Job DescriptionPosition Title: Business Development Manager - Defense (North America)
As Business Development Manager - Defense (North America), you will drive market entry and pipeline creation across the U.S. and Canadian defense ecosystem. You will identify and qualify priority accounts, programs, and capture targets, shaping early customer engagements. Working closely with Sales, Business Units, Legal, and Compliance, you will structure and execute engagements in alignment with defense procurement processes and export/compliance requirements in a highly regulated environment.
This role is remote within North America and requires regular travel across the U.S. and Canada, with periodic international travel as needed.
Key Responsibilities
1. Market entry & opportunity creation (primary focus): Establish and grow the company’s presence in the North American defense market by identifying priority customers, programs, and target accounts
2. Lead generation & “hunter” activity: Proactively generate new opportunities through direct outreach, industry networks, defense events, and partner ecosystems, with a strong focus on fast-moving programs and emerging players (e.g., UAV, autonomy).
3. Account & stakeholder development: Build trusted relationships with key stakeholders across the U.S. and Canadian defense ecosystem, including government agencies, primes, system integrator, and innovation units, while also engaging agile, innovation-driven companies and scale-ups.
4. Strategic positioning & partnerships: Define and refine the company’s positioning across defense applications, prioritizing high-growth and fast-adoption segments while building a broader long-term footprint across the defense ecosystem.
5. Capture & sales execution: Lead early-stage capture activities, shape opportunities, and support bid/no-bid decisions across both rapid acquisition programs and larger, long-cycle opportunities.
6. Commercial negotiations & deal structuring: Lead and support negotiations in a highly regulated environment, ensuring commercially viable and compliant agreements.
7. Cross-functional alignment: Work closely with Sales, Business Units, Legal, and Compliance to align offerings with North American defense requirements and customer needs.
8. Pipeline transparency & performance tracking: Build and maintain a robust CRM pipeline, ensuring visibility across short-, mid-, and long-term opportunities.
Target Customers / Market Segments
9. Unmanned and autonomous systems (air, land, sea), with particular emphasis on UAV / UAS platforms and ecosystems
10. Defense electronics and mission-critical systems
11. ISR (Intelligence, Surveillance, Reconnaissance) platforms
12. Assured navigation, positioning, and timing (APNT) solutions
13. Military communication and sensor systems
14. Prime contractors, system integrators, and emerging defense tech companies / fast-scaling players
Required Skills & Expertise
Technical & Industry Expertise
15. Solid understanding of GNSS / APNT technologies and their application in defense environments
16. Familiarity with defense systems (e.g., ISR, unmanned systems, guidance, secure communications)
17. Understanding of system integration and mission-critical applications
18. Knowledge of Govt. / Industry defense procurement structures and regulatory frameworks
19. Ability to translate technical capabilities into clear defense use cases and value propositions
Commercial & Business Development Skills
20. Strong “hunter mentality” with proven ability to build pipeline from scratch
21. Experience in complex B2G / B2B / OEM sales environments
22. Track record in strategic account development and partner-led growth
23. Experience navigating long sales cycles and shaping early-stage opportunities
24. Experience with Export control / end-use enforcement
25. Exposure to U.S./Canadian tenders, programs, and contracting mechanisms
Leadership & Interpersonal Skills
26. Strong networking capabilities and ability to build credibility in new markets
27. Excellent communication and stakeholder management skills (including senior-level audiences)
28. Strategic thinking combined with hands-on execution
29. High level of ownership, resilience, and persistence
30. Ability to operate in ambiguous, evolving environments
Preferred Qualifications
31. 8–15 years of experience in business development, strategic sales, or capture management
32. Background in defense, aerospace, GNSS, or defense electronics
33. Experience working with U.S. DoD, Canadian defense organizations, primes, or system integrators
34. Familiarity with U.S. export controls and defense compliance requirements
35. Existing network within the North American defense ecosystem (strong plus)
36. Willingness to travel internationally
What are your perks?
37. Role in a rapid growth division of the u-blox sales organization
38. A multicultural and international company with over 50 different nationalities
39. Working with a team of elite Sales Managers, Engineers, and Operations specialists, managing a sales pipeline over $1B
40. Remote working opportunity in the US
41. Training and career growth opportunities
42. Health benefits – Health, Dental, Vision and life insurance
43. HSA
44. 401 (K)
We see diversity as a strength and promote a culture of inclusion among our employees. Our varied backgrounds, ideas and experiences are critical to our success. We strive to become a strong learning organization and are committed to provide our employees with equal opportunities regardless of differences such as gender, race, ethnicity, generations, belief.