Business Development Manager

Company Overview We are a fast-moving, mission-driven startup building dual-use technology with real-world defense applications. Our products are designed to solve hard problems for the warfighter - and we're looking for a relentless, well-networked business development professional to bring them to market. If you thrive on the intersection of cutting-edge technology and government acquisition, this role was built for you. Position Overview The Business Development Manager will be responsible for driving adoption of Irys Case Manager (ICM), our FOIA and case management platform, across the Department of Defense and federal agencies. This is a product sales role, not a services staffing position. This position will own the full lifecycle from identifying agencies with case management and FOIA processing needs to closing platform contracts through the right procurement vehicle. This position will be the connective tissue between our product and engineering teams and the federal acquisition community, translating platform capabilities into funded programs. This is a high-impact, high-visibility role at a company where your wins will directly shape our trajectory. This is a high-impact, high-visibility role at a company where your wins will directly shape our trajectory. Employment Status: Full-Time FLSA Status: Salary/Exempt Job Location: Full-Time Remote Duties & Responsibilities Drive adoption of ICM as a software platform across DoD and federal civilian agencies through SBIR/STTR Phase III, OTA, sole-source, BAA, RFP, and direct procurement vehicles Identify agencies and program offices with FOIA backlogs, case management gaps, or records management modernization needs and develop tailored pursuit strategies Build and leverage existing DoD and federal agency relationships to create warm pipeline and accelerate procurement timelines Engage directly with Contracting Officers, Program Managers, and end-users to shape requirements and procurement approaches in favor of platform adoption Partner with our product team to craft compelling use cases, demos, and technical narratives for government audiences Develop and execute channel and partner strategy, including relationships with prime contractors, resellers, and platform partners to scale ICM distribution Lead proposal development: writing, coordinating, reviewing, and submitting government proposals aligned to platform capabilities Develop tailored business development strategy roadmaps and present to C-suite leadership Represent the company at government conferences, industry days, and networking events Track and manage all BD activity in CRM; provide regular pipeline reporting to leadership Skills & Qualifications Required : 7+ years of experience in government business development, capture management, or federal contracting Demonstrated experience selling a software product or SaaS platform into federal agencies - not staffing services contracts Demonstrated track record of winning DoD contracts - you can speak to dollar values and deal complexity Active, established relationships with DoD Program Managers, PEOs, or acquisition professionals Hands-on experience with SBIR/STTR (including Phase II to Phase III transitions), OTA mechanisms, sole-source justifications, and traditional FAR-based contracts Familiarity with FOIA processing workflows, case management systems, records management, or privacy programs in a federal context Deep knowledge of the federal acquisition lifecycle and government budgeting process (PPBE) Strong proposal writing skills - you've personally written and won competitive government bids High energy, self-directed, and comfortable operating in a startup environment with limited structure Preferred : Military service or prior DoD civilian experience - you understand the culture from the inside Active Security Clearance (Secret or above) or ability to obtain one Experience building channel or partner ecosystems to scale a product across multiple agencies Familiarity with dual-use technology markets: cyber, AI/ML, or enterprise software Existing relationships at AFWERX, DIU, SOCOM, or other innovation-focused DoD organizations Experience with non-dilutive funding strategies (TACFI, STRATFI) and navigating non-traditional procurement pathways Prior experience at or working with firms like SBIR Advisors, The Outpost, or similar defense tech advisory organizations Inclusion & Diversity DTSI is an Equal Opportunity Employer. Applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status. Disclosure DTSI is an equal opportunity employer that uses E-Verify to confirm work authorization. Background investigations may be conducted to determine applicant's eligibility for a Department of Defense security clearance. EEOC Know Your Rights Why DTSI DTSI has built an unwavering reputation of delivering cutting-edge IT solutions with a focus on exceeding customer expectations and a relentless drive to be the best in the industry. Our success, undoubtedly, is a direct result of our people. We are intentional in seeking individuals who are hard-working, disciplined, visionary, and approach all tasks and interactions with an attitude of excellence. If this is you, we invite you to join Team DTSI! Benefits 401(k) Retirement Plan with Employer Contribution Paid Vacation Time Paid Federal Holidays Paid Sick Leave Health Insurance Dental & Vision Insurance Short and Long Term Disability Life Insurance Supplemental Insurance (Accidental, Hospital Confinement, Cancer Assistance, Critical Illness) Certification & Tuition Reimbursement Proud of Our Past. Improving the Present. Focused on the Future. If you are unable to use our online application to apply for this position, please use one of the following options to submit your resume and qualifications: Email: [email protected] with job title in Subject line Mail to our corporate office: DTSI 212 N. Alamo St. Suite 300 San Antonio, TX 78205 Attn: HR Dept- [job title]