Business Development Manager - U.S Defense

GPS-denied tunnels. Underground infrastructure. Hazardous industrial facilities. Contested environments where conventional reconnaissance is dangerous and slow.

These are the environments Emesent was built for.

Emesent develops autonomous LiDAR mapping technology that enables drones and robots to explore and map complex environments without GPS – delivering precise, real-time spatial intelligence where it matters most. Our systems are used by engineers, operators, and military personnel who need to understand dangerous environments quickly and safely.

As U.S. defense adoption of autonomous robotics and 3D mapping accelerates, we are expanding our AMER sales team.

We are looking for a Business Development Manager who can navigate the complexity of DoD procurement, build deep stakeholder relationships, and bring Emesent’s technology to the organisations that need it most.

For someone with defense sales experience and a genuine interest in emerging technology, this role is an exceptional opportunity.

 

Why this role is exciting

You will not just sell a product. You will bring autonomous mapping technology to the U.S. defense community – helping warfighters, engineers, and program offices solve real operational challenges.

You will gain exposure to:

• DoD end users, program offices, acquisition commands and key defense primes
• Complex technical solutions used in some of the most demanding environments in the world
• The full federal sales cycle, from early engagement through RFI/RFP response and contract close
• A fast-growing global company at the intersection of AI, robotics, drone autonomy and spatial data

 

You will work alongside world-class engineers and product teams while building a portfolio of high-value defense relationships.

What you will do

Build and grow DoD relationships

You will develop and maintain strong relationships across the U.S. defense ecosystem.

• Engage DoD end users, program offices, acquisition commands and prime contractors
• Understand mission objectives, operational constraints and procurement priorities
• Stay current on DoD modernisation initiatives, budget cycles and the competitive landscape
• Identify where Emesent’s technology creates the most compelling operational value

 

Drive new business development

You will identify and develop new opportunities across defense services and agencies.

• Prospect across Army, Navy, Air Force, Marines, SOCOM and relevant civilian agencies
• Present mission-oriented value propositions that address real operational needs
• Build compelling business cases that speak to safety, efficiency and long-term program success
• Cultivate a healthy, qualified pipeline with genuine close potential

 

Lead the sales process end-to-end

You will own the full federal sales cycle from first contact through contract award.

• Qualify and advance opportunities through complex, multi-stakeholder procurement cycles
• Conduct technical capability demonstrations and field evaluations
• Support responses to RFIs and RFPs with compelling, well-structured proposals
• Negotiate commercial terms within guidelines and navigate multi-phase acquisition processes

 

Collaborate across the business

Defense sales success depends on strong internal alignment.

• Partner with marketing, product, engineering and customer success to align solutions with DoD requirements
• Bring customer feedback into product and roadmap conversations
• Coordinate internal resources to support pilots, evaluations and deployments
• Represent Emesent credibly at defense events, expos and industry forums

 

Forecast accurately and report clearly

You will provide the visibility that enables good commercial decisions.

• Track pipeline status, key metrics and revenue forecasts for the DoD segment
• Provide regular, accurate reports to sales leadership
• Maintain disciplined CRM hygiene in HubSpot – accounts, contacts, activities and opportunities

What success looks