Business Development Leader (Public Sector)
$183,000–$230,000 year
RemoteSan Francisco, California, United States
Job Summary
Conduct in-depth market intelligence to identify mission priorities, customer segments, and acquisition pathways across Department of Defense, Intelligence Community, and Federal Civilian agencies. Identify, negotiate, and close high-value opportunities for spatial intelligence and physical AI technologies through licensing, reseller, OEM, and revenue-share arrangements. Establish and grow strategic partnerships with defense primes, system integrators, cloud providers, and technology partners to drive recurring revenue. Own partner-sourced revenue from qualification through commercial negotiation, developing repeatable business development processes and joint go-to-market strategies with Product and Engineering teams. Represent Niantic Spatial at industry events and consortiums to build thought leadership within the public sector and defense technology communities.
Required Qualifications
- 8+ years in business development, strategic alliances, capture, channel sales, or partnerships
- JD, MBA, or Bachelor's degree in a relevant field, or equivalent experience
- Demonstrated experience supporting the Department of Defense, Intelligence Community, Federal Civilian agencies, or adjacent public sector organizations
- Established network across defense primes, system integrators, technology providers, government organizations, and partner ecosystems
- Proven track record negotiating and executing complex commercial agreements — including reseller, OEM, licensing, teaming, technology partnership, and revenue-sharing arrangements — and working with legal counsel to initiate and interpret contract language
- Strong communicator and negotiator, able to represent Niantic Spatial credibly in external discussions with partners, customers, and executive stakeholders
- Cross-functional leader with a track record of aligning engineering, product, and sales teams around partner-driven opportunities
- Data-driven and strategic, with the ability to move from market analysis to execution quickly in a fast-moving, ambiguous environment
- Active U.S. security clearance (Secret, TS, or TS/SCI) or eligibility to obtain one
Desired Qualifications
- Deep understanding of geospatial technologies, spatial computing, mapping, GIS, artificial intelligence, robotics, or autonomous systems
- Experience with developer platforms, APIs, or SDKs
- Familiarity with federal acquisition processes including OTAs, SBIR/STTRs, IDIQs, and major defense procurement programs
- Experience working with defense technology companies, cloud providers, or mission software platforms
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