Director of Business Development

Company Overview

Our client, based in St. Michael, Minnesota, is a leading U.S. manufacturer of ultra-high pressure waterjet cutting systems. Since 1984, they have specialized in building the most durable and precise waterjet solutions for mission-critical applications. Unlike competitors, our client designs and manufactures both pumps and motion systems in-house, offering unmatched reliability and integration.

Their customers span the aerospace & defense, metals distribution, automotive, medical, marine, construction, and industrial manufacturing sectors. With a reputation for 24/7/365 operation, best-in-class after-sales support, and industry-leading reliability, our client is entering an exciting new phase of growth with a sharpened vertical focus and ambitious market expansion.

Core Values

• Think Yes First – seeing problems as opportunities to create value.
• Strive Together to Achieve Excellence – collaborating as a team to solve complex challenges.
• Continuously Inventive – adapting to evolving markets and customer needs.
• Dedicated to Customer Success – measuring success by customers’ long-term results.

Position Overview

The Director of Business Development for Aerospace & Defense will be a strategic individual contributor for a defined vertical market, accountable for building our client’s presence, expanding market share, and driving enterprise sales. This role combines strategic leadership with hands-on execution: setting direction for the vertical, identifying opportunities for growth, and managing the full sales cycle with support from a dedicated technical team.

One of our client’s primary focus verticals is Aerospace & Defense (commercial and defense aerospace, marine, and military/defense applications). In these demanding industries, their durable system design, precision High Rail platform, and exceptional after-sales service have earned strong customer loyalty. The Director of Business Development will leverage this value proposition to meet vertical-specific needs, build executive-level relationships, and deliver measurable growth.

Essential Responsibilities

• Cultivate long-term relationships with decision-makers across target verticals
• Act as a trusted advisor by understanding customer challenges and presenting tailored solutions
• Represent our client at trade shows, conferences, and industry events
• Develop and execute vertical-specific growth strategies
• Prioritize and pursue high-potential prospects with tailored pursuit plans
• Lead consultative sales engagements, demos, solution design, and ROI discussions
• Manage pipeline, forecasting, and reporting through CRM tools
• Partner with application engineers, marketing, and product experts to deliver solutions
• Collaborate with marketing on campaigns and vertical-specific initiatives

Skills, Qualifications & Key Competencies

Must-Have

• 10 years of enterprise sales or business development experience in capital equipment, industrial technology, or manufacturing solutions
• Bachelor’s degree (Business, Engineering, or related field) or equivalent experience
• Proven track record of vertical market presence and revenue growth in demanding industries
• Success managing complex, high-value sales cycles ($250K–$600K typical deal size)
• Deep industry expertise and established relationships within target verticals • Strategic market analysis and vertical growth planning
• Value-based and consultative selling — able to connect our client’s differentiators (durability, precision, reliability, after-sales support) to customer ROI
• Executive-level relationship building and trusted advisor influence
• Contract negotiation and deal structuring expertise
• Disciplined pipeline management and forecasting with CRM tools
• Strong technical acumen to credibly communicate product differentiators
• Effective cross-functional collaboration (no direct reports, but high influence)
• Willingness to travel nationally up to 50%
• Resilient, persistent, and results-driven mindset
• High integrity and professional credibility

Preferred

• Strong industry presence through networking, trade shows, and associations
• Experience selling into highly regulated industries • Innovative and adaptable approach to changing market conditions
• Customer-success orientation beyond the initial sale

Compensation & Benefits

• Base salary with performance-based incentives (commission/bonus)
• Full benefits package (medical, dental, 401K, PTO, etc.)
• Professional development opportunities and direct engagement with executive leadership