Business Development Director - Defense

In this strategic role, you will lead Orca AI’s expansion into the U.S. defense sector, driving growth for our cutting-edge passive optical perception suite—a system built on advanced computer vision and designed to deliver robust situational awareness across mission-critical maritime defense operations.

The Orca AI platform enables a wide range of applications, including—but not limited to—Unmanned Surface Vessel (USV) navigation, contested environment operations, Intelligence, Surveillance, and Reconnaissance (ISR), fleet protection, coastal and shoreline monitoring, port and harbor defense, and passive monitoring of strategic maritime assets. All of this is achieved without reliance on active sensors, ensuring stealth, safety, and operational efficiency in GPS- or comms-denied environments.

Responsibilities

• Own and grow Orca AI’s defense sector business, with a focus on passive computer vision-based perception across domains like USV autonomy, fleet escort, MDA, and silent surveillance.
• Expand U.S. operations and footprint by shaping R&D collaboration, programmatic investment, and adoption of Orca AI systems within U.S. military platforms and exercises.
• Build and maintain trusted relationships with defense primes, research labs (e.g., ONR, DARPA), naval warfare centers, and relevant PEOs and commands.
• Proactively lead and manage proposal development, budgeting, and capture planning for U.S. defense opportunities.
• Translate evolving defense priorities (e.g., INDOPACOM deterrence, contested logistics, unmanned systems integration) into actionable growth plans for Orca AI.
• Contribute to shaping Orca AI’s product roadmap to align with the future force design, unmanned/manned teaming, and emerging maritime operations concepts.
  
  

Required Qualifications

• Minimum 10 years of relevant experience in defense, military operations, advanced technology programs, or defense business development.
• Deep understanding of U.S. defense procurement processes, acquisition pathways (including OTA, SBIR, and FAR-based contracts), and relevant naval or joint capability development programs.
• Proven track record of business capture and execution within the U.S. defense market, particularly in autonomy, AI, ISR, or maritime platforms.
• Prior military experience or strong background in naval operations, maritime surveillance, or defense technology innovation highly preferred.
• Network of trusted relationships across DoD, Navy, USMC, SOCOM, or Coast Guard decision-makers and influencers.
• Strong communication and presentation skills, capable of engaging with technical teams and senior government leadership alike.
• U.S. citizenship and ability to obtain and maintain a security clearance required.
  
  

What We're Looking For

Mission First Mindset

You're driven by national security and understand the critical role perception plays in enabling safe, effective, and autonomous maritime operations across the defense spectrum.

Ownership Mentality

You act like a founder. You build, lead, and scale opportunities independently—turning early-stage initiatives into long-term success stories.

Technical and Tactical Fluency

You grasp the operational needs of the modern warfighter and can translate technical systems—like multi-sensor fusion, AI-driven detection, and autonomous perception—into mission-relevant capabilities.

Strategic Thinking and Execution

You see the big picture but also know how to close. You connect the dots between emerging threats, operational needs, and Orca AI’s unique value.

Collaborative and Outcome-Driven

You thrive in fast-paced, cross-functional teams and bring a mix of emotional intelligence and drive to influence both internally and externally.