Senior Director of Business Development

THE OPPORTUNITY

Anduril is building the expeditionary systems layer for a new era of national security. Through Anduril Expeditionary Systems, we are standing up an entirely new category of deployable, survivable platforms — systems that can be packaged, moved, and operated wherever the mission goes, including in the most contested and communications-denied environments on earth. It is a common expeditionary foundation that carries whatever the fight demands: data-center-class compute and infrastructure, command and control, and the transport of sensor and effector payloads to the edge.

The mission is to make deployable, survivable mission systems their own category, the way a carrier or a fighter is a category, and to field them at a speed and scale the traditional defense industrial base cannot match. That scale is not theoretical: Anduril already designs and manufactures its Voyager compute line at industrial volume. A win at the expeditionary systems layer pulls that compute portfolio through with it — and, across the category, compute, command and control, and sensing/effects pull one another through in turn. This is one of the fastest-growing segments of the defense market, and we are early and already delivering large numbers of units to customers – but need to do more.

We are looking for a Senior Director of Business Development to own and scale this growth mission. This is not a strategy role — it is a build-and-close role. You will personally develop customer relationships at the highest levels of the Department of War and allied governments, shape requirements, run captures, and close multi-hundred-million-dollar deals — leading with edge compute and infrastructure, and expanding into the adjacent expeditionary missions of command and control and sensor/effector transport. You will also set the strategic direction for how the expeditionary systems portfolio penetrates new markets, expands with existing customers, and scales globally.

This role reports into Connected Warfare, our division responsible for the systems that move, process, and protect data across the battlespace. You will work alongside a small, high-velocity team of engineers, operators, and growth leaders who ship product and close deals at a pace that traditional defense companies cannot match.

WHAT YOU’LL OWN

• Revenue and pipeline: Own and grow the expeditionary systems pipeline across all three mission areas — compute and infrastructure, command and control, and sensor/effector transport. You are personally accountable for bookings targets, not activity metrics, with compute and infrastructure as your center of gravity.
• Capture leadership: Personally lead end-to-end capture efforts for major programs across the portfolio — from shaping the requirement through proposal submission to contract award — whether the deal leads with a modular data center, a deployable command-and-control node, or a platform carrying sensor and effector payloads. This is a hands-on role, not a management layer.
• Category and market strategy: Own the go-to-market for an emerging category — expeditionary systems — not a single product line. Define how Anduril’s compute and infrastructure, command and control, and sensor/effector-transport capabilities create and capture demand across DoD, allied nations, and commercial partners, and how a win in any one mission opens the other two.
• Portfolio pull-through: Sell the system, not the box. Structure wins so they carry Anduril’s broader compute and software portfolio — the Voyager compute line, built at scale, plus the Lattice software layer — and feed each mission area’s engagements back into the others. Partner tightly with the expeditionary systems and compute product lines to package integrated offers rather than point solutions.
• Customer relationships: Build and maintain direct relationships with general and flag officers, SES leaders, PEOs, capability portfolio managers, and senior coalition partner decision-makers. Engage directly with requirements owners to shape future programs.
• Cloud and hyperscaler partnerships: Develop and execute partnership strategies with hyperscale cloud service providers and frontier AI companies to bring cloud access and AI capabilities to disadvantaged and disconnected users.
• Cross-functional alignment: Collaborate closely with engineering, product, operations, and manufacturing to ensure what we sell matches what we can build and deliver — and to feed customer insights back into the product roadmap.
• Operations analysis and field engagement: Shape long-term business opportunities through live force exercises, user feedback, and direct engagement with operational units.

REQUIRED QUALIFICATIONS

Sales and Deal Track Record

• 10+ years of direct business development or sales experience in defense, national security, or adjacent technology markets, with a demonstrated track record of personally closing large, complex deals ($50M+).
• History of carrying and exceeding a quota or bookings target. You have operated in a commission or performance-incentivized sales environment, not just a salaried BD function.
• Experience building pipeline from early-stage market development through programmatic funding and contract award.

Domain Expertise

• Deep technical fluency across the expeditionary systems stack — distributed systems and edge/data-center compute (your anchor), plus enough command-and-control and sensor/effector integration fluency to sell the full category. You can articulate a full-stack architecture — from a soldier-borne node to a deployable command post to a theater-scale AI factory — to both engineers and four-star generals.
• Prior experience bringing expeditionary or tactical capabilities to market across multiple use cases — AI/ML at the edge, data ingestion, application hosting, command and control, ISR/sensor integration, JADC2, and similar.
• Strong understanding of the current demand landscape for expeditionary systems and emerging capability trends — you know who’s buying, what they’re buying, and where the gaps are.

Government and Acquisition

• Deep understanding of DoD acquisition processes, government contracting vehicles, and capability transition pathways (OTAs, FAR/DFAR, MTA, JCIDS, and similar).
• Existing relationships with senior government decision-makers — general/flag officers, SES leaders, and program executive offices. You have sold directly to government end-customers, not just to prime contractors.

Operating Style

• Ability to operate as a high-output individual contributor. You are willing and able to personally grind on captures, proposals, and customer engagements — not just direct others to do so.
• Thrive in fast-paced, small-team, ambiguous environments where you are building the playbook, not inheriting one.
• Exceptional written and verbal communication. You can write a compelling proposal, brief a combatant commander, and whiteboard a system architecture in the same week.

Security and Travel

• Active U.S. Secret security clearance (current and maintainable).
• Ability and willingness to travel up to 50%, including international travel.

PREFERRED QUALIFICATIONS

• Active TS/SCI clearance.
• Experience scaling a business or product line from early revenue to $100M+ in annual bookings.
• Experience with hyperscale cloud service providers in government contexts (AWS GovCloud, Azure Government, Google Distributed Cloud, and similar).
• International defense sales experience — Foreign Military Sales (FMS), Direct Commercial Sales (DCS), or coalition partner engagement.
• Experience in or deep familiarity with JADC2, CJADC2, or joint all-domain operations concepts.
• Prior military service or civilian government experience in roles related to command, control, communications, or computing (C4).

WHY THIS ROLE
This is not a role where you manage an established book of business. This is a role where you build one — and help define an entirely new category while you do it. Anduril’s expeditionary systems portfolio is early, the market is moving fast, and the right person will have an outsized impact on what the future of contested-environment compute, command, and control looks like for the United States and its allies. If you want to close the biggest deals of your career on technology that matters, this is the job.

US Salary Range 220000 - 292000 USD