Business Development Lead - OSW and Defense Agencies

About Nominal

Engineers today are building some of the most ambitious machines humanity has ever seen. They should have AI that’s purpose-built for them.

Nominal is building the Hardware Intelligence Platform that gives engineers increased visibility into complex physical systems, helps them make better decisions, and ultimately gets their products into the real world faster. It brings together the systems, data, intelligence, and applications hardware engineering requires to meet the AI moment. Hardware engineering teams use Nominal to simulate, test, manufacture, and operate the physical systems that keep the world moving, from spacecraft and autonomous vehicles to next-generation energy systems and robotics.

Our customers span aerospace, defense, manufacturing, transportation, energy, and robotics. They include Anduril, Shield AI, Wisk Aero, Pratt Miller Motorsports, Antares, and Shinkei Systems, amongst others, alongside programs within the U.S. Air Force and Navy. Our team draws from SpaceX, Palantir, Anduril, Applied Intuition, Tesla, and other leading companies, united by a common mission: giving hardware engineers the tools to build the future with speed, safety, and confidence.

We're a fast-moving team that owns problems end-to-end, works across disciplines, and thrives at the intersection of hardware and software.

Some of the world’s leading technology investors, including Sequoia, Lightspeed, Founders Fund, General Catalyst, Lux Capital, and Insight Partners, are backing Nominal’s ambition to change how machines are built and operated. We’re looking for teammates who want to take on hard problems and help make a new generation of world-changing hardware possible.

As part of Nominal’s U.S. Government Business Development team, you will drive how we expand across the U.S. Government—owning pipeline creation, customer engagement, and deal execution across key accounts within the Department of War/Defense’s “4th Estate”. This is a highly strategic, externally-facing role focused on shaping and closing complex opportunities across organizations such as the Test Resource Management Center (TRMC), Defense Innovation Unit (DIU), Defense Advanced Research Project Agency (DARPA), Direct Reporting Program Manager (DRPM) UxS, Chief Digital and AI Office (CDAO), and other relevant Principal Stafff Assistants (PSAs) and Defense Agencies and Field Activities (DAFAs). This role partners closely with Capture Strategy, which owns capture strategy and win positioning, while this role owns customer relationships and deal execution.

You will work at the intersection of mission, product, and growth—translating customer needs into enduring programs and positioning Nominal as foundational infrastructure for test and operations.

💼 About the Role

Apply a strong understanding of customer priorities, mission environments, and acquisition dynamics to shape and close strategic opportunities by aligning customer mission needs with Nominal’s platform and long-term roadmap

Identify, shape, negotiate, and close new market opportunities, aligning account growth with overall business objectives

Develop and maintain relationships with key stakeholders across customer organizations, generating buy-in and alignment with end users, program managers, acquisition officials, technical leaders, and industry partners

• Provide insight into customer priorities, funding dynamics, acquisition pathways, and requirements to inform Nominal’s Federal growth strategy
• Own the process of qualifying, cultivating, and capturing opportunities in close partnership with growth, mission, legal, and operations teammates
• Identify and develop strategic partnerships to expand reach and strengthen positioning in key programs
• Grow early engagements into enduring, impactful programs and set the conditions for Nominal to become foundational digital infrastructure for test data management, analysis, and operations
• Represent Nominal at customer meetings, industry days, conferences
• 🚀 We’re looking for someone with

5+ years of experience in business development, growth, capture, program strategy, or related roles supporting or serving U.S. military and civilian organizations, with at least 2 years working directly for or with organizations within the Office of the Secretary of Defense (OSD).

Deep understanding of U.S. Government/ Defense organizational structures and priorities and experience developing, shaping, or executing complex technical opportunities

Excellent communication skills, with the ability to tailor messaging across technical and non-technical audiences

Keen awareness of when and how to pull in the right teammates to build targeted demos, perform technical discovery, identify capability gaps, understand integration and deployability options, share compliance and infosec guidance, and more

• A strong sense of urgency and ownership, with the ability to navigate complex stakeholder environments and drive outcomes in ambiguous settings
• Experience managing pipelines, forecasting, and consistently hitting growth targets
• Technical background or degree: Background in computer science, mechanical engineering, or other heavy industry
• Willing to travel up to 50%

This position requires you to currently possess and be able to maintain a U.S. security clearance, in order to meet U.S. regulatory eligibility requirements for the access to classified information associated with this role.

• 🎯 Skills that supercharge us
• Experience delivering growth outcomes for defense or dual-use software products and proven success developing and executing go-to-market strategies for emerging defense technologies
• Familiarity with non-traditional acquisition pathways and commercial product acquisitions
• Established relationships across relevant U.S. Government stakeholders, prime contractors, and mission partners
• Background in data systems, data analysis, and/or hardware engineering is a plus
• Prior U.S. military or government experience is a plus
• ✨ Benefits/Perks
• 100% coverage of medical, dental, and vision insurance
• Unlimited PTO and sick leave
• Free lunch, snacks, and coffee
• Professional Development Stipend
• Annual company retreat

ITAR Requirements

To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here

Compensation

The base pay range for this role is $200,000 – $230,000 per year.

Department: Government