About this opportunity
Society of Defense Financial Management lists this Business Development Executive, DoW opportunity in washington, District of Columbia. Review the employer’s description below for duties, qualifications and application requirements.
Job description
Business Development Executive, Department of War (DoW)
Full-time | Washington, DC | Hybrid: 2-3 days/week in office when not traveling | Travel: approximately 25% to customer sites, demos, and industry events
About Schemata
Schemata is a spatial intelligence company applying AI to the physical world. Our flagship product is a virtual training platform for frontline personnel: our proprietary reality-capture technology quickly converts 2D images into photorealistic 3D models, and our AI-powered scene understanding automatically generates training content, dramatically reducing training time and improving operational readiness. We currently support multiple Department of War (DoW) branches and are expanding into commercial applications. We're venture-backed, having raised from prominent firms such as a16z and Owl Ventures.
Role Overview
We're seeking a Business Development Executive to grow Schemata’s business across the Department of War. You'll own opportunities end-to-end: identifying and shaping requirements with warfighters, program managers, and contracting officers; navigating DoW acquisition pathways; and carrying pursuits from first conversation to multi-million dollar close. Working alongside the Head of Federal Sales, VP of BD, and founders, you’ll turn customer training problems into funded programs built on our spatial intelligence platform. The pipeline you build and the contracts you close will directly shape the company’s trajectory.
What you do
Requirements scoping and opportunity shaping with warfighters, program managers, and contracting officers to uncover real pain points
Mapping customer problems to spatial AI capabilities and articulating value clearly
Navigating DoW acquisition cycles, RFPs, OTAs, and everything in between
Owning pursuits end-to-end, from first conversation to multi-million dollar close
Drafting and shaping pursuit artifacts: white papers, capabilities statements, pitch decks, SOWs, and proposal inputs
Building teaming relationships with primes, integrators, and innovation organizations
Representing the company at industry events and customer site visits
Maintaining pipeline discipline: keeping the CRM current, tracking follow-up cadences, and reporting deal status honestly
Supporting the Head of Federal Sales, VP of BD, founders, consultants, and other teammates with the operational work that keeps deals moving
Who you are
6-8+ years of federal business development experience, selling into the Air Force, Navy, or DoW Modeling & Simulation organizations such as NAWCTSD and AFAMS
Fluency in DoW acquisition mechanics: SBIR/STTR, TACFI/STRATFI, APFIT, OTAs, Phase IIIs, IDIQs, and Color of Money basics
The ability to navigate program offices, MAJCOMs, and unit-level stakeholders
A track record of closed federal business you personally shaped, captured, or carried across the finish line
US citizenship and the ability to obtain and maintain a security clearance
Who thrives here
You can walk into a room with a program manager and walk out with a clear problem statement worth solving
You’re comfortable with technical products. You don’t need to build them, but you need to understand them well enough to be credible
You think in terms of outcomes, not outputs. A demo isn’t a win. A signed contract is a win
You’re a self-starter who doesn’t need a playbook to get started; you help write it
Nice to haves
Veteran or prior DoW employee
Active security clearance
Familiarity with modeling and simulation, synthetic training environments (STE), live-virtual-constructive (LVC), and/or AI
Understanding of the Orlando-based DoW training and simulation ecosystem
Established relationships with defense primes
Experience at a venture-backed or early-stage defense technology company
Compensation & Benefits
Competitive salary that reflects your experience and track record
Meaningful equity stake in a high-growth, venture-backed defense tech startup, so you share in the upside you help create
Comprehensive health coverage : medical, dental, and vision insurance
401(k) plan
Paid parental leave
High visibility and real impact : shape the future of training technology and directly influence mission-critical training for military and industrial operators, on a collaborative, mission-driven team
Schemata is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
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Worksite address
washington, DC, 20022, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.