We are seeking a senior business development leader with a proven track record closing large-scale infrastructure, construction, or earthwork deals across government, defense, and civil markets. This person will own the growth pipeline—building relationships with primes, agencies, and contractors—and converting complex opportunities into executable programs.

You’ll work closely with executive leadership and government relations partners to identify target programs, shape proposals, and secure high-impact contracts spanning development projects, resilience initiatives, restoration efforts, base hardening, and large-scale civil or environmental work. The ideal candidate is equally comfortable onsite in the field and in high-level strategic meetings, and can move fluidly between technical teams, customers, and government stakeholders.

The role is remote, with preference for candidates near San Francisco Bay Area or Washington, D.C. due to proximity to engineering teams and key federal agencies. Expect frequent travel to coordinate with internal teams, visit field sites, and attend major industry conferences.

Key Responsibilities

• Lead end-to-end business development cycles from opportunity identification through close across state, federal, civil, and defense markets.
• Develop and maintain executive-level relationships with public-sector clients, EPCs, and major defense contractors.
• Structure multi-year partnerships and contracts ranging from $1M to $50M+.
• Translate technical solutions into compelling value propositions, proposals, and commercial models.
• Collaborate directly with engineering teams to scope, price, and deliver pilot-to-scale initiatives.
• Represent the organization at conferences, site visits, and briefings with state and federal stakeholders.

Preferred Skills & Experience

• 10+ years of experience in infrastructure development, construction, defense contracting, or related heavy civil domains.
• Proven record of closing and negotiating $100M+ in aggregate contract value.
• Strong existing network within agencies such as FEMA, USACE, DoD, or established primes.
• Deep understanding of earthworks, ground modification, geotechnical operations, or similar technical areas.
• Exceptional commercial judgment, negotiation ability, and deal-structuring expertise.
• High tolerance for travel, demanding schedules, and direct accountability for revenue outcomes.

Nice-to-Have Skills

• Familiarity with federal acquisition processes (FAR/DFARS) or government contracting frameworks.
• Experience with design-build workflows, bid development, or technical proposal preparation.
• Technical fluency allowing effective collaboration with mechanical, controls, or robotics engineering teams.
• Strong writing and communication skills for executive-level proposals and presentations.