Business Development Jobs

Job description

Position: Director of Government Business Development

Position Number: H26-014

Status: Full-Time (Exempt)

Experience: 15+ Years

Reports to: Senior VP, Microelectronics Operations

Location: Remote/Indiana based, Washington, DC

Position Overview
The Director of Government Business Development will lead the strategic effort to bridge the gap between emerging defense and dual-use technology innovations and Department of War (DoW) mission requirements. This role focuses on accelerating the transition of advanced capabilities from research, prototyping, and pilot deployment into operational use by identifying insertion points across major Programs of Record (PoR), mission portfolios, and modernization initiatives.

The ideal candidate will possess a sophisticated understanding of the Defense Industrial Base (DIB), with a robust network across Portfolio Acquisition Offices, federal S&T and R&D organizations, operational forces, warfighting commands, and major defense primes. This high-impact role requires the ability to translate complex technical capabilities across diverse technology domains into mission-critical value for the warfighter and navigate varied DoW mission sets, acquisition cultures, and transition pathways. An entrepreneurial mindset is essential, with the ability to operate independently, identify opportunities, build partnerships, and execute in a fast-paced, evolving industrial policy and defense innovation landscape.

Core Responsibilities

• Strategic Integration & Alignment: Develop and execute multi-year strategies to integrate emerging technologies from consortium member organizations into existing and next-generation DoW platforms, systems, and mission environments. Areas of focus may include microelectronics, autonomous systems, cyber, AI/ML, communications, sensing, advanced computing, resilient energy, and other critical defense technologies.
• Acquisition Office Engagement: Cultivate and maintain deep-seated relationships with DoW Program Managers, Portfolio Acquisition Executives (PAEs), and mission sponsors across multiple Department of War components and agencies to understand long-term technology roadmaps, operational priorities, and requirement gaps.
• DIB Partnership Management: Serve as the primary liaison to DIB Primes (e.g., Lockheed Martin, Raytheon, Northrop Grumman, Boeing, General Dynamics, etc.), major platform & systems integration primes (e.g., L3Harris Technologies, BAE Systems Inc., Huntington Ingalls Industries, General Atomics, etc.), non-traditional (e.g. Anduril Industries, Palantir Technologies, etc.), facilitating collaborative business cases for the adoption and scaling of consortium-developed technologies, intellectual property, software, and hardware.
• Pipeline Development: Identify and secure transition pathways through various funding vehicles, including RDT&E accounts, Small Business Innovation Research (SBIR) Phase III, rapid prototyping and experimentation programs, OTAs, and other non-traditional acquisition mechanisms.
• Platform, Mission & PoR Mapping: Conduct detailed analysis of current Programs of Record, mission modernization priorities, and capability roadmaps to identify refresh cycles and technology insertion opportunities where emerging technologies can provide a decisive operational advantage.
• Ecosystem Advocacy: Represent the interests of ecosystem members at industry days, technical symposiums, and government briefings, positioning the network as a premier resource for sovereign and mission-relevant technology capability across multiple defense domains.
• Conflict Resolution & Intellectual Property Stewardship: Facilitate collaboration among consortium members, government stakeholders, and industry partners by navigating competing business interests, intellectual property considerations, and data rights discussions in support of mission-focused outcomes. Act as a trusted intermediary to enable “coopetition” models that balance member equity, technology protection, and DoW operational priorities while accelerating transition opportunities.
• Cross-Functional Collaboration: Work closely with technical leads, researchers, and program teams to ensure technology development within the hubs aligns with operational requirements, transition milestones, Military Standards (MIL-STD), cybersecurity expectations, and end-user mission needs across a range of defense applications.

Qualifications & Experience

• Professional Experience: Minimum of 15 years of progressive experience in business development, program management, strategic partnerships, or strategic planning within the defense, aerospace, or national security sector.
• Technical Domain Expertise: Proven familiarity with the development, integration, transition, and deployment lifecycle for advanced defense technologies. Experience spanning multiple technology domains—such as microelectronics, AI/ML, cyber, autonomy, communications, sensors, or trusted/secure systems—is strongly preferred. Understanding of the CHIPS Act, Microelectronics Commons, Trusted and Assured Microelectronics (T&AM), secure supply chain frameworks, and ITAR/EAR compliance requirements is highly desirable.
• Cross-Agency Government Experience: Extensive experience working directly with multiple Department of War agencies, defense research labs, and mission organizations (e.g., AFRL, ARL, NRL, DARPA, MDA, ONR, national laboratories, PAOs, OUSD R&E, UARCs, etc.), as well as broader U.S. Government and national security stakeholders. Proven ability to establish relationships and open pathways across government mission, acquisition, requirements, and research organizations is highly valued.
• Acquisition & Budget Process Knowledge: Strong understanding of federal acquisition pathways, including FAR, DFARS, OTA, SBIR/STTR, and rapid prototyping mechanisms. Experience navigating the Planning, Programming, Budgeting, and Execution (PPBE) process and Program Objective Memorandum (POM) cycle is highly desirable.
• Proven Track Record: Demonstrated success in transitioning emerging technologies from Technical Readiness Level (TRL) 4/5 to TRL 7+ and securing adoption, operational transition, or placement within a Program of Record or other fielded defense capability.
• Strategic Network: An active and verifiable network of contacts across the DoW, defense agencies, research organizations, and executive leadership of major defense Primes.
• Communication: Exceptional ability to synthesize complex technical and programmatic information into compelling executive-level briefings, transition strategies, and strategic white papers.
• Education: Bachelor’s degree in Engineering, Physics, Computer Science, or a related technical field is required. An MBA or a Master’s in National Security Policy, Engineering Management, or a related field is preferred.
• Clearance: Must hold an active Secret security clearance; Top Secret (TS/SCI) eligibility is preferred.

Desired Competencies

• Deep understanding of the Federal Acquisition Regulation (FAR), Other Transaction Authority (OTA), and alternative transition pathways used across the defense innovation ecosystem.
• Ability to navigate complex intellectual property (IP), software/data rights, and transition-to-production discussions within a collaborative environment.
• Entrepreneurial mindset with the ability to operate independently in a fast-paced, evolving industrial policy and defense innovation landscape.
• Proven ability to act as a translator between the academic/startup research culture, non-traditional technology developers, and the rigorous operational, acquisition, and sustainment requirements of DoW programs and mission organizations.

Who we are:

The Applied Research Institute (ARI) is a neutral, third-party nonprofit dedicated to uniting innovators and powering innovation across the technology ecosystem. By collaborating with the Defense Innovation Unit, NSWC Crane, DARPA, the Chief Digital and Artificial Intelligence Office, and the Department of War, ARI advances national security and economic growth through the deployment of cutting-edge technologies that fortify America’s economic and defense infrastructure. Learn more at www.theari.us.

Benefits:

ARI rewards successful contributors and delivers a high level of job satisfaction. Additional benefits include:

• A highly competitive salary
• 401k (ARI provides 5% non-elective Employee Eligible Compensation, as well as providing an elective Safe Harbor match of up to 4% of Employee Contribution)
• Health, Dental, and Vision insurance coverage. ARI pays 90% of plan costs for individuals and 80% for families
• Employer-provided short-term, long-term disability, and life insurance
• 4 weeks PTO to start, 5 weeks after 2 years consecutive employment; 10 sick days in addition to PTO
• 14 company holidays
• Flexible schedule, including the possibility of a full-remote position for highly qualified candidates

Salary: $160,000 - $220,000 depending on level of experience, qualifications and geographic location

This Job Is:

• A job for which military experienced candidates are encouraged to apply
• A good fit for applicants with a passion for technology and innovation
• A good job for someone who thrives in a fast pace, and ever-changing environment
• A job for which people with disabilities are encouraged to apply

To apply: email your resume to hr@theari.us and reference job H26-014.

Pay: $160,000.00 - $220,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Flexible schedule
• Health insurance
• Life insurance
• Paid parental leave
• Paid time off
• Tuition reimbursement
• Vision insurance

Work Location: Remote