Business Development Director

Job description

Business Development Director, Defense

RTI is seeking a highly motivated and experienced Business Development Director – Defense to lead and expand our presence within the global Defense market. This critical role drives strategic growth by aligning RTI’s advanced software frameworks with key Defense modernization priorities and emerging technology initiatives.

The critical first objective is to expand and capitalize on RTI’s strong established position in defense systems. So, we seek an experienced Defense BD leader capable of navigating the traditional defense primes, government acquisition processes and PEOs, and the expanding DIU-led commercial defense industry players. You will work closely with internal teams and external partners to identify, shape, and capture business with customers building smart systems funded by both government-sponsored procurement and commercial business models.

The Opportunity

RTI provides infrastructure software that powers mission-critical, intelligent distributed systems. Our technology is deployed worldwide in over 500 defense programs, spanning C-UAS, autonomy, swarm control, air and ship defense, Joint All-Domain Command and Control (JADC2), and Modular Open Systems Approach (MOSA) initiatives.

The Defense market is characterized by long lead times, complex stakeholder networks, and influence-driven procurement. As BD Director, you will:

• Find early-stage initiatives for procurements and DIU “Area of Interest” opportunities
• Engage and team strategically with prime contractors and commercial providers who pursue these opportunities
• Develop the opportunities sufficiently to hand off to the sales team for pursuit and closing

✨ What You’ll Do

• Develop and execute a comprehensive business development strategy aligned with DoD priorities and RTI’s core strengths in distributed systems to build sales pipeline.
• Lead, contribute, and build a defense BD team that:
  • Spans air, sea, and ground smart systems
  • Targets our opportunities in the top DoD priorities: C-UAS, autonomy, swarm control, air defense, ship defense, JADC2, and MOSA.
  • Identifies, qualifies, and shapes government-sponsored initiatives, technology programs, and funding opportunities, including Other Transaction Authority (OTA) agreements.
  • Maintains deep market intelligence on DoD trends, procurement cycles, and competitive landscapes.
• Collaborate closely with internal Account Managers and Field Application Engineers (FAEs) in cross-functional capture teams to develop winning strategies and proposals.
• Work with internal teams and external partners to strategically position RTI technologies as integral components of funded and commercial solutions.
• Develop winning teaming strategies, white papers, and technical positioning aligned with customer needs and procurement models.
• Maintain deep market intelligence on procurement cycles, industry trends, and competitive positioning.
• Coordinate with retained advisors internationally who act as BD counterparts, integrating their efforts into local sales initiatives.
• Represent RTI at industry events, conferences, and key customer engagements.

Don’t meet every single requirement? At RTI, we are dedicated to building a fair and inclusive workplace, so if you’re excited about this role but your past experience doesn’t perfectly align with all qualifications in the job description, we encourage you to apply anyway! You may be just the right candidate for this or another one of our open roles. Learn more about our commitment to our workforce, here !

🌟 What We Offer You

• Flexible working schedule.
• Remote working + Home Office Stipend to cover the costs of working from home.
• Flexible Paid Time Off + “Real Vacation Bonus,” an additional bonus for taking more than 1 week of uninterrupted vacation.
• Annual bonus based on individual and company performance + other prizes and awards.
• We recognize employees for their achievements, offer great opportunities for career growth and development, and provide the tools they need to succeed.

💙 How is life at RTI

• We have been certified as a Great Place to Work for seven consecutive years both in Spain and the US. In addition, we were listed as one of the Best Companies for Women to Advance.
• We live and work by our core values, which emphasize excellence, teamwork, and reaching your potential. Our motto is “Enjoy the journey,” above all we must enjoy what we do and have fun at work. At RTI, you will work in a positive, supportive, diverse environment with a team that truly cares about you.
• We are defined by our “Working as One” culture and truly care about the team’s interaction. That is why we plan trips for teams to get together in person, enjoy fun team-building activities and events, and feel more connected.

🎯 What We’re Looking For

• Minimum of 10 years of progressive experience in business development, sales, or capture management within the U.S. Defense sector.
• Technical ability to understand and promote complex distributed, AI-driven software development and intelligent systems.
• Business acumen to select and execute promising opportunity directions.
• Excellent leadership, management, communication, presentation, and negotiation skills.
• Proven track record of identifying, shaping, and winning significant contracts with the DoD and prime contractors.
• Deep understanding of DoD acquisition processes, funding mechanisms (e.g., OTAs), and strategic initiatives.
• Strong network of contacts within the DoD, prime contractors, and relevant industry ecosystems.
• Technical fluency to understand and position real-time, distributed, and AI-driven software systems.
• Demonstrated ability to collaborate effectively with cross-functional teams, including sales, engineering, and product development.
• Ability to think strategically and translate market opportunities into actionable business development plans.
• Bachelor’s degree in Engineering, CS, or a related technical field. A Master’s degree or MBA is a plus.
• US Citizenship required*
  • *Due to applicable laws, government regulations and contract specifications, we are required to fill this position only with an individual who qualifies as a “U.S. Citizen.” Ability to obtain and maintain a security clearance may be required.
• Prior military service or experience in a DoD acquisition or program management role is a strong plus.

🌍 What We Do / About RTI

RTI is the software framework company for physical AI systems, with a mission to run a smarter world. RTI Connext® provides the data architecture for over 2,000 designs in Aerospace and Defense, Medtech, Automotive, and Robotics – running in more than $1T of total deployed systems worldwide. Only RTI combines decades of technical expertise with industry-leading software and tools to develop smarter systems, faster. Learn more at www.rti.com. RTI is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, status as a protected veteran, or status as a qualified individual with a disability.

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