Associate Director, Rocket Motor Systems

The Business Development (BD) team, within Anduril’s Growth organization, is responsible for identifying, shaping, capturing, and growing new opportunities and capabilities for the company. In order to meet current and future client needs, the team must deeply understand the users pain points, how current solutions fail to address existing gaps, and how Anduril products can deliver more effective mission outcomes. BD team members serve as the bridge between clients and the broader Anduril team; they convey client perspectives to other teams across the enterprise while also serving as the Anduril brand ambassador externally. They partner extensively with Program Managers to ensure that Anduril products exceed client expectations and mission demands, and to drive continuous product improvements in response to ever-changing client needs and operating environments.
Anduril Rocket Motor Systems (RMS) is a merchant supplier of Solid Rocket Motors (SRM) that designs, produces (e.g. mix, cast, cure, and assemble), and tests (static & in-flight) SRM propulsion systems. Anduril can produce thousands of SRMs per year using through the establishment of a smarter, more agile production line underpinned by a $75M private investment. The RMS Growth Team works with Defense Primes, the US Armed Forces, emerging defense companies, and allies to determine how RMS can design and produce SRM propulsion systems tailored to their mission sets. RMS Growth Team members work with customers to pursue opportunities where Anduril RMS can be qualified as an additional SRM supplier to alleviate weapon supply constraints and identify opportunities to enhance the effectiveness of weapon systems with Anduril’s proprietary ALITEC propellant and other innovative technologies. RMS Growth Team members are in a unique position to play a pivotal role in Anduril’s effort to become the preferred supplier of tactical-scale SRMs.

We are looking for an Associate Director, RMS to join our rapidly growing team in Washington DC, Costa Mesa, CA, or Huntsville, AL. In this role, you will be responsible for owning, spearheading, and closing sales with Air Force and Naval Aviation customers for SRMs employed in air-to-air and air-to-surface weapon systems. You will identify potential sales opportunities, build and mature a sales pipeline, own proposal development and coordination, ascertain the conditions for closure, and get deals across the finish line. This will require the ability to understand and decipher complex engineering topics, use advanced costing tools to hone in on a price-to-win strategy, clearly articulate win-themes in proposals, and coordinate and integrate inputs from Engineering, Supply Chain, Formulation, and Operation departments. If you are someone who is relentless, persistent, responsive, and not afraid to ask customers hard and direct questions to get a deal across the goal line, then this role is for you. This will require the ability to operate in a nimble organization with significant autonomy and accountability.

• Generate and capture business opportunities. The BD team is ultimately responsible for growing revenue. This is achieved by developing a deep understanding of the existing and prospective client base, knowing the current or planned programmatic and technical roadmaps, and being cognizant of the competitive landscape. This expertise will inform capture strategies, revenue forecasts, and aid in technology development plans. Tactically, you will manage continuous engagements with current and future clients, generate and execute growth strategies, and monitor buying cycles for opportunities. In this role, you will develop growth hypotheses for your portfolio, be responsible for executing customer engagement, driving proposal and pricing development, and working with the Legal team to negotiate the final contract
• Grow existing business. You will partner with our Program Management team, which executes existing contracts, to grow business with current clients. This does not simply include expanding upon current work, but also leveraging existing partnerships to explore new areas of work or opportunities by sustaining and building upon the strong foundation of those client relationships.
• Communicate our value to clients. BD team members represent Anduril to a broad audience: clients, partners, competitors, and the interested public. You must project the company’s ethos, conveying insights that illustrate our approach to building next-generation defense technology and our competitive edges in doing so.
• Inform product development. As you will often be the first Anduril employee to engage a client, you are charged with translating their problem set back into our engineering organization. The team must trust your value judgement and assessment of the required mission outcome as you interpret and convey various client needs. Internally, you will provide the necessary clarity to inform priorities, keep Anduril stakeholders informed, determine key milestones, and proactively providing clear communications to appropriate levels of the company. Your assessment of clients’ needs will inform new product decisions, and your ongoing engagement with clients will yield crucial input that helps Anduril ensure our product suite is best-in-class.

• Ability to travel 50 – 75% required.
• Previous business development experience with a strong understanding of the capture processes and successfully closing deals.
• U.S. Person status is required as this position needs to access export-controlled data.
• Comfortable with developing and executing against a business development strategy with high degrees of autonomy.
• Must be authorized to work in the United States.

• Eligible to obtain and maintain an active U.S. Secret security clearance.
• Knowledge of US Navy and/or US Air Force air-to-air and air-to-surface weapon systems
• Experience with government business development, government contract structures, government proposal processes a plus.
• Experience managing complex technical projects in government a plus.
• Comfortable with working in limited resource environments.
• Comfortable with setting and achieving goals in a complex environment.
• Prior military or contracting experience.