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.
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Why this role is excitingYou 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 like
Within your first year you will:
Develop strong knowledge of Emesent’s technology and how it applies to defense use cases
Build a qualified pipeline of DoD opportunities across key services and agencies
Close initial contracts and establish Emesent as a credible partner in the U.S. defense market
Create a roadmap for growing defense revenue in subsequent years
Be seen internally as the trusted voice of the U.S. defense customer
What you bring
Five or more years of defense or federal sales experience, ideally with a technical or hardware product
Demonstrated track record selling into U.S. DoD – direct and/or through primes and integrators
Strong understanding of federal acquisition processes, budget cycles and procurement vehicles
Active U.S. security clearance or eligibility to obtain one
Excellent written and verbal communication – with technical teams and senior stakeholders alike
Disciplined approach to pipeline management and CRM use
Willingness to travel regularly within the U.S. and occasionally internationally
Experience that would be valuable:
Background in robotics, autonomous systems, drones, LiDAR or geospatial technology
Established relationships within SOCOM, Army Engineers, or relevant civilian agencies
Experience with OTA agreements, SBIR programs or other non-traditional acquisition pathways
The Perks:
LinkedIn Learning access
Employee Assistance Program
Anniversary leave day
Health Insurance- US Individual (100% employer contribution + spouse 50% employer contribution)
Employees also receive a 2% 401k contribution.
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Emesent is a global leader in drone autonomy, mobile LiDAR mapping, and spatial data analytics. Founded in 2018 as a CSIRO spin-out, we develop surveying and robotics technology that enables autonomous mapping in complex and hazardous environments.
Our flagship product, Hovermap, is a versatile mobile LiDAR system that can be mounted on a drone, backpack, or vehicle – enabling rapid, high-accuracy mapping across construction, infrastructure, mining, defense and complex industrial sites.
We operate globally, serving enterprise clients who demand performance, reliability and technical excellence.