Business Development Manager - Defense

About the Role 

Whisper Aero is seeking a Business Development Manager, Defense in either Nashville, TN, Washington, D.C., or hybrid (1 week onsite per month in Crossville or Nashville, TN). The Business Development Manager, Defense at Whisper Aero focuses on driving growth in the defense sector by identifying opportunities, managing key relationships, and promoting our innovative technologies. You will work closely with internal teams and external stakeholders to align our products with defense industry needs, directly contributing to our market expansion and business strategies.  

What You’ll Do 

• Identify, pursue, and capture new business opportunities within the defense sector, aligning with Whisper Aero’s growth objectives.   
• Build and maintain relationships with key defense stakeholders, including government entities, end users, and contractors, to foster trust and collaboration. 
• Collaborate with internal product and engineering teams, such as product and engineering, to ensure alignment between customer needs, product offerings, and messaging. 
• Attend major government customer meetings and engagements to ensure contracts awarded stay awarded or expanded and expectations that are set can remain upheld. 
• Provide feedback to design and product teams for collateral that would be used for customer engagements (e.g., handouts, presentations, booth designs, webpages, social media) 
• Facilitate discussions with our supply chain and engineering team to assist in supplier/customer outreach, partnership discussions, contract execution (MSA, NDA, SoW, etc.) 
• Compose and support the development and submission of compelling proposals for government contract opportunities, ensuring compliance with regulations and alignment with company goals. 
• Represent Whisper Aero to external stakeholders by articulating our value proposition, competitive edge, and technological advancements through presentations and discussions at company events and industry events. 
• Contribute to the development of business strategies and roadmaps for the defense sector, informed by market trends, customer feedback, and industry insights. 
• Monitor defense policy, budgets, and relevant Department of War (DoW) programs to identify emerging opportunities and stay ahead of industry trends.  
• Develop stakeholder mappings for our defense programs inclusive of contacts at the DoW, suppliers, customers, competitors. 

Basic Qualifications   

• Bachelor of Science (B.S.) in a STEM (Science, Technology, Engineering, Mathematics) related field required. 
• Must meet U.S. Person status. 
• Minimum of five years of experience in defense-related business development, program management, or acquisition roles. 
• Experience working with government contracting teams and working on government contracts of various types 
• Experience negotiating data assertions with a knowledge of the differences between SBIR data rights, GPR, or other types of data rights 
• Eligibility to obtain and maintain a U.S. Top Secret/Sensitive Compartmented Information (TS/SCI) security clearance. 
• Strong understanding of defense policies, budget cycles, and the defense/national security industry. 
• Experience with DoW programs, platforms, and enabling technologies. 
• Exceptional interpersonal and communication skills, with the ability to engage effectively with a range of stakeholders, including government entities and industry partners. 
• Willingness and ability to travel (approximately 25% to 50% of work time).  

Bonus Qualifications 

• Master of Business Administration (MBA) degree. 
• Existing TS/SCI security clearance. 
• Experience with government small business contracting, including Small Business Innovation Research (SBIR), Small Business Technology Transfer (STTR), Other Transaction Authority (OTA) processes. 
• Familiarity with Unmanned Aerial Vehicles (UAVs) or piloted aircraft platforms. 
• Established relationships with Program Executive Offices (PEOs) and decision-makers within the DoD.  
• Familiarity developing workflows with AI tools like Claude Code, Codex (not just ChatGPT)