Sr Business Development Manager
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Descartes Labs Government
Washington, DC, US
Summary
Drive new pipeline and revenue across DoD, IC, and civil agency customers by owning a portfolio of federal accounts. Lead capture strategies from qualification through award and collaborate with product teams to shape geospatial solutions.
Job Description
Senior Business Development Manager – Federal
Location: Remote, U.S. — must live near a target federal customer hub: Washington, DC metro (NGA, NRO, Pentagon, civil agencies), Huntsville AL, Tampa FL (SOCOM/CENTCOM), Colorado Springs CO (Space Force, NORTHCOM), Dayton OH (Wright-Patt/AFRL), St. Louis MO (NGA West), Norfolk VA, or Omaha NE (STRATCOM). U.S. Citizens Only.
Experience Level: Senior (8–15 years)
Security Clearance: Active Secret required; TS/SCI strongly preferred
Department: Growth / Business Development
About EarthDaily Federal
EarthDaily Federal builds advanced geospatial analytics solutions powering mission-critical decisions across defense, environmental monitoring, and commercial earth observation. Leveraging cloud-native architectures and remote sensing expertise, our platforms deliver real-time actionable insights from the Earth’s dynamic surface.
As a remote-first company, we prioritize impact over location, fostering a collaborative environment where solving complex data challenges supports global security and sustainability missions.
The Opportunity
EarthDaily Federal is hiring a Senior Business Development Manager to drive new pipeline and revenue across DoD, IC, and civil agency customers. You will own a portfolio of accounts, build the relationships that surface opportunities early, and lead captures from qualification through award.
This role sits close to customers. You will spend time in customer offices, at industry days, and on bases. You will also work upstream with our product and solutions teams to shape pursuits where EarthDaily’s geospatial capabilities meet a real mission need. Senior BD here means individual contributor with capture leadership, not a layer of management.
What You’ll Do
- Own a portfolio of federal accounts and a personal pipeline target tied to bookings and awarded revenue.
- Identify, qualify, and shape opportunities across DoD, IC, and civil agencies, with emphasis on geospatial, GEOINT, and remote sensing mission sets.
- Lead capture strategy from gate review through proposal handoff, including teaming, pricing-to-win input, and competitive positioning.
- Build and maintain customer relationships with program offices, contracting officers, and end users.
- Represent EarthDaily Federal at industry days, conferences, and customer engagements.
- Coordinate with capture, proposals, product, and engineering to shape solutions before RFP release.
- Maintain pipeline hygiene in CRM and report cleanly on stage progression, probability, and revenue forecast.
What You’ll Bring
- 8+ years of federal business development experience with a documented track record of closed bookings.
- Experience at a startup, small business, or mid-sized federal contractor where you owned a number rather than supporting a larger team.
- Established relationships in at least one of: NGA, NRO, USSF, USAF, Army, Navy, SOCOM, or relevant civil agencies (NOAA, USGS, DOI, DOE).
- Familiarity with geospatial, remote sensing, satellite data, or GEOINT capabilities and how they map to customer mission sets.
- Working knowledge of federal contract vehicles, OTAs, SBIRs, and the difference between IDIQ and single-award procurement.
- Disciplined pipeline operator: clean CRM hygiene, accurate forecasting, no last-minute surprises.
- Active Secret clearance required; TS/SCI strongly preferred.
- S. Citizenship required due to federal contract eligibility.
- Willing to travel up to 40% to customer sites, bases, and industry events.
Why Join EarthDaily Federal
- Work on mission-critical geospatial intelligence systems impacting national security.
- Small, capable team with direct line of sight from your work to customer outcomes.
- Competitive compensation, benefits, and meaningful equity in a growing federal business.
- Real ownership of pipeline, accounts, and outcomes without the layers of a large prime.
Base Salary: $170,000 – $210,000, commensurate with experience and clearance. Variable compensation tied to bookings and revenue, with OTE in the $260,000 – $320,000 range. Accelerators on overperformance.
