Business Development Manager, Tactical UAS

About Primordial Labs We're building the next generation interface for commanding autonomous systems in the real world. Our core product, Anura, translates spoken or typed intent into structured actions across drones, sensors, and mission software—enabling faster, more intuitive control in high-stakes environments. We’re a distributed team of engineers, operators, and technologists focused on deploying reliable autonomy at the tactical edge. The Opportunity We are looking for a business development lead to own our small tactical uncrewed systems portfolio across all services. This covers Group 1 and 2 UAS and other small unit robotics that are being pushed down to squads, platoons, and companies in large numbers. These buys move fast, involve a lot of vendors, and often run through hardware OEMs as much as through the government. You'll own captures with program offices and units, and just as much, you'll build and run our partnerships with the drone and robot makers whose systems Anura runs on. Success in this role looks like Anura shipping on fielded systems and showing up in unit formations. What You'll Do Capture Management and Pipeline Ownership Own the full capture lifecycle for small UAS opportunities across Army, Marine Corps, Navy, and Air Force, from shaping through award. Build and run capture plans, including win strategy, competitive assessment, teaming, and pricing for license and integration models. Maintain the Tactical UAS pipeline and forecast, including government-direct and OEM-channel revenue. Track and position for unit-level purchases, rapid fielding efforts, and approved-vendor list opportunities. Partner and OEM Development Own relationships with small UAS manufacturers, ground control and payload providers, and integrators. Structure integration, reseller, and licensing agreements with OEMs, working with legal and contracts. Coordinate joint captures with OEM partners and make sure Anura is part of their bids. Spearhead new OEM relationships. Customer Engagement and Shaping Build relationships with small UAS program offices, capability developers, and operational units across services. Get in front of soldiers and Marines at the squad and platoon level to see how they actually fly and drive their systems, and turn that into requirements and product feedback. Plan and support demos, user assessments, and experimentation events. Represent Primordial Labs at industry days, conferences, and trade shows. Market and Competitive Intelligence Track small UAS budget lines, fielding plans, marketplaces, and vendor approval programs. Monitor the small drone and robotics market, including new entrants and consolidation. Identify adjacencies such as counter-UAS teaming, training, and allied sales. Cross-Functional Collaboration Work with engineering on integration priorities and timelines for each OEM. Bring operator and partner insight into the product roadmap. Support proposal development with partners and primes. About You Experience 4+ years in business development, partnerships, capture, or government sales. Direct experience with DoD small UAS or robotics customers and acquisition processes. Demonstrated success owning captures and closing partner agreements. Established relationships with small UAS program offices, units, or OEMs. Prior experience operating, fielding, or acquiring small UAS is a major plus. Skills Strong understanding of acquisition pathways and contract vehicles, plus commercial licensing and channel models. Strong writing and briefing skills. Able to run multiple captures and partner deals at once. Comfortable in CRM platforms and Microsoft Office. Works with autonomy and ownership in a small, fast team. Security Clearance Active U.S. security clearance preferred; ability to obtain and maintain one required. Desirable Qualities Familiarity with autonomy, swarming, and human-machine teaming. Knowledge of small UAS supply chain, cybersecurity, and approved-vendor requirements. Hands-on drone experience (Part 107 or military UAS qualification). Prior startup or early-stage defense tech experience. Important Qualification Note: Due to the nature of our work and federal compliance requirements, this position strictly requires U.S. Citizenship and current residency within the United States. Please note that Permanent Residency (Green Card status) or visa sponsorship cannot satisfy these specific regulatory requirements. Compensation & Travel Travel up to 50%. Compensation for this position includes a target base salary of $145,000 - $190,000 annually, plus incentives and equity, with the final offer determined by the candidate's experience level. We’re committed to fair and equitable compensation and are happy to explain how we determine our salary ranges, just ask! Our Benefits Beyond a Competitive Salary, we provide a significant equity stake, aligning your growth with ours. 100% Remote: This role is fully remote, open to residents across the US. We believe that talent knows no borders (well, except for the US in this case!). Comprehensive Health Coverage: We provide comprehensive medical, dental, and vision plans so you and your family can stay healthy and worry free. Retirement Planning: Plan for tomorrow with our 401(k) package, complete with a generous 6% company match. Generous DTO: Our generous Discretionary Time off (DTO) policy is all about helping you take the breaks you deserve and live your healthiest, most fulfilling life. Elite Technology Package: Enjoy an elite technology package to make your work effortless and efficient. Our Interview Process Our interview process is designed to be thorough and respectful of your time. It typically includes: Conversation with the People Team: Lets get to know one another first! Manager Conversation: A chat with the hiring manager to discuss responsibilities, team dynamics, and your relevant experience. Team & Process Deep Dive: A 60 minute discussion with cross-functional team members currently supporting our BD efforts. You'll learn about our day to day operations, and we'll discuss your past experience. Strategy Discussion: A 45 minute conversation with our Director of Strategy to align on our growth objectives, market opportunities, and long term vision. Q&A with our CEO: Final call with our CEO to discuss company culture and get all of your lingering questions answered. We are committed to a low-stress interview experience. No trick questions or brain teasers! Primordial Labs is an equal opportunity employer, committed to creating a welcoming and respectful environment for everyone. Discrimination and harassment have no place here. We firmly believe that a diverse team enriches our problem-solving capabilities, sparks greater creativity, and ultimately leads to a better product and a more vibrant company. We understand that great talent comes from various paths and that passion and transferable skills are invaluable. At Primordial Labs, what truly matters is your ability to make