Business Development Executive, East Coast About the Company Fire suppression foam has protected aircraft hangars for decades, and it has also been quietly contaminating groundwater and linked to serious health risks, from cancer to birth defects. Our client built the alternative: a system that eliminates the need for that foam entirely. The US Navy has already named it their preferred fire protection method, and commercial aviation is following. With roughly 80 employees and real momentum behind the mission, this is a company where the work you do has a traceable, physical outcome. Team members here operate as owners, not employees, and are rewarded accordingly. About the Role This territory will test you, and reward you for it. You will own New York, down to Florida, with no team nearby and no one checking whether you are moving the ball forward. One week you might be on a military base walking a NAVFAC contact through the system. The next, you are in front of a major airline’s MRO team, making the same case with a different audience. The sales cycles are long, the stakeholders are technical, and the silence between meetings can stretch for months. When a hangar finally converts, when the code consultant, the engineer, and the base commander all sign off, it happens because you kept it alive. This role reports to the VP of Sales and carries full accountability for turning a complex, multi-state pipeline into closed business. Key Responsibilities Develop new business opportunities and expand market presence across California, Oregon, Washington, Nevada, Arizona, Alaska, Hawaii, and Guam. Build and maintain trusted relationships with engineers, contractors, government procurement officers, and executive-level stakeholders. Own the full sales cycle, from lead generation and qualification through proposal development, negotiation, and closing. Represent the company at client meetings, industry events, and regional trade shows within the assigned territory. Deliver technical presentations that turn a complex value proposition into a clear, credible case for change. Maintain accurate CRM records of all activities, pipeline forecasts, and customer interactions. Collaborate with headquarters-based engineering, marketing, and project teams to ensure client needs are understood and met. Identify and engage influencers, including code consultants, engineering firms, and airport authorities, to drive broader adoption of the technology. Qualifications 5 or more years of B2B business development or sales experience in aerospace, defense, aviation infrastructure, or another highly technical and regulated industry. Demonstrated success selling to engineering, government, or enterprise-level clients with long, complex procurement cycles. Experience building trusted relationships with decision-makers at organizations such as NAVFAC, USACE, major airlines, airports, or defense contractors. Proven ability to independently manage a multi-state territory, owning pipeline generation, deal closing, and reporting without close oversight. Willingness and ability to travel extensively throughout the West Coast and Pacific region, including multi-day trips to Alaska, Hawaii, or Guam. Strong technical aptitude and comfort learning system details, safety standards, and building codes is a plus. Familiarity with CRM systems, HubSpot preferred, is a plus. Compensation & Benefits Compensation includes a competitive base salary plus commission, with top performers exceeding $300,000 in total annual compensation. Exact structure will be discussed during the interview process based on experience and territory strategy. Four weeks of paid vacation, increasing to five weeks after two years and six weeks after four years. Health insurance with company-paid premium, along with dental, vision, and life insurance options. Stock options earned through performance.
