Senior Business Development Director, Defense at Pivotal – Palo Alto, California

Pivotal is the leader in the emerging market of electric Vertical Takeoff and Landing (eVTOL) aircraft. We design, develop, and manufacture light eVTOL aircraft and are renowned for the BlackFly aircraft the world's first light eVTOL to fly manned missions and enter the consumer market.

Efficient, compact, and simple, Pivotal aircraft are designed for a wide range of consumer, public service, and defense applications. Our distinctive tilt-aircraft architecture and scalable platform have been flying for over 10 years. Last year we announced our next-generation aircraft, the Helix, which is rapidly progressing toward general release and scalable production in early 2026.

Mobility is one of the most highly-valued areas of modern technology investments. This is the right company, in the right space, the right strategy, at the right time. If you are ready for adventure, we invite you to join our amazing team and grow with us.

Leverage companys already operational dual-use light eVTOL technology and identify, cultivate and ultimately meet high-value mission needs: some defined and many are yet-to-be defined by DoD end users. Pursue applications that can be well met (e.g. operational performance, economics, time to operational readiness or some combination of these factors) by the companys air vehicle architecture and technology, autonomy, and systems integration capabilities. Applications will include manned, unmanned (UAS), manned unmanned teaming (MUM-T) and optionally manned light-air vehicle missions.

This leader will collaborate with the right COCOMs and defense technology incubator organizations to Identify, cultivate, and grow developmental opportunities and create opportunities for non-dilutive investment by defense organizations, focused on those with the highest conversion potential to near term operational needs and aligned with the companys roadmap.

This leader has relationships with and experience furthering collaboration and winning funding for development and demonstration within the defense innovation ecosystem including organizations such as SOFWERX, DIU, AFWERX Agility Prime, Marine Corps Warfighting Lab, AFRL, Joint Rapid Acquisition Cell (JRAC), and NavalX. Ability to engage and collaborate with selected combatant commands (e.g. SOCOM, CENTCOM) to develop and nurture end-user pull while informing solution requirements for the company.

Individual should be highly competent in collaborating internally with executive leadership, engineering, operations and training, product management, and potentially, 3rd party partners, to ensure appropriate and effective opportunity shaping occurs, and that technology and capability demonstrations are executed flawlessly.

This is a very hands-on role, and will be supported with additional talent (e.g. account managers, program managers, customer support staff) as opportunities are brought in and commitments inked. This leader has experience in DoD at best practice contractors and smaller organizations, ideally venture funded start up organizations. He/she understands the flexibility and resourcefulness required of such a role.

Applicants must be eligible for employment in the United States and willing to work onsite at our HQ office in Palo Alto, CA.

Pivotal offers a comprehensive benefits package, including medical, dental, vision, and 401k plans.

Pivotal is an Equal Opportunity Employer. Pivotal does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.