Technical Business Development Manager (Minimum Secret Clearance)

Descartes Labs

Descartes Labs

IT, Sales & Business Development
Washington, DC, USA · Washington, DC, USA · Metro Manila, Philippines · Remote
Posted on Saturday, November 18, 2023
The Company
Descartes Labs, Inc., and its wholly-owned government subsidiary, Descartes Labs Government, Inc., solve the world's most complex problems through advanced science. We offer customers an accelerated ability to address operational needs by transforming the world's data into actionable and predictive insights that impact climate change, sustainability, food security, national security, and safeguard natural resources at the speed of relevance. Our solutions offer unique advantages to our customers that are grounded in an ever-expanding portfolio of dual-use commercial products and capabilities which are enabled by our core technology stack.
We are proud to be a remote-first, distributed organization that recognizes that people have different needs and motivations for building a life and career that matters and works for them. While embracing a deliberately distributed, 100 percent remote workforce, candidates for this position must reside in the Washington, DC metro which will provide them better access to our customers and technology necessary to source for business opportunities. We focus on helping our employees produce positive outcomes and we recognize that the path to getting there will look different for everyone.
The Role
The Technical Business Development Manager (TBDM) is responsible for growing business in their strategic focus area. The TBDM will be responsible for the entire business acquisition process for their focus area, to include identifying, shaping, capturing, and closing deals. You will be a key member of the Descartes Labs Government (DLG) go-to-market (GTM) team reporting to the President, leading the charge to get critical, cutting-edge commercial technology into the hands of the people who need it the most.

Your Impact

  • Identify and qualify new business opportunities using a variety of resources (e.g., opportunity boards/databases, personal network, etc.)
  • Author whitepaper responses, RFI responses, and proposals. Working collaboratively across DLG to gather input from key stakeholders (e.g., contracts, engineering/applied science, legal, finance)
  • Serve as the voice of the customer/market across DLG and leverage that insight to drive strategic growth strategies.
  • Represent DLG externally at conferences, customer meetings, and networking functions.
  • Position DLG as a leader in geospatial intelligence and insights that supports next generation intelligence surveillance reconnaissance (ISR).
  • Work with the technical staff to coordinate demonstration activities to explore the art of the possible for customers.
  • Cultivate and nurture critical industry and government relationships: work effectively with customers at all levels of an organization, convey complex information in a clear and concise manner to key decision makers, no matter their technical aptitude, be a trusted advisor and partner to the customer, as opposed to a vendor.
  • Identify and qualify new business opportunities using a variety of resources (e.g., opportunity boards/databases, personal network, etc.)
  • Lead pursuit and bid decision gate reviews.
  • Make recommendations to leadership regarding pre-sales, marketing, staffing and proposal resources.
  • Regularly update and report on your pursuits and opportunities in the opportunity pipeline. Work collaboratively across all internal teams (e.g., engineering/applied science, product teams) to successfully shape creative, forward-leaning solutions and business offerings that address the unmet needs of customers within your strategic focus area.
  • Partner with business operations team on any pricing, contracts, and legal needs in support of business development activities.
  • Coordinate a smooth hand-off of won opportunities to program managers. Assist the program manager in transitioning their team and the customer to the program execution phase

What you Bring

  • Relevant degree and minimum 8 years prior relevant experience or
  • An Advanced Degree in a related field and minimum 5 years of experience
  • U.S. citizenship is required, must have at least a secret clearance
  • Experience in solutions based, complex business deals that involve commercial technology and services elements.
  • Ideally, you will have experience of working with or selling remote sensing or geospatial based software, analytic solutions, earth observation platforms, and/or imaging sensors in a suitable industry (Defense, Civil, Intelligence Community,).
  • Experience shaping opportunities in both Prime and Sub roles.
  • A strong network of connections across the traditional and non-traditional defense industrial base as well as the government organizations in your strategic focus area.
  • Experience with commercial licenses, data rights, and selling commercial based technology into the federal government.
  • Experience using CRM tools for opportunity pipeline management.
  • Experience navigating DFAR and FAR policy directives.
  • Experience in government contracting and direct experience with various contract types (i.e., IDIQ) and contract structures (i.e., FFP, CPFF, etc.)
  • Understanding of the government acquisition and budgeting lifecycle.
  • Possess an open, collaborative, “roll up your sleeves and do it” mentality.
  • Be a great communicator – both orally and in writing
  • Be a Visionary – You have a passion for the government mission and can see how DLG can make a difference and you can convey that vision and help us drive the business forward.

Who You Are

  • Curious. You are always exploring and experimenting, interested in why and how, seeking not only to understand but to make work and the world better. You enthusiastically share your learning with others and actively seek information and knowledge.
  • Conscientious. You are determined, always keep your promises, and are forward thinking. Principled and integrous, you take your commitments seriously.
  • Humble. Unpretentious and self-aware, you cultivate compassion for others and take responsibility for your mistakes. Egos are barriers to doing the best work and always learning.
  • Open and Inclusive. You are receptive and interested in new ideas and perspectives, even when those perspectives don’t agree with your views. You value and respect difference and create ways for all people to contribute to the organization.
  • Collaborative. You know it takes a team to get anything accomplished and you actively and inclusively work across the organization. You listen intently and openly and are always focused first on creating the best results.
  • Adaptable. You can navigate changing circumstances and environments with ease and approach uncertainty with enthusiasm, while inspiring others towards effective goal setting and accomplishment.


  • The base salary range for this position is $120,000-$130,000 plus 100% commission.
  • Please note the base salary range is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level & competencies as well as security clearance.

Top Reasons to Work at Descartes Labs

  • We pride collaboration over ownership, iteration over perfection, principles over rules, and discussion over directives
  • We’re using the world’s top technology to solve the governments largest problems. We look at DLG as a work environment where people are included, treat their colleagues with professional regard and respect, and thrive as a result
  • We’re a highly collaborative company that constantly promotes success through teamwork
  • We strongly encourage and enjoy a flexible work environment
You belong here! If your experience and interests match with some of the above, we want you to apply.
We are dedicated to building a diverse community, where employees belong, even if they are different. Scientific discovery is in our DNA, and diversity fuels innovation. Accommodations will be provided as requested by candidates taking part in all aspects of the selection process