Vice President, Business Development

The Vice President of Sales and Business Development is responsible for directing all commercial and government sales activities to achieve Ursa Major’s growth objectives. This executive will lead the development and execution of strategies that expand the company’s presence across commercial defense enterprises, aerospace manufacturers, prime contractors, and U.S. Federal Government agencies. This role includes responsibility for pipeline generation, capture activities, contract negotiation, customer relationship management, and the leadership of the Sales and Business Development organization.

This position requires a senior leader with deep experience in aerospace and defense markets, including demonstrated success in securing commercial contracts with defense companies as well as winning complex federal procurements and programs of record.

Key Responsibilities

Strategic Leadership

• Develop and execute long-range sales, capture and business development strategies aligned with company objectives and growth targets.
• Identify and assess new business opportunities within commercial defense markets, major aerospace manufacturers, and emerging commercial segments to identify new revenue opportunities and competitive positioning.
• Lead capture strategies for U.S. Government programs of record, advanced development programs, and national security initiatives.
• Provide strategic market insights to executive leadership to inform product roadmaps, investment priorities, and competitive positioning.

Commercial and Government Sales Execution

• Direct all aspects of the sales and capture lifecycle, including opportunity identification, pipeline development, forecasting, capture planning, contract negotiation and account growth.
• Build and maintain executive-level relationships with defense companies, prime contractors, integrators, and relevant federal agencies (e.g., DoW, Military Services, NASA).
• Ensure disciplined execution of proposals, capture processes, and customer engagement activities including activities such as tradeshows.
• Establish and track revenue, pipeline, and customer engagement metrics; ensure disciplined execution of proposals, capture processes, and forecasting activities.
• Expand business within existing accounts while developing new channels, partnerships and customer segments to accelerate growth.

Team Leadership

• Build, lead and develop a high-performing Sales and Business Development team capable of achieving revenue and strategic growth objectives. Implement standardized processes, performance metrics, and reporting systems to ensure operational rigor and accountability.
• Mentor and develop team members while fostering a culture of professionalism, integrity, and alignment with Ursa Major’s organizational values.

Cross-Functional Collaboration

• Partner with Engineering, Programs, Operations, Product, Strategy, and Finance to develop integrated growth strategies and ensure alignment with customer requirements and pricing.
• Facilitate early engagement with customers and engineering teams to influence requirements and shape future propulsion programs.
• Coordinate with internal stakeholders to ensure successful contract execution and delivery.
• Other duties as assigned.

Required Qualifications

• Minimum 12 years of experience in sales, business development, program capture, or related roles within the aerospace, defense, or advanced technology industries.
• Proven success in securing commercial sales with defense companies, primes, integrators, and aerospace manufacturers.
• Demonstrated experience winning federal contracts, including programs of record and major advanced development programs.
• Comprehensive understanding of U.S. Government acquisition processes, FAR/DFARS requirements, and defense procurement lifecycles.
• Demonstrated ability to lead and develop high-performing teams in dynamic or high-growth environments.
• Strong technical aptitude with the ability to effectively communicate complex concepts to customers and internal stakeholders.
• Ability to work on-site full time in Berthoud, Colorado with extensive travel required both domestically and occasionally internationally.

Preferred Qualifications

• Established network within DoW, NASA, and major defense primes.
• Experience in propulsion, launch systems, hypersonics, or related advanced aerospace technologies.
• Prior experience in a startup or rapid-growth technology organization.
• Advanced degree in engineering, business, or related discipline.

Key Competencies

• Strategic planning and execution
• Contract capture and negotiation
• Leadership and organizational development
• Technical and business acumen
• Professional communication and customer engagement
• Cross-functional collaboration
• Integrity, accountability, and results orientation

Colorado law requires us to tell you the base compensation range of this role, which is $280,000 - $330,000, determined by your education, experience, knowledge, skills, and abilities. What we can’t quantify for you are the exciting challenges, supportive team, and amazing culture we enjoy. 

Classification: Full-time Exempt