Commercial Business Development Lead - Canopy Aerospace

Company Overview

We imagine a future where our freedom is secured by rapid manufacturing of the highest performing materials on earth. We’re building the digital factories of the future to rapidly produce complex components in days to accelerate American innovation on Earth and beyond. Our core focus is on design and manufacture of advanced ceramic thermal management components that are critical to missions such as re-entry from space, interplanetary travel, hypersonic weapons, and more.

Position Overview

The Commercial Business Development Lead will be the first full-time hire to accelerate Canopy’s commercial traction with customers in the private sector. Canopy has brought qualified ceramic design and manufacturing capabilities online, focusing on a variety of products that include thermal protection systems, radomes, investment casting cores, satellite components, electrical components, weapons, and more. Your job will be to identify, connect with, pursue, and close deals that enable Canopy to transition critical, high performing ceramic components to impact in the commercial sector.

A successful leader in this role is fundamentally technical in nature, with a passion for expert-level communication and a sincere thirst to learn about our customers. You do not work according to static set of guidelines, you constantly challenge and evolve them. You do not simply field requests from customers, you work collaboratively with them. You’re a team player motivated dually by serving customers enabling the commercialization of current and future advanced technical capabilities that Canopy is developing.

This role will start as an individual contributor role, and the individual should be prepared to walk in the door as a skilled business development operator. The role can either become specialized into one of Canopy’s core market focus areas (i.e. space or energy) or grow into a leadership position to lead all commercial sales.

Responsibilities

• Interact directly with customers and seek to understand the technical intricacies of their problems
• Be the expert in a variety of industries, with a primary focus on space, defense, and energy industries
• Define and set revenue targets based on an intimate knowledge of market/customer buying behaviors and in coordination with Canopy’s product team
• Work closely with engineers to design and sell technical solutions to our customer problems
• Support our customers as a liaison to the Canopy team and ensure repeat business
• Manage an established business development pipeline, reporting to senior executives on metrics and challenges while running a tight ship operationally
• Lead customer engagement from tip to tail: market research, qualification, deal closing, and customer success
• Build and implement sales processes and methodologies to drive excellence
• Design physical and digital media to demonstrate our capabilities to customers
• Represent Canopy to a wide variety of external stakeholders in an ethical and high-integrity manner
• Support other business development, manufacturing, and operations activities – we’re a startup!

Requirements – should meet most of these

• A genuine excitement for the technologies Canopy develops and the missions of our customers
• An undergraduate degree in engineering or science, or equivalent experience gleaned through industry experience
• Multiple years of experience in a B2B sales / business development function for hardware products, including using digital CRM platforms
• Experience conducting market research and building customer lists for B2B industries
• Knowledge of how to build and manage a commercial B2B sales process with a focus on production-level, multi-year contracts
• Distinguished performance leading negotiations with customers and closing deals
• Expert-level communication skills: email, phone, in-person, graphics design, and MS office suite
• Experience organizing booth showcases and presenting at conferences
• Technical workplan development and project management experience
• Entrepreneurial experience and attitude – you make things happen proactively
• Extreme attention to detail and documentation
• Extended hours and weekend work may be required to support critical project milestones or operational needs - we’re a small team that works fast; everyone is expected to wear multiple hats

Nice to have’s (but not required) - you should still apply even if you don’t have all of these

• Direct experience in sales or business development for technical ceramic products
• Direct experience building and running business development operations for startups
• Familiarity with quality management systems (QMS) and lean manufacturing techniques
• Advanced technical degree or professional education in materials science or ceramic materials
• Advanced degree in business administration, marketing, or a related field
• Past performance in negotiating and architecting complex partnership agreements
• Familiarity with using 3D modeling (CAD) software and/or additive manufacturing
• Active US security clearance

Compensation and Benefits

• Pay range: $80,000 - $150,000 base + performance incentives
• Unlimited PTO
• Paid holidays
• FSA with company contribution
• Retirement Savings Plan – 5% matching 401(k)
• 100% Comprehensive medical, vision, and dental coverage for employee and family
• Company stock options
• Professional Stipend
• Health and Wellness Stipend

Actual level and base salary determined on a case-by-case basis and could vary depending on education, job-related knowledge and skills, fit with the company, and experience.

Hiring Process

We strive to be transparent and equitable throughout our hiring process; we also will move quickly through the steps. Below is a description of our hiring process:

• Candidate submission of resume and portfolio materials
• 20-minute administrative screening call
• 1-2x 30-minute role-specific call with hiring manager
• On-site, case-study interview
• 1:1s with key team members
• Final offer decision

Canopy Core Values

• Own Everything
• Cultivate Integrity
• Inquire Rigorously
• Practice Optimism
• Operate Decisively

Other Requirements

Travel required up to 50-75% of the time (varies heavily by season / traction with customers)

This position requires the ability to obtain a government security clearance in the future; you must be a US Citizen for consideration. There is no requirement to be holding an active security clearance prior to employment.

Canopy Aerospace is an Equal Opportunity Employer; employment with Canopy Aerospace is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, marital status, mental or physical disability or any other legally protected status.

Other Notes

If you feel you’re qualified for the role, but don’t exactly meet the criteria - please apply! We value diversity and prioritize passion over perfectly polished skillsets.