What are the responsibilities and job description for the Senior Business Development Manager position at Luna Labs USA?
About Luna Labs
Luna Labs is a product development company working with leading organizations and key government agencies to create unique solutions for complex challenges in defense, industrial, and healthcare markets. We operate like a self-contained incubator for defense and biotech startups, taking solutions from concept through development to new products in the market. We leverage small business agility and large business capabilities to accelerate breakthrough solutions from concept to early-stage growth. Working with a robust global network of manufacturers, suppliers, licensees, and distributors, Luna Labs develops everything from small-scale prototypes to market-ready products.
The Opportunity
Luna Labs is hiring a Senior Business Development Manager to lead our government capture strategy during a critical pivot in our growth. We've built strong technology through the SBIR/STTR program, but now we need to transition those capabilities into sustained government contracts like Phase III sole-source opportunities, programs of record, and Other Transaction Authorities. This position will require proactive relationship building and sourcing of opportunities months or years before they materialize, not passive response to RFPs as they are released.
This role is equal part strategist, relationship builder, and coach. You'll rely on your existing network, cultivate additional relationships with program managers across the DOD, navigate consortia, and teach our technical staff how to position their work for government transition. You'll need an extensive network, patience for multi-year budget cycles, and comfort operating in an environment where the decisions you help make will decide which technologies move forward. If you're the kind of person who gets frustrated by the political realities of defense acquisition, this isn't your role. If you understand those realities and know how to navigate them effectively while maintaining integrity, we should talk.
What You'll Do
Government Capture & Pipeline Development
We need someone who thrives at the intersection of technology and government acquisition. You understand that the best solution on paper doesn't always win, and you know how to position technologies for success in that reality. You're comfortable with the long game, understanding that relationships take years to cultivate, budget cycles move slowly, and political processes can feel opaque. You can translate between the technical language of innovation and the bureaucratic language of acquisition, and can develop relationships with scientists and engineers to better align technology development with identified customer needs.
Required Qualifications
This role is based in Charlottesville, VA with significant flexibility given the relationship-driven nature of the work. Expect regular travel to Washington DC, program offices, conferences, and stakeholder meetings (30-40% travel). This is a role where presence matters—you need to be where relationships are built and maintained.
Luna Labs is a product development company working with leading organizations and key government agencies to create unique solutions for complex challenges in defense, industrial, and healthcare markets. We operate like a self-contained incubator for defense and biotech startups, taking solutions from concept through development to new products in the market. We leverage small business agility and large business capabilities to accelerate breakthrough solutions from concept to early-stage growth. Working with a robust global network of manufacturers, suppliers, licensees, and distributors, Luna Labs develops everything from small-scale prototypes to market-ready products.
The Opportunity
Luna Labs is hiring a Senior Business Development Manager to lead our government capture strategy during a critical pivot in our growth. We've built strong technology through the SBIR/STTR program, but now we need to transition those capabilities into sustained government contracts like Phase III sole-source opportunities, programs of record, and Other Transaction Authorities. This position will require proactive relationship building and sourcing of opportunities months or years before they materialize, not passive response to RFPs as they are released.
This role is equal part strategist, relationship builder, and coach. You'll rely on your existing network, cultivate additional relationships with program managers across the DOD, navigate consortia, and teach our technical staff how to position their work for government transition. You'll need an extensive network, patience for multi-year budget cycles, and comfort operating in an environment where the decisions you help make will decide which technologies move forward. If you're the kind of person who gets frustrated by the political realities of defense acquisition, this isn't your role. If you understand those realities and know how to navigate them effectively while maintaining integrity, we should talk.
What You'll Do
Government Capture & Pipeline Development
- Work with engineers and product developers to understand the technology portfolio, identify mature technologies, and find market-relevant product-solution fit to match with a government need.
- Create and pursue Phase III sole-source opportunities emerging from our SBIR portfolio.
- Build and maintain relationships with program managers across multiple DOD agencies to position our technologies for programs of record.
- Build and maintain a qualified pipeline that supports annual growth targets and manage that pipeline through CRM and gate reviews with Leadership team.
- Develop multi-year capture strategies that account for budget cycles, acquisition timelines, and political dynamics.
- Shape requirements and influence pre-RFP processes through strategic engagement with stakeholders.
- Manage relationships within consortia and pursue Other Transaction Authority (OTA) opportunities.
- Translate acquisition processes for technical staff who may be unfamiliar with government contracting dynamics.
- Coach scientists and engineers on relationship building, stakeholder engagement, and positioning their technologies for government adoption.
- Guide engineers and product development teams to ensure product-solution fit with a defined government customer.
- Develop and implement capture plans that balance technical merit with relationship cultivation and political awareness.
- Identify when to pursue opportunities and when to walk away based on competitive landscape and relationship positioning.
- Build and maintain a robust network of government stakeholders before opportunities formally exist.
- Understand organizational dynamics, budget pressures, and decision-making processes within target agencies.
- Navigate ecosystems where relationships, timing, and alignment matter as much as technical capability.
- Represent Luna Labs at government forums, conferences, and stakeholder meetings.
We need someone who thrives at the intersection of technology and government acquisition. You understand that the best solution on paper doesn't always win, and you know how to position technologies for success in that reality. You're comfortable with the long game, understanding that relationships take years to cultivate, budget cycles move slowly, and political processes can feel opaque. You can translate between the technical language of innovation and the bureaucratic language of acquisition, and can develop relationships with scientists and engineers to better align technology development with identified customer needs.
Required Qualifications
- Bachelor’s degree in Engineering, Science, Business, or related fields. An MBA or advanced technical degree is a plus.
- 8 years of demonstrated business development or capture management experience in defense contracting with a deep understanding of Phase III sole-source authorities, Other Transaction Authorities, and the defense acquisition process
- Extensive network of relationships across multiple DoD agencies and program offices.
- Experience with consortia management and collaborative contracting vehicles.
- Proven ability to shape requirements and influence pre-RFP stakeholder engagement.
- Strong understanding of defense budget cycles, acquisition politics, and decision-making processes.
- Excellent communication skills with ability to translate between technical and acquisition audiences.
- Due to government contracting regulations, U.S. Citizenship is required; ability to obtain and maintain security clearance.
- Active security clearance.
- Experience working with small businesses or startups in the defense ecosystem.
- Established relationships with specific program offices in Army, Navy, Air Force, or DoD agencies.
- Track record coaching technical staff on government engagement and capture processes.
- Experience with medical or human performance technologies in defense applications.
- Familiarity with transition pathways for dual-use technologies.
This role is based in Charlottesville, VA with significant flexibility given the relationship-driven nature of the work. Expect regular travel to Washington DC, program offices, conferences, and stakeholder meetings (30-40% travel). This is a role where presence matters—you need to be where relationships are built and maintained.