Job Summary

Orbis is seeking a Director of Business Development to grow and institutionalize our presence across the Defense market. This is a builder's role: someone who can walk into a room with senior government and industry stakeholders, earn trust quickly, and build the internal machinery — pipeline processes, capture rhythms, partner frameworks — that lets Orbis scale. You will report to the Executive Vice President, Defense and work closely with sales, engineering, product, and operations & delivery teams to convert relationships into a durable, repeatable pipeline.

Travel: Estimated up to 50%

Key Responsibilities

• Build and manage key relationships. Develop and maintain trusted relationships with senior stakeholders across Defense customer organizations, program offices, and the broader ecosystem of primes, integrators, and technology partners.
• Institutionalize business development processes. Design and establish repeatable BD operations — pipeline tracking, capture planning cadences, opportunity qualification criteria, and reporting rhythms.
• Identify, qualify, and win new business opportunities across DoD organizations. Own and drive the full sales lifecycle, from lead generation through capture, proposal development, and contract award.
• Establish and manage partner engagements. Identify, qualify, and formalize strategic partnerships (teaming agreements, MOUs, reseller relationships) that expand Orbis' reach and win probability on Defense opportunities.
• Own standard business development fundamentals. Own market and competitive intelligence, shape requirements ahead of RFIs/RFPs, build and manage a qualified opportunity pipeline, and support capture and proposal efforts from qualification through award.
• Represent Orbis externally. Collaborate closely with Capabilities Managers and Program Managers to ensure offerings meet mission needs and are positioned competitively. Translate what you're hearing from the field — customer priorities, competitive moves, partner capabilities — into inputs that sharpen Orbis' Defense strategy. Attend industry days, conferences, and customer engagements as a credible voice for what Orbis delivers and why it's different from vendors who sell frameworks and slide decks instead of operational capability.

Required Qualifications

• 8+ years of direct growth leadership, business development or client engagement experience. Demonstrated success building and closing business in the Defense market — direct experience with DoD components, combatant commands, or defense agencies strongly preferred.
• A track record of building senior-level relationships and converting them into qualified pipeline and awarded work, not just introductions.
• Experience designing or improving BD operations — pipeline hygiene, capture processes, CRM discipline — in an organization that needed more structure, not less.
• Experience structuring and managing partner or teaming relationships, including the fundamentals of teaming agreements and partner governance.
• Working fluency in government contracting and acquisition processes (RFI/RFP lifecycle, capture planning, proposal support).
• Collaborate closely with Capabilities Managers and Program Managers to ensure offerings meet mission needs and are positioned competitively.
• Comfort operating in a lean, practitioner-led organization where you'll build the process as much as you execute it.
• Strong organizational and time management skills; able to manage multiple projects and deadlines simultaneously.
• Active security clearance (Secret or above); Top Secret preferred.

Desired Qualifications

• Master’s degree preferred but not required
• Exceptional writing, editing and proofreading skills with rigorous attention to compliance and detail
• Experience with proposal automation and/or AI-assisted writing tools
• Participation in virtual and in-person meetings
• Familiarity with Department of War and Federal Civilian acquisition processes and procurement vehicles

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer
• Participation in virtual and in-person meetings
• Ability to attend planned meetings and/or work in classified spaces within the specified work regions