Principal, Business Development Operations & Strategy

Purpose

Divergent is seeking a Principal, Business Development Operations & Strategy to drive the strategic planning, operational excellence, and execution infrastructure that enables the company's Aerospace & Defense business development organization to scale. This role serves as a strategic partner to Business Development leadership, establishing the operating mechanisms, market insights, and analytical frameworks that improve pursuit execution, investment decisions, and long-term growth.

Working across Business Development, Capture, Proposals, Engineering, Finance, Contracts, and Program Management, the Principal will lead high-impact initiatives that strengthen pipeline management, improve organizational effectiveness, and enhance the company's competitive position across the U.S. Department of Defense, allied governments, and defense prime contractors.

This role requires exceptional business judgment, deep understanding of the defense acquisition ecosystem, and the ability to influence senior leaders while operating effectively in a fast-paced, high-growth environment.

The Role

Business Development Strategy

• Partner with Business Development leadership to develop and execute the company's long-term Aerospace & Defense growth strategy.
• Analyze defense priorities, customer demand signals, acquisition strategies, and competitive dynamics to identify new markets, programs, and partnership opportunities.
• Translate National Defense Strategy priorities, DoD budget trends, and customer modernization initiatives into actionable business development priorities.
• Develop strategic recommendations that inform executive decision-making, investment planning, and resource allocation.

Business Operations & Commercial Excellence

• Own the operating framework supporting the Aerospace & Defense business development organization, including pipeline governance, business rhythms, reporting, and performance metrics.
• Establish scalable processes supporting opportunity qualification, pursuit management, capture planning, and executive reviews.
• Develop executive dashboards and performance metrics that provide visibility into pipeline health, forecast accuracy, pursuit effectiveness, and organizational performance.
• Drive continuous improvement across business development processes, tools, and operating mechanisms.

Market Intelligence & Competitive Strategy

• Lead market assessments, competitive analyses, and customer intelligence to strengthen strategic positioning across priority accounts and programs.
• Monitor competitor activity, teaming strategies, contract vehicles, and acquisition trends across the defense industrial base.
• Identify emerging opportunities across DoD, allied governments, and prime contractor ecosystems.
• Develop executive-level market insights that improve pursuit prioritization and business strategy.

Cross-Functional Leadership

• Partner closely with Capture, Proposal, Engineering, Finance, Contracts, Supply Chain, and Program Management teams to align technical, commercial, and financial strategies across major pursuits.
• Support pursuit strategy through win themes, customer engagement planning, competitive positioning, and pricing strategy.
• Lead cross-functional initiatives that improve organizational alignment, decision-making, and execution across the business development lifecycle.
• Influence stakeholders across multiple functions without direct authority while driving accountability and execution.

Executive Engagement

• Develop executive briefings, customer presentations, strategic planning materials, and business reviews for senior leadership.
• Represent the company alongside Business Development leadership during customer engagements, industry conferences, and strategic meetings.
• Provide regular updates to executive leadership on pipeline performance, market dynamics, competitive positioning, and strategic initiatives.
• Serve as a trusted advisor to Business Development leadership on operational priorities and organizational effectiveness.

Success Metrics

• Increased pipeline quality, forecasting accuracy, and pursuit discipline.
• Improved business development operating cadence and executive decision-making.
• Measurable improvements in pipeline governance, CRM integrity, and organizational reporting.
• Successful execution of strategic initiatives supporting long-term growth.
• Strong cross-functional collaboration across commercial and technical organizations.

Basic Qualifications

• Ability to lawfully access information and technology that is subject to US export controls
• Bachelor's degree in Business, Engineering, Finance, Economics, or a related discipline.
• 10+ years of progressive experience in business development, capture management, business operations, corporate strategy, or commercial leadership within the aerospace and defense industry.
• Demonstrated success developing business development strategy, commercial operations, or capture processes supporting complex defense pursuits.
• Deep understanding of the U.S. Department of Defense acquisition lifecycle, PPBE process, major contract vehicles, and defense budgeting.
• Experience supporting customer engagements with the U.S. Department of Defense, allied governments, defense primes, or major OEMs.
• Proven ability to influence executive leadership through data-driven recommendations and strategic analysis.
• Exceptional written, verbal, and executive presentation skills.
• Experience with Salesforce, GovWin IQ, Deltek, or comparable business development and CRM platforms.
• U.S. citizenship with the ability to obtain and maintain a DoD security clearance.

Preferred Qualifications

• Experience supporting advanced manufacturing, aerospace, defense technology, autonomy, propulsion, munitions, or precision manufacturing organizations.
• Experience leading business operations, strategic planning, or commercial excellence initiatives within a high-growth technology company.
• Existing relationships across the U.S. Department of Defense, defense prime contractors, or the broader national security industrial base.
• MBA or advanced degree in Business, Engineering, Public Policy, or a related field.
• Active DoD Secret clearance.

Work Environment

• This position is hybrid with in office expectations in our Torrance, CA and/or Washington D.C. offices. 
• Occasional travel required 

Compensation

At Divergent, our pay range is based on the level of the job. For this role, we will consider candidates at level S08 as evaluated through our interview process. 

• Principal / S07: $179,610 - $246,960