Director of Government Business Development

Ursa Major’s team moves fast and does a lot with little. The Director of Government Business Development will be responsible for driving growth across our portfolio of market segments. We are looking for an innovative problem solver and team player who can be a force-multiplier for growing the existing customer base and capturing additional market share. The ideal candidate understands the market landscape and how to develop and execute capture strategies to achieve aggressive growth targets. The right candidate can hit the ground running by working hands-on with existing pipeline opportunities, and then will quickly be responsible for building-out a team to scale into the next growth phase as the business reaches new heights!    

Responsibilities: 

Business Development & Strategy: 

• Rapidly cultivate a deep understanding of Ursa Major products and technologies. 
• Establish Ursa Major as the premier merchant supplier of rocket engines to disrupt the status-quo of vertical integration. 
• Expand the footprint across the small and medium launch market by developing & executing existing pipeline opportunities and growing the pipeline with new pursuits.  
• Work closely with the CRO and Ursa Major leadership to develop sustainable business models for core offerings and develop overall go-to-market strategy to position next-generation engines to win new contracts and additional market share. 
• Negotiate and execute strategic sales opportunities for product offerings directly to customers and through partnerships. 
• Build & manage account plans to proactively define opportunities for growth, uncover gaps, and define next steps to ensure strategic execution and increase win probability.   
• Represent Ursa Major at industry conferences and events. 
• Collaborate effectively with a wide range of internal Ursa Major departments including Manufacturing, Program Management, Legal, Government Relations and Finance to ensure customer success. 
• Inform marketing and communications strategies to ensure campaigns both align with customer profiles and are outcome driven with metrics that drive sales. 
• Own forecasting for the portfolio of Ursa Major business to include reporting on quarterly and yearly expectations to key stakeholders across the company. 
• Execute on the 2022 revenue plan and establish strong multi-year backlog.  

Leadership: 

• Be ready to scale! Identify business needs and work closely with the CRO and Ursa Major leadership to define the future team structure to support rapid growth.  
• Identify, screen, hire, onboard, and develop new talent.  
• Own Ursa Major’s revenue and backlog targets and set success metrics for the team. 
• Provide mentorship and leadership to team members at all career levels. 
• Lead by example to foster team alignment to Ursa Major core values.  
• As a key member of the Ursa Major leadership team, establish strong working relationships with your peers and own an effective communication pattern for forecasting 

Required Qualifications: 

• 10+ years’ experience. 
• A strong professional network with a range of contacts across commercial businesses tied to space or related sectors. 
• Bachelor’s degree in scientific or technology field. 
• Demonstrated leadership and experience building teams. 
• Demonstrated experience with strategic planning including growth of existing and new markets in a technology sector. 
• Success growing revenues to >$50M and beyond. 
• Experience negotiating and closing deals over $1M. 
• Demonstrated success with multiple business development and selling approaches including transactional and relationship-based models.
• Strong aptitude to learn quickly and understand highly technical products and how to position them in market spaces within a technology sector.
• Exceptional business acumen and experience applying it to develop sustainable business models. 

Classification: Full-time Exempt.