Head of BD

Position: Head of Business Development

Location: Fully Remote, with CONUS/OCONUS travel to customer sites

Company: Sandtable

Reports To: COO

SANDTABLE

Sandtable is a defense technology company building the next generation of technologies for the US military. Our flagship product, Mentat, is a planning workbench that allows units to use operational modeling with realistic digital twins to comprehensively plan and execute operations. By leveraging advanced AI agents, Sandtable Mentat empowers military leaders to run thousands of simulations, collaborate seamlessly across echelons, and execute the optimal decisions. The result is faster planning, more complete plans, and the ability to rapidly re-plan during mission execution. In an era of complex conflict, our mission is simple: deliver the capabilities our armed forces need to turn chaos into clarity and out-think our adversaries.

ABOUT THE TEAM

We are a highly autonomous team of builders and problem-solvers who work directly with military leaders and their staffs to translate their most critical needs into functional software.

You are a great fit for Sandtable if you are self-motivated, take ownership of your work, and don't mind spending time in a dusty tent working alongside the world's most accomplished warfighters.

ABOUT THE ROLE

The Head of Business Development will serve as our primary owner of finding, developing, and closing high-value US Department of War contracts. We are looking for a door-opener who knows who to call, how to get into the room, how to drive urgency, and how to accelerate decision-making across complex bureaucratic and political terrain. Sandtable’s already very good at engaging, building rapport and gaining acceptance with commanders and staffs at the unit level; what we’re looking for is someone who can bring these capabilities and accomplishments to senior DoW leaders to get the high-level support and resources to enable a long-term solution.

Your core mission is bridging the gap between our early prototype and pilot wins and scaling them into multi-year Programs of Record. You will own generating net-new opportunities, and transitioning our current wins into broader opportunities, engaging and nurturing high level DOW stakeholders to open doors and generate demand for the product across the services.

KEY RESPONSIBILITIES

• BD Strategy & Pipeline Growth: Own Sandtable’s net-new DoW pipeline growth. Identify, qualify, and win high-value contract vehicles across all services, maximizing revenue through OTAs, IDIQs, GWACs, and rapid acquisition pathways.
• Stakeholder & Customer Engagement: Cultivate direct, high-trust relationships with key acquisition authorities and senior defense leaders across the Joint Force to define capability needs and drive demand for the Sandtable platform.
• Program of Record Transition: Transform existing efforts into scalable, multi-year procurement programs by navigating the DoW acquisition processes.
• Executive Partnership: Partner directly with executive leadership on defense go-to-market strategy, product positioning, and commercial-to-defense strategy.
• Industry Representation & Scaling: Represent the company at targeted defense technology forums and events while building and leading a high-performing sales organization.

QUALIFICATIONS

• Track Record: 8+ years executing high-stakes defense business development with a demonstrated history of winning contracts and rapidly scaling defense tech revenue.
• The "Door-Opener" Mindset: A relentless deal-maker who cuts through bureaucratic delay, builds immediate credibility with decision makers, and closes deals without relying on passive procurement channels.
• Defense Knowledge: Deep familiarity with current DoW acquisition frameworks, non-traditional contract mechanisms, and the defense prime ecosystem across multiple service branches.
• Commercial & Defense Agility: Ability to balance defense acquisition mechanics with the pace and urgency of a high-growth technology startup.
• Track Record Outside the Bureaucracy: Strong preference for candidates with a clear, post-military track record of executive BD success at a high-growth, venture-backed defense tech company.