Director of Business Development
Gallatin
ABOUT GALLATIN At Gallatin, we are rebuilding logistics infrastructure for the national security missions of the United States and allied partners. We build AI systems that determine how logistics decisions are made — not just how they're executed. From factory to foxhole, we operate at the layer where data becomes decisions, and decisions make the advantage. ABOUT THE ROLE We’re looking for a Director of Business Development as part of our Growth Team. As Director of Business Development you will drive Gallatin's revenue engine and fuel our transition from early Army and Air Force wins into scaled adoption across the full Joint Logistics Enterprise, DLA, broader federal agencies (DHS, FEMA, DOS, Intel Community, DOI), state-level programs, commercial B2B logistics ecosystems, and — longer term — international defense partners. Reporting directly to the Head of Growth, you will lead end-to-end business development, capture execution, and sales for Navigator, translating its predictive sustainment capabilities into funded programs, program-of-record transitions, and dual-use commercial wins. This is a critical role built for a mission-focused tech sales leader — someone who has scaled public-sector AI or defense tech revenue 200%+ YoY, thrives in ambiguity, builds high-velocity pipelines in complex acquisitions, and closes transformative deals. You will shape GTM strategy, hunt and close major opportunities, and expand our footprint from current DoW/service focus into new federal, commercial, and future international markets — all while collaborating closely with our senior capture manager and the broader growth team. WHAT YOU'LL DO Public Sector & Commercial Revenue Growth - Own the full business development and sales lifecycle for multi-million to nine-figure opportunities with DoW customers (Army, DLA, Joint Staff, Air Force, USMC, Combatant Commands) while rapidly expanding into other federal agencies (DHS, FEMA for HADR/logistics optimization, DOS, Intel Community, DOI), state-level programs, and B2B commercial logistics partners. - Build and execute a high-velocity pipeline targeting contested logistics priorities (predictive demand forecasting, resupply optimization, supply chain resilience) and dual-use applications (disaster response, global supply chain, critical infrastructure), leveraging vehicles like SBIR/STTR, OTAs, Tradewinds, FAR/DFARS, and commercial pathways. - Deliver aggressive revenue targets by converting early Army/Air Force footholds into broader Joint, interagency, commercial, and (longer-term) allied international adoption. Prime & Integrator Opportunity Development - Identify and secure key opportunities with primes, systems integrators, commercial logistics leaders, and technology collaborators (AI/ML, sensing, autonomy providers) to accelerate market access, co-selling, and solution delivery. - Cultivate and maintain senior-level relationships across OSW, DLA, Service logistics commands, other federal agencies, and commercial stakeholders to shape requirements and secure long-term program funding and commercial contracts. Team Building & Operational Excellence - Recruit, mentor, and lead a high-performing BD/sales team (account executives, solutions consultants) while partnering closely with our existing senior capture manager to drive scalable processes for pipeline management, proposal execution, and win-rate optimization. - Partner cross-functionally with product, engineering, and customer success to ensure seamless delivery and rapid iteration based on warfighter, agency, and commercial customer feedback. - Provide executive-level reporting on pipeline health, competitive intelligence, and strategic risks to inform company roadmaps and growth strategy. WHAT WE'RE LOOKING FOR - Active Top Secret clearance (SCI preferred) or clear eligibility and willingness to obtain - 8–12+ years of progressive business development and sales leadership in federal technology or AI platforms, with a proven track