Vice President, BD

Job Description

Photonis Defense, Inc.

660 Main Street

Sturbridge, MA 01518

United States of America

Job Title:

Vice President, BD

Reports To:

Chief Executive Officer

FLSA Status:
Exempt

Department #:
Executive

Location:

Remote or Hybrid (to Sturbridge, MA) (with significant customer travel)

At Photonis Defense, Inc., our mission is to be the vanguard of defense technology, delivering advanced photonics and vision solutions that equip and protect the modern warfighter. We are seeking a Vice President of Business Development to define, execute, and own enterprise growth strategies across the U.S. Department of Defense, Defense Space, and key defense prime contractors. This executive leader is responsible for revenue growth, platform insertion strategy, and long-term market positioning of Photonis’ portfolio, including image intensification tubes, night vision systems, low-light EO/IR sensing, and next-generation digital vision technologies.

This role is market ownership and mission influence. The Vice President of BD will shape requirements, influence acquisition strategies, and drive sustained adoption of Photonis technologies across major defense platforms, ensuring a predictable and scalable 3–5 year growth trajectory.

• Partner with the CEO and executive leadership team to establish growth priorities and execute a data-driven go-to-market strategy delivering consistent >1.0x book-to-bill performance.
• Develop and manage multi-billion-dollar qualified pipelines across classified and unclassified portfolios.
• Shape customer requirements and acquisition strategies early in the procurement lifecycle.
• Establish and sustain executive-level relationships across DoD, MDA, Fed Civ, classified customers, and OEM partners.
• Own and execute enterprise vision strategy spanning image intensifier tubes, night vision systems, digital fusion, digital vision, analog-to-digital transitions, and AI/ML-enabled low-light sensing technologies.
• Translate operator demand into scalable, investment-ready system decisions governing performance, risk, cost, manufacturability, and sustainment trade spaces.
• Lead and win $10M-$100M+ complex pursuits; institutionalize integrated capture strategies and scalable BD processes.
• Own pricing strategy, negotiations, and strategic partnership development.
• Lead and scale high-performance growth teams and serve as a trusted advisor to the CEO.
• Represent Photonis Defense at senior government, industry, and board-level engagements.

• Demonstrated success achieving platform insertion of Analog, Digital, and Fused Vision technologies within USAF, USSF, Army, USSOCOM, and CBP programs.
• Direct experience integrating Image Intensification tubes with digital fusion and AI-enabled zero-light sensors.
• Deep familiarity with FAR, DFARS, OTA, BAA, IDIQ, BPA, and GWAC contract structures.
• Certified or trained in Shipley Business Development / Capture frameworks.

• Bachelor’s degree in Engineering or related technical discipline required.
• 15+ years of executive growth, capture, and P&L leadership in advanced vision technologies.
• Demonstrated success building and managing multi-hundred-million-dollar defense pipelines.
• Established executive-level relationships within DoD and Tier 1 OEMs.

• U.S. Citizen.
• Ability to obtain Secret Security Clearance required.
• Executive presence with demonstrated ability to influence senior government, industry, and board-level stakeholders.
• Ability to travel approximately 50%+ in support of customer and mission engagement.
• Must be a trusted strategic advisor to the CEO and leadership team.

• Full-Time Executive Compensation Package (Base + Performance Incentives).
• Full-Time Salary Range: $195K - $230K
• Health, dental, and vision insurance.
• 401(k) savings plan.
• Disability coverage and life insurance.
• Paid time off and paid holidays.
• Executive incentive programs based on enterprise performance.