Associate Director, Business Development - Army

About the Company

Distributed Spectrum (DS) is pioneering technologies to transform radio spectrum intelligence. Our work involves collecting global radio data, training neural networks to interpret it, and deploying these on compact chips. This unique endeavor requires innovating new solutions from the ground up, including custom embedding models and GPU kernels.

At DS, you will take ownership of critical initiatives within a dynamic AI research environment composed of experts in machine learning, embedded systems, and signal theory. The culture emphasizes balancing technical excellence with business impact and real-world relevance.

Job Overview

The Associate Director, Business Development - Army plays a pivotal role in identifying and advancing opportunities within the U.S. Army. This role involves mapping stakeholders, understanding organizational funding and acquisition processes, and crafting strategies to convert prospects into contracts. Success demands proactive research, relationship-building, and agility in navigating complex and ambiguous organizational structures.

Key Responsibilities

• Managing a pipeline focused on Army opportunities from discovery through proposal and contract execution.
• Establishing new connections across operational, programmatic, acquisition, contracting, and technical sectors within the Army.
• Conducting thorough research on customer frameworks, decision-making, budgets, and competitors.
• Developing detailed stakeholder maps and engagement strategies to identify champions and overcome obstacles.
• Aligning DS’s solutions to Army mission challenges with clear technical and operational narratives.
• Scoping and managing pilots, demonstrations, and evaluations to establish mission value and enable transition to broader programs.
• Crafting strategies to convert initial engagements into sustained contracts and wider adoption.
• Leading proposal development, coordinating cross-functional teams, and managing submission processes.
• Communicating DS’s technological capabilities to diverse audiences, including technical and executive stakeholders.
• Maintaining clear documentation, adapting strategies as needed, and representing DS in secure environments requiring travel.

Candidate Profile

• Minimum five years' experience driving outcomes in military, defense, national security, or related sectors.
• Demonstrated understanding or direct experience with U.S. Army operations, acquisition processes, and funding mechanisms.
• Proficiency in navigating complex organizational structures and developing new customer relationships.
• Ability to derive actionable plans from incomplete information and to execute with a high degree of self-direction.
• Strong skills in customer engagement, communication, stakeholder management, and proposal leadership.
• Understanding and ability to communicate concepts related to RF sensing, AI/ML, edge processing, and operational employment.
• Comfortable working in fast-paced, early-stage environments and capable of securing active Top Secret clearance; SCI eligibility preferred.

Preferred Qualifications

• Experience within Army operational communities such as Infantry, Special Forces, Military Intelligence, or Electronic Warfare.
• Leadership experience as an Army officer, warrant officer, NCO, or senior enlisted member with exposure to operational planning and capability integration.
• Experience in startup or growth-phase defense technology companies.
• Demonstrated success in business development, deployment strategy, or technical program strategy within customer-facing roles.
• Familiarity with procurement pathways like OTAs, SBIR Phase III, BAAs, and related initiatives.

Success Metrics

• Develop and execute a targeted business development strategy for Army customers.
• Build trust and relationships with new operational, acquisition, and technical stakeholders.
• Create a qualified opportunity pipeline supported by research and strategic stakeholder engagement.
• Advance pilots or demonstrations toward funded Army programs.
• Establish oneself as a reliable source of insight on Army customers and competitive dynamics.

Culture and Values

• Prioritize rapid learning and intellectual honesty over fixed backgrounds.
• Adaptable and able to balance short-term demands with long-term goals.
• Ownership mindset focused on efficiency and impactful outcomes.
• Collaborative approach ensuring integration with team and customer needs.

Compensation and Benefits

• Competitive salary and equity package at early Series A stage.
• Comprehensive health, dental, and vision insurance plans.
• 401(k) retirement plan with up to 4% employer match.
• Flexible paid time off policy.
• Daily catered lunches at the New York City office.

Compliance Requirements

Applicants must meet ITAR regulations, being U.S. citizens, lawful permanent residents, or otherwise authorized by the U.S. Department of State to handle controlled technology.