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Associate Director, Business Development - Army

Distributed Spectrum· Growth
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New York City, Remote$150k - $230k + equity + bonusFull-timePosted 2mo ago

About the role

Role focused on building and converting opportunities with the U.S. Army from discovery through proposal, pilot, and follow-on opportunities. Requires deep Army knowledge, stakeholder mapping, and execution across cross-functional teams in a fast-moving, early-stage environment.

Responsibilities

  • Build and manage an Army-focused pipeline from opportunity identification through proposal submission, source selection, and expansion.
  • Develop net-new relationships across operational units, program offices, requirements organizations, acquisition communities, contracting organizations, and technical stakeholders.
  • Research customer structures, decision-makers, mission priorities, budgets, acquisition pathways, incumbents, and competitors.
  • Create stakeholder maps and engagement strategies identifying champions, blockers, decision-makers, funding owners, and alternative entry points.
  • Develop informed perspectives on where Distributed Spectrum can address meaningful Army mission problems and how those opportunities should be pursued.
  • Translate operational problems into opportunity strategies, technical narratives, requirements, acquisition approaches, and measurable mission outcomes.
  • Scope pilots, demonstrations, exercises, experimentation efforts, and user evaluations that prove mission value and can transition into larger programs.
  • Develop strategies for converting successful pilots into follow-on contracts, production opportunities, or broader adoption across Army organizations.
  • Develop win strategies covering customer engagement, competitive positioning, teaming, decision timelines, and proposal execution.
  • Own assigned proposals, coordinate cross-functional inputs, and lead gate reviews, bid/no-bid recommendations, action tracking, and submission readiness.
  • Communicate Distributed Spectrum’s capabilities to operational, technical, acquisition, and executive audiences.
  • Maintain clear account documentation, identify alternative paths when an approach stalls, and provide insights that inform strategy and product positioning.
  • Represent Distributed Spectrum during frequent travel and periodic work in secure or classified environments.

Qualifications

  • Five or more years of relevant experience owning outcomes in military, defense, national security, defense technology, operational, technical, or commercial environments.
  • Relevant U.S. Army experience or demonstrated success working directly with Army customers in business development, growth, deployment strategy, mission operations, or program strategy.
  • Understanding of how Army formations identify mission needs, establish requirements, evaluate capabilities, fund experimentation, and transition technologies into sustained programs.
  • Ability to navigate unfamiliar organizations, determine who matters, understand decision-making, identify funding sources, and use stakeholder mapping to resolve blockers.
  • Ability to build net-new customer relationships rather than relying on inherited accounts or existing network.
  • Capability to turn incomplete information into clear recommendations, credible plans, and concrete next steps.
  • Self-directed, comfortable acting on a strong 70% solution, and able to refine approach as new information emerges.
  • Strong research, hunting, and relationship-building skills.
  • Clear communication across customer conversations, proposals, presentations, technical narratives, and executive updates.
  • Strong follow-through, prioritization, attention to detail, and stakeholder management.
  • Ability to communicate Distributed Spectrum’s RF sensing, edge processing, AI/ML, data integration, and operational employment concepts.
  • Comfort with fast-moving, early-stage environment and credibility with operators, engineers, acquisition professionals, and leadership.
  • Willingness and ability to travel frequently and work in secure or classified environments, with or without reasonable accommodation.
  • Active Top Secret clearance required; SCI eligibility preferred.

Skills

Required:Army domain knowledgeStakeholder mappingRelationship building with government customersProposal management

Benefits

  • Above-market salary, equity, and benefits package
  • Early Series A Equity
  • Excellent health, dental, and vision coverage
  • 401(k) match - up to 4% of salary
  • Flexible PTO
  • Daily office lunches in NYC
Last updated Aug 12, 2026. Interested? Apply on the company site.

About Distributed Spectrum

The World’s First AI Signals Expert

Gain actionable insights from the radio spectrum in real-time with small, cheap and efficient sensors from Distributed Spectrum

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