Business Development Manager, Air Dominance at Primordial Labs

United States

$125k - $175k

<h4>About Primordial Labs&nbsp;</h4><p>We're building the next generation interface for commanding autonomous systems in the real world. Our core product, Anura, translates spoken or typed intent into structured actions across drones, sensors, and mission software—enabling faster, more intuitive control in high-stakes environments. We’re a distributed team of engineers, operators, and technologists focused on deploying reliable autonomy at the tactical edge.</p><h4>The Opportunity</h4><p>We are seeking an experienced, strategic, and mission-driven Business Development Manager to join our growing team. This role is central to ensuring Anura gets to warfighters and delivers outsized mission impact. This person will own and advance Primordial Labs’ Air Dominance campaign across the Air Force, expanding our opportunity pipeline, leading capture efforts, and driving revenue growth for our Anura platform. You will take opportunities and shepherd them through the full capture lifecycle, from shaping requirements to contract awards, working across MAJCOMs, program executive offices, and operational units. This is a high-impact role for someone who thrives in a fast-paced, small-team environment and wants to see their work directly influence the lethality of our warfighters and our company’s trajectory.</p><h4>What You'll Do</h4><h5>Capture Management &amp; Pipeline Ownership:</h5><p class="MsoListParagraph"><span>• </span>Own the full capture lifecycle for priority Air Force opportunities, from early shaping through proposal submission and closing contract awards.</p><p class="MsoListParagraph"><span>• </span>Develop and execute capture plans, including win strategies, competitive assessments, teaming strategies, and pricing analysis.</p><p class="MsoListParagraph"><span>• </span>Build pipeline across Air Force funding pathways, including SBIR Phase III, OTAs, AFWERX, BAAs, and programs of record.</p><h5>Customer Engagement &amp; Shaping:</h5><p class="MsoListParagraph"><span>• </span>Build and maintain relationships with key stakeholders across Air Combat Command, AFLCMC program offices, AFSOC, and operational wings and groups.</p><p class="MsoListParagraph"><span>• </span>Engage across customer personas early in the acquisition cycle to shape requirements in alignment with Anura’s capabilities, from aircrew and operators to requirements staff and program leadership.</p><p class="MsoListParagraph"><span>• </span>Represent Primordial Labs at industry days, demonstrations, conferences, and customer meetings, articulating our value proposition with authority and clarity.</p><h5>Market &amp; Competitive Intelligence:</h5><p class="MsoListParagraph"><span>• </span>Maintain a deep understanding of the defense acquisition landscape, relevant contracting vehicles, and Air Force program funding cycles.</p><p class="MsoListParagraph"><span>• </span>Track developments across relevant Air Force programs and translate them into capture strategy.</p><p class="MsoListParagraph"><span>• </span>Track competitor activities and emerging customer requirements to inform capture strategy and product roadmap.</p><p class="MsoListParagraph"><span>• </span>Identify and evaluate new market segments and adjacencies aligned with Anura’s platform capabilities.</p><h5>Cross-Functional Collaboration:</h5><p class="MsoListParagraph"><span>• </span>Partner closely with engineering and program management to ensure proposals and customer commitments are technically sound and deliverable.</p><p class="MsoListParagraph"><span>• </span>Contribute customer and market insights to inform product roadmap priorities and go-to-market strategy.</p><p class="MsoListParagraph"><span>• </span>Support proposal development efforts, including writing, review, and coordination with any teaming partners.</p><h4>About You</h4><h5><span><strong id="docs-internal-guid-358dc92b-7fff-3242-ca07-eff0979c1827">Experience:</strong></span></h5><p class="MsoListParagraph"><span>• </span>4+ years of experience in business development, capture management, or government sales, with a strong track record of winning defense contracts.</p><p class="MsoListParagraph"><span>• </span>Direct experience working with Air Force customers and navigating defense acquisition processes.</p><p class="MsoListParagraph"><span>• </span>Demonstrated success owning and winning opportunities across the full capture lifecycle.</p><p class="MsoListParagraph"><span>• </span>Established relationships within Air Force program offices, MAJCOM staffs, or combatant commands.</p><p class="MsoListParagraph"><span>• </span>Previous experience within the Air Force air domain (e.g. pilot, RPA operator, programmatic, requirements, etc) is a major plus.</p><h5>Skills:</h5><p class="MsoListParagraph"><span>• </span>Strong understanding of government acquisition pathways and contracting vehicles</p><p class="MsoListParagraph"><span>• </span>Excellent written and verbal communication skills, with experience presenting to senior leadership within defense organizations</p><p class="MsoListParagraph"><span>• </span>Highly organized with the ability to manage multiple active captures simultaneously.</p><p class="MsoListParagraph"><span>• </span>Proficiency in CRM platforms and Microsoft Office Suite.</p><p class="MsoListParagraph"><span>• </span>Ability to operate with autonomy and ownership in a lean, fast-moving environment.</p><h5>Security Clearance:</h5><p class="MsoListParagraph"><span>• </span>Active U.S. government security clearance preferred; ability to obtain and maintain clearance required.</p><h4>Desirable Qualities</h4><p><span>• </span>Familiarity with autonomous systems or human-machine teaming technologies</p><p class="MsoListParagraph"><span>• </span>Experience capturing programs related to crewed aircraft, RPA, or unmanned systems</p><p class="MsoListParagraph"><span>• </span>Understanding of Air Force command and control and mission planning workflows</p><p class="MsoListParagraph"><span>• </span>Prior experience in a startup or early-stage defense technology company</p><p><strong><em>Please note: Applicants must have current authorization to work in the U.S., and we are not able to provide visa sponsorship for this role.</em></strong></p><h4>Compensation</h4><p>Compensation for this position includes a target base salary of $125,000 - $175,000 annually, plus incentives and equity, with the final offer determined by the candidate's experience level.</p><p><em>We’re committed to fair and equitable compensation and are happy to explain how we determine our salary ranges, just ask!</em></p><h4>Our Benefits&nbsp;</h4><ul><li><p>Beyond a Competitive Salary, we provide a significant equity stake, aligning your growth with ours.</p></li><li><p>100% Remote: This role is fully remote, open to residents across the US. We believe that talent knows no borders (well, except for the US in this case!).</p></li><li><p>Comprehensive Health Coverage: We provide comprehensive medical, dental, and vision plans so you and your family can stay healthy and worry free.</p></li><li><p>Retirement Planning: Plan for tomorrow with our 401(k) package, complete with a generous 6% company match.</p></li><li><p>Generous DTO: Our generous Discretionary Time off (DTO) policy is all about helping you take the breaks you deserve and live your healthiest, most fulfilling life.</p></li><li><p>Elite Technology Package: Enjoy an elite technology package to make your work effortless and efficient.</p></li></ul><h4>Our Interview Process</h4><p>Our interview process is designed to be thorough and respectful of your time. It typically includes:</p><ol><li><p>Conversation with the People Team: Lets get to know one another first!</p></li><li><p>Manager Conversation: A chat with the hiring manager to discuss responsibilities, team dynamics, and your relevant experience.</p></li><li><p>Team &amp; Process Deep Dive: A 60 minute discussion with cross-functional team members currently supporting our BD efforts. You'll learn about our day to day operations, and we'll discuss your past experience.</p></li><li><p>Strategy Discussion: A 45 minute conversation with our Director of Strategy to align on our growth objectives, market opportunities, and long term vision.</p></li><li><p>Q&amp;A with our CEO: Final call with our CEO to discuss company culture and get all of your lingering questions answered.</p></li></ol><p>We are committed to a low-stress interview experience. No trick questions or brain teasers!</p><h4></h4><p>Primordial Labs is an equal opportunity employer, committed to creating a welcoming and respectful environment for everyone. Discrimination and harassment have no place here. We firmly believe that a diverse team enriches our problem-solving capabilities, sparks greater creativity, and ultimately leads to a better product and a more vibrant company.</p><p>We understand that great talent comes from various paths and that passion and transferable skills are invaluable. At Primordial Labs, what truly matters is your ability to make an impact, your dedication to our mission, and your capacity to thrive in a fast-paced, collaborative atmosphere. We are dedicated to fostering an inclusive workplace where you can contribute your unique talents, expand your skills, and learn continuously. If you’re driven to make a real impact, we encourage you to apply, even if your experience doesn’t perfectly align with every qualification.</p><p><br></p><p></p><p>#LI-REMOTE</p>