companies sensor and autonomy integrators sensor hardware OEMs and government entities.

Were hiring the person who will be responsible for growing awareness with government stakeholders and developing new defense-related sales opportunities. You will build the pipeline own the relationships and close the deals that put our perception software on every vessel headed for the fleet. USV builders autonomy integrators and sensor OEMs are our customers not our competitors. Every platform that wins wins with us. Your network compounds across the entire market instead of being locked to a single OEM. Youll report directly to our Senior Sales Director help shape our defense strategy and work alongside our engineering and leadership teams on demonstrations evaluations and proposals without bureaucracy.

If youve been a high-performing business developer in the aerospace maritime or defense industry setting strategy and building productive relationships with suppliers and the government this is the role for you.

Responsibilities

Develop negotiate and close licensing deals with USV builders autonomy integrators and maritime OEMs. Grow existing accounts and open new ones selling Tocaro Blues products across the maritime defense ecosystem.

Identify shape and in the future win opportunities with U.S. Government customers: All DoW program offices and labs USCG USSOCOM DIU and ONR. Deals can include FAR-based contracts OTAs and SBIR/STTR Phase IIIII transitions. Initially this role will focus on selling to primes who are fulfilling DoW USV contracts.

Qualify opportunities champion technology demonstrations and coordinate them with our engineering and leadership teams. Shape proposal strategy and provide input on pricing collaborate with our Senior Sales Director to negotiate terms and close. Stay close to the customer and expand the account.

Track programs budgets and competitors across the uncrewed maritime landscape. Bring the voice of the operator and the program office back into our product roadmap.

Represent Tocaro Blue at industry events fleet exercises and customer demonstrations. Youll be an important representative for the company at Defense-related events.

Required Qualifications:

Track record of technical product or services sales in a complex enterprise sales environment. A technical degree in engineering or computer science is a benefit.

• 8 years of business development capture or defense sales experience with a track record of closing government customers primes or platform companies or both.
• Uniformed service or government civilian experience is preferred: DoW USCG or the acquisition and S&T organizations that support them.
• We are looking for someone who is self-directed and comfortable building the government sales playbook.
• Location: San Diego CA or Washington DC or surrounding areas
• Travel: expect 50% travel to customer sites fleet concentration areas demonstrations and industry events plus regular time with our teams in Alabama and Florida
• U.S. citizenship required. Active or prior security clearance a plus

Preferred Expertise:

• Uniformed service or government civilian experience preferred: Navy USCG or
• the acquisition and S&T organizations that support them.
• Existing relationships in the Navy and USCG uncrewed maritime community including program offices labs or the USV builders and autonomy companies serving them.
• Working fluency in how the government buys: acquisition pathways OTAs SBIR/STTR transition FMS and security cooperation a plus. Interest and experience in the maritime domain.

Why Tocaro Blue

Compensation

• Base salary: $140000 $170000 depending on experience and location
• Equity: above market for early-stage startup. Your upside is tied to what you build
• Health benefits 401(k) and paid time off

Innovation-First Culture:

• Direct impact on defining the future of maritime perception and autonomy
• Access to challenging real-world problems that push the limits of current Marine Autonomy capabilities
• Collaborative environment with top-tier engineers researchers and business people

Work Environment:

• Engineering office in Birmingham AL
• Engaging fieldwork opportunities for both direct support of clients as well as internal test events at our Pensacola FL testing location
• Work-life balance that supports both innovation and personal growth

How to Apply

Apply at Blue is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin disability or veteran status. To comply with U.S. export control regulations including ITAR applicants must be a U.S. citizen lawful permanent resident or protected individual as defined by 8 U.S.C. 1324b(a)(3)