Director, Business Development and Key Account Partnerships
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AI Summary
908 Devices Inc. (NASDAQ: MASS) is revolutionizing chemical analysis with its simple handheld devices, addressing life-altering applications. The Company’s devices are used at the point-of-need to interrogate unknown and invisible materials and provide quick, actionable answers in vital health, safety and defense tech applications, addressing the fentanyl and illicit drug crisis, toxic carcinogen exposure, and global security threats. The Company designs and manufactures innovative products that bring together the power of complementary analytical technologies, software automation, and machine learning. For more information, visit 908devices.com
908 Devices has a corporate office in Burlington, MA with a manufacturing center in Danbury, Connecticut and a growing population of remote staff worldwide.
Position Summary
The Director, Business Development and Key Account Partnerships is a senior strategic leadership role responsible for developing business opportunities, partnerships and programs across the Chemical, Biological, Radiological, Nuclear and Explosives (CBRNE) analytical testing markets. The individual will also enhance global sales opportunities and develop relationships to enable 908 Devices’ sensing technologies to be integrated into next-generation public safety, security, and defense solutions worldwide.
Reporting to the Chief Business Strategy Officer, with a dotted-line relationship to the Senior Vice President of Sales and Product Marketing, this role will focus on developing and executing strategic collaborations with system integrators, OEM partners, robotics companies, advanced technology providers and government agencies.
This role will strive not only to increase sales and key accounts globally but also to enable 908 Devices’ mass spectrometry and optical spectroscopy technologies to be included in mission-critical detection systems deployed across manned vehicle platforms, shipboard and maritime systems, unmanned ground vehicles (UGVs), unmanned aerial systems (UAS), and CBRNE resilience programs and projects for critical infrastructure.
The role sits at the intersection of strategic partnerships, business development, program capture, and revenue generation. The Director will cultivate partners that complement and extend the company’s existing channel structure while working closely with product management, engineering, and sales teams to translate emerging opportunities into scalable programs.
The ideal candidate brings a strong understanding of CBRNE operational environments and mission requirements, with experience working with defense organizations, civil defense agencies, or public safety institutions responsible for chemical detection and hazard response.
Success in the role will be measured by delivering both near-term revenue opportunities and long-term strategic programs, including joint technology initiatives, externally funded development programs, and platform integrations.
Key Responsibilities
Business Development
- Represent 908 Devices as a technology ambassador, driving integration and sales of our analytical technologies.
- Leverage your network by understanding their needs and highlighting the value creation opportunities available with 908 Devices technology.
- Identify market gaps and trends to capture growth opportunities and additional revenue streams.
- Collaborate and develop strategies in conjunction with the sales and product team to optimize business processes, marketing and sales.
- In partnership with appropriate executive leaders and business unit partners, develop business frameworks for mutually beneficial partnerships including financial terms and deal structures.
- Develop, expand and nurture key accounts across the CBRNE business and OEM landscape.
- Lead the capture of programs embedding 908 Devices technologies into integrated sensing platforms.
- Develop and manage partnerships with system integrators, OEM manufacturers, robotics companies, defense platform developers, critical infrastructure suppliers, global trading houses and distributors, from conception to proposal development to negotiation of business terms and conditions.
- Collaborate with engineering and product management to ensure successful technical integration and alignment with the company’s technology roadmap and Size, Weight, and Power (SWaP) reduction goals.
- Lead proposal development, government tenders, and large development and sales opportunities to drive partnership initiatives to successful outcomes.
Revenue Growth & Sales Alignment
- Deliver near- and mid-term revenue through partner and key account driven opportunities while building long-term program pipelines within the CBRNE market.
- Align partnership initiatives with global sales strategies and regional priorities for all markets.
- Identify opportunities that complement the company’s existing channel structure.
Technology & Product Strategy Influence
- Provide market insights to shape future sensing technology roadmaps.
- Identify emerging operational requirements across military, border security, and public safety markets.
External R&D & Program Funding
- Identify and secure externally funded R&D programs through government agencies and innovation programs in the Rest of World (RoW).
- Structure joint development initiatives with strategic partners.
Skills & Qualifications
Industry Knowledge
- Domain background in CBRNE detection, chemical sensing technologies, or defense/security systems.
- Understanding of global defense, security, and public safety markets.
- Experience working with system integrators, OEMs, or robotics platform developers.
Strategic & Commercial Acumen
- Ability to balance near- and mid-term revenue delivery with long-term strategic program development.
- Experience leading complex partnerships and multi-party development initiatives.
Communication & Influence
- Strong executive presence and ability to engage with senior leaders across industry and government.
- Experience working across international markets and multicultural environments.
Education & Experience
- 10+ years in strategic business development, partnerships, or international sales within defense, security, or advanced sensing industries.
- Proven sales record in security and defense.
- Demonstrated success building key partnerships for regional sales, integrator and OEM partnerships.
- Experience delivering revenue through key accounts, strategic programs and long-term partnerships.
- Bachelor’s degree or equivalent required; advanced degree or qualifications preferred.
Additional Information
- Compensation: The annualized base pay range for this position at the commencement of employment is expected to be between $155,000 and $190,000 per year; the base pay offered may vary depending on several individualized factors, including market location, job-related skills, and experience. This position may also be eligible to receive additional compensation, such as an annual incentive bonus, sales commission, or long-term incentives. Compensation for candidates hired outside the United States will be determined in accordance with local market practices, applicable laws, and internal compensation policies.
We are proud to be a company changing the status quo in our industry. Join us and work with curious and innovative people, creative problem solvers, risk-takers, and dedicated colleagues as we reimagine the future of Mass Spec.
908 Devices does not discriminate in employment based on race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factors.
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