Vice President, Business Development

About the company

Ursa Major is building advanced propulsion and defense solutions for the aerospace and national security sectors. The company focuses on technologies that support hypersonics, solid rocket motors, satellite maneuvering, and launch systems, with the goal of improving how the United States and allied partners access and use high-performance propulsion.

Role overview

The Vice President of Sales and Business Development will own the commercial and government revenue function and drive the company’s growth strategy. This executive will guide sales, capture, partnership development, contract negotiations, and customer relationship management while leading the broader business development organization.

The role calls for a senior leader with extensive experience across aerospace and defense markets, including success in winning commercial business with defense customers and securing complex federal awards, programs of record, and advanced development efforts.

Core responsibilities

In this position, you will shape long-term growth plans, identify market opportunities, manage the sales funnel, and build strong relationships across defense companies, aerospace manufacturers, prime contractors, and U.S. government agencies. You will also partner closely with internal teams to align customer needs, pricing, product direction, and delivery execution.

Strategic leadership

• Create and implement multi-year sales, capture, and business development plans that support company growth goals.
• Evaluate new opportunities in commercial defense, major aerospace manufacturers, and emerging market segments to expand revenue and improve market positioning.
• Direct capture strategy for U.S. government programs of record, advanced development initiatives, and national security programs.
• Share market intelligence with senior leadership to help guide product planning, investment decisions, and competitive strategy.

Commercial and government sales execution

• Oversee the full sales and capture cycle, including opportunity sourcing, pipeline building, forecasting, capture planning, proposal work, contract negotiation, and account expansion.
• Develop and maintain executive-level connections with defense companies, prime contractors, integrators, and relevant federal agencies such as DoW, military services, and NASA.
• Ensure strong execution of proposals, capture activities, and customer engagement efforts, including trade shows and similar events.
• Set up and monitor revenue, pipeline, and customer engagement measures, and maintain consistent forecasting and proposal discipline.
• Grow revenue within existing accounts while building new channels, partnerships, and customer segments.

Team leadership

• Recruit, guide, and develop a high-performing sales and business development team focused on revenue and strategic growth outcomes.
• Introduce standard processes, performance metrics, and reporting practices that support accountability and operational discipline.
• Coach team members and promote a culture grounded in professionalism, integrity, and alignment with company values.

Cross-functional collaboration

• Work with Engineering, Programs, Operations, Product, Strategy, and Finance to build integrated growth plans and align customer requirements with pricing.
• Support early customer and engineering involvement to help shape requirements and influence future propulsion programs.
• Coordinate with internal stakeholders to support successful contract execution and delivery.
• Handle additional duties as needed.

Required qualifications

• At least 12 years of experience in sales, business development, program capture, or similar roles in aerospace, defense, or advanced technology.
• Proven ability to secure commercial business with defense companies, primes, integrators, and aerospace manufacturers.
• Demonstrated success in winning federal contracts, including programs of record and major advanced development programs.
• Strong understanding of U.S. government acquisition processes, FAR/DFARS rules, and defense procurement cycles.
• Proven experience leading and developing high-performing teams in fast-moving or high-growth settings.
• Strong technical understanding and the ability to explain complex ideas clearly to customers and internal teams.
• Ability to work on-site full time in Berthoud, Colorado, with substantial domestic travel and occasional international travel.

Preferred qualifications

• Established relationships within DoW, NASA, and major defense prime contractors.
• Background in propulsion, launch systems, hypersonics, or related advanced aerospace technologies.
• Experience working in a startup or rapidly scaling technology business.
• Advanced degree in engineering, business, or a related field.

Key competencies

• Strategic planning and execution
• Contract capture and negotiation
• Leadership and team development
• Technical and commercial acumen
• Customer communication and relationship management
• Cross-functional collaboration
• Integrity, accountability, and results focus

Compensation

The base pay range for this role in Colorado is $280,000 to $330,000. Final compensation will depend on education, experience, knowledge, skills, and abilities.

Employment details

This is a full-time, exempt position based on-site in Berthoud, Colorado. Extensive domestic travel is required, along with occasional international travel.

Benefits

• Unlimited PTO covering vacation, sick time, personal time, and bereavement
• Paid parental and adoptive leave
• Medical, dental, and vision coverage
• HSA/FSA tax-advantaged accounts
• Employer-paid short-term and long-term disability, basic life insurance, and AD&D
• Optional benefits including voluntary life insurance and emergency medical transport
• Employee assistance program
• 401(k) retirement plan with company match
• Equity grants

Application notes

The position is expected to remain open for at least 3 days and will stay open until filled or changed depending on applicant volume.

Applicants are encouraged to apply even if they do not meet every listed qualification, provided they believe they have the skills and motivation to succeed.

Candidates must be U.S. persons, which includes U.S. citizens and permanent residents, and must be eligible to obtain and maintain a U.S. security clearance.

The employer is an equal-opportunity organization and considers applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability status.

No outside recruiters, please.