Job Details

Umbra builds next-generation space systems that observe the Earth in unprecedented fidelity.

Our mission: Deliver global omniscience.

To stay ahead of climate change, geopolitical risk, and other major crises and issues, we need a global understanding of what is changing, where, and how fast. Umbra provides easy access to the highest quality commercial satellite data available, which is an indispensable tool for the growing number of organizations monitoring the Earth. We empower our customers to create solutions that inform, inspire, and address our planet's most pressing needs. We're helping to create a brand-new industry that has never meaningfully existed before.

We are excited to invite a Business Development Director to join Umbra's Space Systems business unit! In this pivotal role, you'll lead the charge in crafting and executing the growth strategy for Space Systems. Your mission will be to uncover fresh business opportunities, cultivate and oversee our customer pipeline, forge strategic alliances, and transform potential leads into successful contract awards. With a keen focus on customer engagement and opportunity development, you'll leverage both Umbra's current and evolving capabilities. Furthermore, you'll serve as the primary voice for our external customers regarding Umbra's space hardware offerings, delivering essential insights that will shape our internal development plans and strategies for bids and captures.

This individual will be at the forefront of shaping Umbra's space systems investments to align with industry trends and pinpointing the crucial connections between the current and future requirements of both Umbra's internal and external stakeholders. As the Business Development Director, your mission will be to identify opportunities where Umbra's capabilities can be utilized or expanded to distinctly address market needs, while spearheading proposal development initiatives that deliver cost-effective and reliable solutions to meet customer expectations. This role hinges on collaboration, as you will work closely with Umbra's Mission Solutions team to integrate offerings where it makes sense, ensuring we meet our customers' needs in the best possible way.

In-person presence at Umbra's Santa Barbara and Goleta offices is critical to this role, as it requires a deep understanding of Umbra's space systems production capabilities and requires close coordination with our engineering and technician staff.

Key Responsibilities

• Craft and execute innovative business development strategies that align with the group's vision, focusing on spacecraft buses, subsystems, and components.
• Conduct insightful market research to uncover emerging opportunities across commercial, government, and international sectors.
• Develop a strong pipeline of potential customers in the space industry, encompassing both domestic and international players of all sizes.
• Identify, engage, and cultivate meaningful relationships with prospective and existing clients, including government agencies, prime contractors, and commercial space operators.
• Engage in close collaboration with cross-functional teams (engineering, program management, finance) to ensure our product offerings perfectly meet customer needs.
• Establish strategic bidding approaches, manage timelines efficiently, and create competitive pricing models in close collaboration with internal teams.
• Lead, oversee, and coordinate the proposal development process, ensuring technical feasibility, financial soundness, and alignment with the group's objectives.
• Monitor bid progress, manage necessary documentation, and ensure timely proposal submissions while keeping an organized customer relationship management database to track opportunities.
• Act as the key point of contact in negotiations, striving to secure favorable contract terms and ensuring customer satisfaction throughout the entire sales cycle.
• Track and report on crucial performance indicators (KPIs) essential to business development, such as pipeline growth, contract value, and bid success rates, with regular updates to senior leadership.
• Collaborate with the General Manager to set revenue targets, anticipate future opportunities, and continuously adapt strategies based on market insights.
• Represent the Space Systems Group at industry events, conferences, and trade shows to showcase our capabilities and gather valuable market intelligence.
• Partner with the Director of Communications to develop initiatives that enhance thought leadership and brand awareness, positioning the group as a trusted provider of space hardware solutions.
• Forge strategic partnerships with complementary businesses or suppliers to amplify the group's product and service offerings.
• Other professional duties as assigned.

Required Qualifications

• Bachelor's degree in Engineering or closely related field.
• 15+ years of experience across business development, engineering, and/or sales within the space sector.
• 5+ years of management experience.
• Proven track record of bidding and closing complex deals, working with government procurement processes and commercial aerospace contracts.
• Familiarity with spacecraft systems, subsystems, payloads, and satellite bus technologies.
• Understanding of relevant export regulations and compliance requirements (e.g., ITAR, EAR, FAR, DFARS).
• Availability to travel monthly for conferences and customer engagements.
• Ability to gain internal support, operate independently with limited supervision and feedback, and establish a deep understanding of Umbra's capabilities across technical staff, leadership, and peers.
• Strong written and verbal communication skills.
• Demonstrable understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus).

Desired Qualifications

• Experience working as an engineer in the design, analysis, and/or production of space components.
• Existing relationships of trust within the US and international prime contractor base.
• Experience building and leading a team of professionals across a range of experience levels and disciplines.
• MBA or advanced engineering degree.

Benefits

• Flexible Time Off, Sick, Family & Medical Leave
• Medical, Dental, Vision, Life, LTD, STD (employer funded)
• Voluntary Life, Critical Illness, Accidental, Hospital Indemnity, Pet Insurance (employee funded)
• 401k with 3% non-elective company contribution
• Stock Options
• Free Parking
• Free lunch daily in office

Umbra is an Equal Opportunity Employer that is committed to inclusion and diversity. We take affirmative action to ensure equal opportunity for all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status, or other legally protected characteristics.

Employment Eligibility Verification

In compliance with federal laws, all hired persons will be required to verify their identity and eligibility to work in the United States by completing the required Employment Eligibility Verification Form (I-9 Form) upon hire.

ITAR/EAR Requirements

This position may include access to technology and/or data that is subject to U.S. export controls pursuant to ITAR and EAR. To comply with federal export controls, all persons hired must be a U.S. citizen, U.S. national, U.S. lawful permanent resident, refugee or asylee as defined by 8 U.S.C. § 1324b(a)(3), or must otherwise be eligible to obtain the required authorizations from the U.S. Department of State and/or U.S. Department of Commerce as applicable.

Pay Transparency
This job posting may cover multiple career levels. To ensure greater transparency, we provide base salary ranges for all roles, regardless of location. Our standard pay ranges are based on the role's function and level, benchmarked against similar growth-stage companies. Compensation may vary based on geographical location, as certain regions may have different cost-of-living factors. The final offer will also be influenced by the candidate's skills, responsibilities, and relevant experience.

Compensation Range

The Compensation Range for this role is $230,000 - $280,000 plus potential incentive compensation based on performance to business objectives.

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