Business Development Manager, Air Force

Location: Remote, US (with approximately 30% travel supporting customer engagements, demonstrations, exercises, and industry events)
Clearance Requirement: U.S. Citizen with the ability to obtain and maintain a security clearance

About NODA

NODA is a Veteran-owned, venture-backed technology company that is transforming how unmanned systems collaborate in complex, mission-critical environments. We are developing next-generation solutions that enable the autonomous orchestration of heterogeneous unmanned systems across air, sea, land, and space with vital applications in the defense, intelligence, and commercial sectors.

Our Business Development team plays a critical role in shaping how autonomous systems are adopted across the defense enterprise, influencing requirements before they are written, shaping acquisition strategies before they are released, and accelerating the transition of next-generation autonomy capabilities from concept to operational deployment.

Joining NODA means working on meaningful technology that pushes the boundaries of autonomy alongside a team that thrives on innovation, rapid iteration, and collaboration.

The Role

As our Business Development Manager for the Air Force, you’ll lead NODA’s growth across the U.S. Air Force. This is not an account management role. This is a builder’s role.

You’ll identify emerging Air Force mission needs, establish trusted relationships across the Air Force’s operational, acquisition, and innovation communities, influence acquisition strategies, and lead opportunities from initial engagement through contract award. You’ll work directly with airmen, Major Commands, Program Executive Offices, research laboratories, prime contractors, and industry partners to position NODA where our technology creates operational advantage, from collaborative autonomy and unmanned aircraft to base defense and agile combat employment.

Success in this role requires initiative, sound judgment, intellectual curiosity, and the ability to operate independently in a fast-moving startup environment where priorities evolve quickly and opportunities are often created rather than assigned. You’ll be equally comfortable discussing operational challenges with airmen and command staff, technical integration with engineers, and acquisition strategy with senior Air Force leaders.

Key Responsibilities

• Develop and execute NODA’s business development strategy across the Air Force, including Major Commands, Program Executive Offices, research laboratories, and innovation organizations

• Build trusted relationships with airmen, mission planners, acquisition professionals, contracting officers, laboratories, test organizations, prime contractors, and senior Air Force stakeholders

• Identify, qualify, shape, and capture strategic opportunities across unmanned aircraft, collaborative autonomy, base defense, and multi-domain operations, from early customer engagement through proposal, negotiation, award, and transition to execution

• Develop and maintain a healthy multi-quarter pipeline while delivering accurate forecasting, opportunity qualification, and disciplined CRM management

• Lead capture planning including customer engagement strategy, competitive assessments, solution shaping, teaming strategies, pricing support, win themes, proposal development, bid/no-bid recommendations, and executive gate reviews

• Influence future Air Force requirements through regular engagement with operators, requirements owners, and program offices

• Partner closely with Engineering, Product, Mission Operations, Contracts, and Executive Leadership to align Air Force priorities with NODA’s product roadmap and growth strategy

• Navigate FAR-based contracts, OTAs, CSOs, SBIR/STTR, IDIQs, AFWERX, DIU, and other rapid acquisition mechanisms

• Identify and cultivate strategic partnerships with prime contractors, aircraft manufacturers, systems integrators, emerging technology companies, academia, and mission partners

• Represent NODA at demonstrations, experimentation events, exercises, and industry events including the AFA Warfare Symposium, the AFA Air, Space & Cyber Conference, and AUVSI XPONENTIAL

• Monitor Air Force priorities, autonomy and unmanned systems strategy, funding, competitive activity, and capability gaps to inform executive decision-making

• Develop executive briefings, capability presentations, white papers, and strategic communications

Required Qualifications

• 8+ years of business development, capture management, military, government, or related DoD experience, with significant focus on the Air Force

• Demonstrated success winning new business from customer engagement through contract award

• Strong understanding of the Air Force enterprise, including Major Commands, acquisition and requirements organizations, budget cycles, and procurement processes

• Experience with FAR-based contracting and non-traditional acquisition pathways including OTAs, CSOs, SBIR/STTR, IDIQs, and rapid acquisition efforts

• Established relationships across the Air Force’s operational, acquisition, and innovation communities

• Ability to engage credibly in technical discussions involving autonomy, AI-enabled software, robotics, interoperability, and unmanned aircraft systems

• Experience developing account strategies, capture plans, competitive positioning, and win strategies

• Bachelor’s degree or equivalent combination of military, government, and industry experience

• Ability to travel approximately 30%

• Due to the nature of the position, U.S. citizenship is required due to ITAR regulations, along with the ability to obtain and maintain a DoD security clearance.

Preferred Qualifications

• Prior service in the U.S. Air Force or extensive experience supporting Air Force organizations

• Existing relationships across AFLCMC, AFRL, AFWERX, the Department of the Air Force Rapid Capabilities Office, Air Combat Command, the Air Force Test Center, or DIU

• Experience supporting unmanned aircraft systems, collaborative combat aircraft, counter-UAS, ISR, C5ISR, or adjacent defense technologies

• Experience supporting experimentation campaigns, exercises, flight testing, or technology transition efforts

• Experience working within a venture-backed or high-growth defense technology company

• Active Top Secret or TS/SCI security clearance

Skills & Attributes

• Strategic thinker who connects customer challenges with business growth and product strategy

• Exceptional relationship builder with strong executive presence across government, industry, and the operator community

• Outstanding communication, presentation, negotiation, and influencing skills

• Highly organized with disciplined forecasting, pipeline management, and opportunity tracking

• Collaborative partner across Engineering, Product, Operations, Contracts, and Leadership

• Mission-first mindset with a passion for delivering operational advantage to the warfighter

• Builder mentality with the initiative to create opportunities and shape markets rather than wait for them

• Technically curious, with the ability to translate complex autonomy and AI concepts into mission value

• Resilient, adaptable, accountable, and comfortable operating independently in ambiguous startup environments

Our culture fosters collaboration, respect, and trust, empowering passionate people to do their best work. We offer a competitive salary, comprehensive benefits, and opportunities for career growth. In addition to an opportunity to take part in an innovative, collaborative and fast-growing business with a highly motivated and skilled team, we also take pride in taking care of our employees. Here are just a few ways that we show our appreciation:

• We offer premium medical, dental, and vision coverage with zero paycheck premiums for you and your family

• 401(k) Retirement Savings Plan to invest in your long-term retirement goals + Company match

• Equity grants for new hires

• Unlimited PTO

• 11 Paid holidays

• Extremely generous company holiday calendar, including a holiday hiatus in November, & December.

• Generous Parental Leave

• Military Leave for annual training or service requirements

• FSA

• DCFSA

• HSA

• Professional Development Opportunities

• Access to One Medical

• Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well.

Export Control Compliance

To conform to U.S. government export control regulations, including the International Traffic in Arms Regulations (ITAR) and Export Administration Regulations (EAR), you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or otherwise eligible to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce.

Equal Opportunity Statement

NODA AI is an Equal Opportunity Employer committed to fostering a diverse, inclusive, and respectful workplace and to maintaining equitable employment and hiring practices. We provide equal employment opportunities to all applicants and employees and make all employment decisions without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.

As a federal contractor, NODA AI complies with all applicable equal employment opportunity and affirmative action requirements, including Section 503 of the Rehabilitation Act of 1973, as amended, and the Vietnam Era Veterans' Readjustment Assistance Act of 1974 (VEVRAA), as amended. We are committed to providing reasonable accommodations to qualified applicants and employees with disabilities throughout the recruiting, hiring, and employment process.

Consistent with applicable federal, state, and local laws, qualified applicants with criminal histories will be considered for employment in a manner consistent with applicable fair chance and ban-the-box laws, including the Fair Chance Initiative for Hiring Ordinance where applicable. We actively encourage qualified individuals of all backgrounds, including women, minorities, protected veterans, and individuals with disabilities, to apply.

NODA AI is committed to fostering an inclusive, supportive, and accessible work environment for all applicants and employees. If you require accommodations or assistance during the application process, please don’t hesitate to reach out to us at [email protected] or contact your recruiter so we can provide the support you need.