Business Development Associate Director, Mission Autonomy

Anduril Industries

Anduril Industries

Sales & Business Development
Costa Mesa, CA, USA
Posted on Saturday, May 18, 2024

Anduril Industries is a defense technology company with a mission to transform U.S. and allied military capabilities with advanced technology. By bringing the expertise, technology, and business model of the 21st century’s most innovative companies to the defense industry, Anduril is changing how military systems are designed, built and sold. Anduril’s family of systems is powered by Lattice OS, an AI-powered operating system that turns thousands of data streams into a realtime, 3D command and control center. As the world enters an era of strategic competition, Anduril is committed to bringing cutting-edge autonomy, AI, computer vision, sensor fusion, and networking technology to the military in months, not years.

The Mission Autonomy (MA) Business Development (BD) team within the Air Dominance and Strike (AD&S) Division at Anduril is responsible for identifying, shaping, capturing, and growing new opportunities and capabilities to make Anduril the leading provider of Autonomy Software for DoD. BD team members serve as the bridge between clients and the broader Anduril team; they convey client perspectives to other teams across the enterprise while also serving as the Anduril brand ambassador externally. MA BD team members are given significant autonomy in job function to empower them to deliver the best Autonomy Software to the DoD. They partner extensively with the broader AD&S division team, to include engineering and program management, to ensure that Anduril products exceed client expectations and mission demands and to drive continuous product improvements in response to client needs.

Role overview

What You’ll Do

  1. Generate and capture business opportunities.The BD team is ultimately responsible for growing revenue. Specifically, this role will focus on building business for Lattice for Mission Autonomy (MA) software. This is achieved by developing a deep understanding of the existing and prospective client base, knowing the current or planned programmatic and technical roadmaps, and being cognizant of the competitive landscape. This expertise will inform capture strategies, revenue forecasts, and aid in technology development plans. Tactically, you will manage continuous engagements with current and future clients, generate growth strategies, and monitor buying cycles for opportunities, lead specific proposals and new capture efforts, and close contracts that unlock new business for the business line. Specific emphasis will be placed on candidates with experience in engaging with US Air Force unmanned and autonomous platforms and weapons, and a focus on organizations within the Defense Innovation Ecosystem, such as DIU and AFWERX.
  2. Grow existing business. You will partner with adjacent business lines and product engineers to grow business with current clients. This does not simply include expanding upon current work, but also leveraging existing partnerships to explore new areas of work or opportunities by sustaining and building upon the strong foundation of those client relationships.
  3. Communicate our value to clients. BD team members represent Anduril to a broad audience: clients, partners, competitors, and the interested public. You must project the company’s ethos, conveying insights that illustrate our approach to building next-generation defense technology and our competitive edges in doing so.
  4. Inform product development.As you will often be the first Anduril employee to engage a client, you are charged with translating their problem set back into our engineering organization. The team must trust your value judgement and assessment of the required mission outcome as you interpret and convey various client needs. Internally, you will provide the necessary clarity to inform priorities, keep Anduril stakeholders informed, determine key milestones, and proactively provide clear communications to appropriate levels of the company. Your assessment of clients’ needs will inform new product decisions, and your ongoing engagement with clients will yield crucial input that helps Anduril ensure our product suite is best-in-class.

What we’re looking for

  1. Demonstrated Software Sales Experience within DoD or the Commercial Sector. We're looking for a candidate who has effectively led and closed software sales, preferably related to autonomous platforms and weapons within DoD. Furthermore, as a supplier of autonomy software for first- and third-party platforms and weapons, we seek a candidate who understands the procurement behaviors, ecosystems, and processes of Prime Contractors, government program offices, and defense innovation organizations. Pre-existing relationships with these customer communities are expected.
  2. Mission First Mindset. We put the needs of the mission and our clients first. We actively seek out opportunities to better understand our clients’ mission needs, with a goal to build the best possible products for the warfighter and radically evolve our national and international defense capabilities. We push ourselves and the limits of our capabilities in the pursuit of this goal.
  3. Ownership Mentality.We’re looking for owners; those who have a natural bias to assume responsibility, a healthy dose of skepticism, and contribute to a culture of performance. We empower our individuals to quickly assume high levels of responsibility and entrust them to actively own their account and shape its success.
  4. Technical Aptitude and Intellectual Curiosity.We are first and foremost a technology company, working at the leading edge of capabilities like machine learning, autonomy, distributed networking, and multi-modal sensor fusion. These capabilities form the foundation of our product offerings, so we are looking for those who are comfortable communicating technical concepts and can articulate them in the context of the client’s mission. Candidates with an engineering or technical background are strongly preferred.
  5. Structured Thinker and Problem Solver. Leading technical programs requires clear communication and well-thought-out plans. We are looking for assertive communicators who bring a thoughtful perspective and honest dialogue. A solution-driven approach, the ability to distill complexity into its essential, digestible components, and the ability to supervise execution are critical to ensure mission success.
  6. High Value Team Member. Do you enjoy working as part of a team? At Anduril, the path to success weaves through the organization - account teams, engineering, logistics, technical operations, and more. It requires humility, an eagerness to learn, and empathy toward your fellow team member. We assume best intentions and empathize with clients just as we do with our colleagues. Can you develop rapport at both the user and executive levels? Do you enjoy sharing successes? We are a low ego group that promotes teamwork and collaboration to bring about success.
  7. 360 Degree Leader. We are a flat, non-hierarchical organization with a largely matrix structure that is dynamic and evolving. We expect you to be self-aware enough to recognize your position of unstated leadership within the company. You should have a demonstrated ability to lead and influence people through both formal and informal constructs and in situations where there is lack of clarity across teams. Finally, we need people who identify gaps and breakdowns and solve them immediately, rather than point them out and step back. You should also seek 360 feedback to help inform your growth trajectory as a leader.
  8. Diversity & Inclusion.Our mission is reshaping our world. And at the heart of our mission is our people. Their diversity is our strength. They reflect the world in which we do business and the communities in which we live. We celebrate diversity and welcome applications from people of all walks of life and encourage you to confidently share your unique experiences with us.

Required Qualifications

  • Prior experience in DoD Capture and Sales, specifically related to software.
  • Experience with software across autonomous platforms and weapons. The preferred candidate will have work experience in the defense industry, specifically in autonomy software related to complex systems.
  • Ability to travel a 40-60% required.
  • Ability to interface with a wide range of US DoD and international customers.
  • Experience with government business development, government contract structures, and government proposal processes. The preferred candidate will have strong writing skills, with experience in writing white papers, RFI and proposal responses.
  • Experience with complex systems involving hardware and software.
  • Must possess and be able to maintain a U.S. Secret Security clearance

Preferred Qualifications

  • Experience with commercial software sales or development a plus.
  • Expertise in AI and autonomous systems a plus.
  • STEM degree a plus.
  • Prior military or contracting experience can be helpful.
  • Must be eligible to obtain and maintain a U.S. TS clearance.

US Salary Range
$140,000$210,000 USD

The salary range for this role is an estimate based on a wide range of compensation factors, inclusive of base salary only. Actual salary offer may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Highly competitive equity grants are included in the majority of full time offers; and are considered part of Anduril's total compensation package. Additionally, Anduril offers top-tier benefits for full-time employees, including:

  • Platinum Healthcare Benefits: For U.S. roles, we offer top tier platinum coverage (medical, dental, vision) that are 100% covered by Anduril for you and 90% covered for your dependents.
    • For UK roles, Private Medical Insurance (PMI): Anduril will cover the full cost of the insurance premium for an employee and dependents.
    • For AUS roles, Private health plan through Bupa: Coverage is fully subsidized by Anduril.
  • Basic Life/AD&D and long-term disability insurance 100% covered by Anduril, plus the option to purchase additional life insurance for you and your dependents.
  • Extremely generous company holiday calendar including a holiday hiatus in December, and highly competitive PTO plans.
  • 16 weeks of paid Caregiver & Wellness Leave to care for a family member, bond with your baby, or tend to your own medical condition.
  • Family Planning & Parenting Support: Fertility (eg, IVF, preservation), adoption, and gestational carrier coverage with additional benefits and resources to provide support from planning to parenting.
  • Mental Health Resources: We provide free mental health resources 24/7 including therapy, life coaching, and more. Additional work-life services, such as free legal and financial support, available to you as well.
  • A professional development stipend is available to all Andurilians.
  • Daily Meals and Provisions: For many of our offices this means breakfast, lunch and fully stocked micro-kitchens.
  • Company-funded commuter benefits available based on your region.
  • Relocation assistance (depending on role eligibility).
  • 401(k) retirement savings plan - both a traditional and Roth 401(k). (US roles only)

The recruiter assigned to this role can share more information about the specific compensation and benefit details associated with this role during the hiring process.

Anduril is an equal-opportunity employer committed to creating a diverse and inclusive workplace. The Anduril team is made up of incredibly talented and unique individuals, who together are disrupting industry norms by creating new paths towards the future of defense technology. All qualified applicants will be treated with respect and receive equal consideration for employment without regard to race, color, creed, religion, sex, gender identity, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance. We actively encourage members of recognized minorities, women, Veterans, and those with disabilities to apply, and we work to create a welcoming and supportive environment for all applicants throughout the interview process. If you are someone passionate about working on problems that have a real-world impact, we'd love to hear from you!

To view Anduril's candidate data privacy policy, please visit https://anduril.com/applicant-privacy-notice/.