Head of Commercial Business Development

🔥 44 minutes ago

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Darkhive

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2021

🎖️ Defense

🔧 Hardware

🏭 Manufacturing

Defense • Hardware • Manufacturing

Darkhive is a U. S. -based developer of open autonomous robotics systems aimed at defense and public safety customers. The company produces domestically-made hardware and autonomy software to enable robotic capabilities for military, public safety, and related government use, emphasizing open systems and interoperability. Tagline: "Autonomy for Everyone.

📋 Description

• Drive Revenue Growth - Take complete ownership of the commercial business development lifecycle. You will lead market mapping, generate high-value leads, close enterprise contracts, and expand existing accounts across key verticals including critical infrastructure, public safety, agriculture, logistics, and energy • Shape Go-To-Market Strategy - Define and execute the launch strategy for new commercial products and services. In this role, you will collaborate closely with product and engineering teams to translate customer feedback into immediate roadmap priorities • Deliver Market Intelligence - Lead strategic market analysis by tracking competitive dynamics, calculating addressable market sizing, identifying demand signals, and gathering pricing intelligence to guide our business development priorities • Build and Mentor the Team - Recruit, scale, and lead a high-performing commercial sales organization. You will establish clear performance targets, coach the team on complex enterprise sales methodologies, and foster an internal culture focused on speed and accountability • Expand the Partner Ecosystem - Develop and manage a robust network of system integrators, resellers, and strategic industry alliances to amplify our market reach without requiring proportional headcount growth • Navigate Complex Compliance - Manage export controls, regulatory frameworks like the FAA, ITAR, or EAR, and corporate procurement processes. You will work hand in hand with our legal and compliance teams to close complex deals efficiently • Serve as a Brand Ambassador - Represent the company at major industry events, trade shows, and media opportunities to build brand credibility and establish deep executive relationships in our target markets • Maximize Dual-Use Synergies - Partner closely with our defense business development counterparts and executive leadership to identify cross-over commercial opportunities, shared technology plays, and markets where our dual-use positioning creates a distinct competitive edge

🎯 Requirements

• 8+ years of experience closing complex, multi-stakeholder corporate or government deals at an emerging technology company • Aerospace or Autonomy Background - You bring direct industry experience in drones, robotics, aerospace, or adjacent hardware and software sectors • Market Analytics Proficiency - You are highly skilled at building or overseeing market sizing models, competitive intelligence tracking, and data-driven prioritization frameworks • Proven Team Leadership - You have a clear track record of building, scaling, and managing business development or sales teams from early stage through rapid growth • Regulatory Fluency - You possess a strong working knowledge of FAA airspace regulations, export control frameworks, and dual-use compliance considerations • Executive Presence - You are completely comfortable engaging C-suite executives and government stakeholders, with a proven ability to translate complex technical capabilities into clear business value • Startup Orientation - You thrive in ambiguous environments, move fast, and naturally build organizational structure where none exists yet

🏖️ Benefits

• Comprehensive medical plans • 100% employer paid dental and vision insurance premiums • Automatic 401k employer contribution with vesting • Vacation and personal time off • 11 Paid holidays • 5 days of sick leave • Stock options • Welcoming and friendly work environment • Respect of work-life balance