Business Development Manager - U.S. Department of Defense at Riverlane in College Park, MD, US

Job description

• Reporting to the Chief Commercial Officer, the successful candidate will be responsible for growing Riverlane’s business with the U.S. Department of Defense (DoD) and DoD agencies and laboratories. The role combines business development, capture management and technical solution shaping: identifying opportunities, building relationships, developing white papers, responding to RFIs, and leading proposals in response to RFPs, grants and other government funding opportunities.
• This individual will engage with DoD science and technology organizations, including DARPA, AFRL, ARO, ARL, NRL, DoD-sponsored FFRDCs and DoD high-performance computing centers, to understand mission needs and craft compelling solutions that apply Riverlane’s technologies. Opportunities may include direct sales to DoD laboratories and agencies as well as partnered solutions delivered with other technology companies, systems integrators or research collaborators.
• While the position may involve occasional engagement with other U.S. government agencies, it is expected to be primarily focused on DoD. The successful candidate should be comfortable travelling to DoD labs as needed to build relationships, develop opportunities and support capture efforts. This is a senior individual contributor role with no direct reports, requiring strong ownership, sound judgment and the ability to operate independently across technical, commercial and government stakeholder groups.

Responsibilities

• Identify, qualify, shape and close DoD opportunities, including direct sales, funded program awards and partnered solutions with defense primes, systems integrators and industry collaborators.
• Own and manage a focused DoD opportunity pipeline, including opportunity qualification, capture strategy, teaming approach, proposal planning and customer engagement strategy.
• Build trusted relationships with DoD science and technology organizations, including DARPA, AFRL, ARO, ARL, NRL, DoD-sponsored FFRDCs and DoD high-performance computing centers, as well as defense primes, systems integrators and relevant industry partners.
• Lead capture activities for DoD programs, including white papers, RFIs, RFP responses, proposal compliance activities, source selection support and related customer-facing materials.
• Work with Riverlane technical teams and external partners to craft solutions that align Riverlane’s capabilities with DoD mission priorities, including secure, scalable and mission-relevant quantum computing capabilities.
• Connect Riverlane’s QEC and advanced computing capabilities to DoD mission priorities, research roadmaps and program funding mechanisms.
• Serve as a knowledgeable representative of Riverlane’s technologies, including quantum error correction and related product capabilities.
• Coordinate internal proposal, technical and commercial inputs to ensure submissions are persuasive, compliant and strategically aligned.
• Travel to DoD laboratories, program offices, customer sites and relevant partner meetings as needed to develop opportunities and support capture efforts.

Requirements

• Technical background in quantum computing, advanced computing, physics, engineering or a related field; M.S. or Ph.D. preferred; comparable experience also considered.
• Experience writing white papers, RFIs, proposals, and other capture materials for U.S. government customers, ideally DoD agencies, laboratories or program offices.
• Experience building relationships with DoD science and technology organizations, including DARPA, AFRL, ARO, ARL, NRL, DoD-sponsored FFRDCs and DoD high-performance computing centers, as well as systems integrators and industry partners.
• Ability to translate technical capabilities into compelling solutions for government programs and mission-driven customers.
• Ability to write clearly, succinctly and persuasively.
• Depth of knowledge of DoD procurement, contracting and capture processes, including how to shape, pursue and execute opportunities through relevant program offices, contracting mechanisms, partner channels, proposal compliance requirements and source selection processes.
• Willingness to travel regularly to DoD laboratories, customer sites and partner meetings as needed, likely up to 30%.
• Ability to meet applicable U.S. government customer, contract, export-control, and site-access requirements, which may include U.S. citizenship depending on the program or engagement.
• Existing relationships or prior experience with DoD science and technology organizations, including DARPA, AFRL, ARO, ARL, NRL, DoD-sponsored FFRDCs and DoD high-performance computing centers, as well as federal research programs or U.S. government capture processes.
• Experience with DARPA contracts.
• Experience working in a quantum computing or other advanced computing lab.
• Experience working with industry partners to develop joint solutions, consortium proposals or multi-party research programs.

Skills

Preferred

• Experience with DARPA contracts

Benefits

• A comprehensive benefits package that includes an annual bonus plan, private medical insurance, life insurance, and 401K contributions
• Equity, so that our team can share in the long-term success of Riverlane
• Generous paid time off and enhanced family leave
• A diverse work environment that brings together experts in many fields (including software and hardware development, quantum information theory, physics and maths) and over 20 different nationalities
• A learning environment that encourages individual, team and company growth and development, including a regular programme of learning events and training and conference budgets