Business Development Director - Govt Shelters

The Opportunity

Solarcore is an advanced materials technology company that develops the most scientifically innovative thermal solutions on the planet. We are on a mission to solve the world’s largest thermal efficiency problems by revolutionizing the antiquated world of thermal insulation. 

Solarcore is hiring for the Business Development Director – Government Shelters.  This is a sales and business development role to own the creation, development, and closure of new opportunities for Cold Weather Shelter Systems in the US Government and Allied Nations.

This is a senior individual contributor role with full ownership of opportunity generation, application development, and deal close. You will operate with high autonomy, work directly with OEM’s/Brand product development, design and innovation teams to create soft goods solutions for various needs across the U.S. Department of War and allied nationsinvolving thermal insulation requirements.  

This position will report to the VP Sales - Soft Goods and will collaborate with Product Development, Marketing, Operations and Manufacturing in the day-to-day.

Key Responsibilities

·      Proactively identify and pursue new opportunities across soft goods applications for the Government/Military/Tactical markets by working with OEM’s and brand partners to create pull-through demand for Solarcore.  Brand partners may also cross over into the Consumer markets as well

·      Build, maintain, and expand executive-level relationships across US DoW operational, technical, and acquisition communities

·      Drive competitive positioning and differentiation through deep understanding of customer needs, mission priorities, and competitor capabilities

·      Initial focus on Cold Weather Shelter Systems for Department of War, allied nations

·      Open and develop relationships with product innovation, design, engineering, sourcing, and commercial leaders at targeted brands

·      Translate material performance attributes into compelling product-level value propositions within the Government sales channel

·      Educate end-users (warfighters, procurement officers) and product engineers on Solarcore’s unique technical value proposition

·      Collaborate closely with internal PD and technical teams to guide application development, testing, and validation

·      Lead opportunities from first engagement through product launch

·      Manage long-cycle, multi-stakeholder sales processes and maintain momentum through ambiguity and iteration

·      Build and manage a robust pipeline in the Government sales channel for Cold Weather Shelter Systems

·      Represent Solarcore at industry forums, tradeshows, customer engagements, and company meetings at Solarcore HQ in Portland, OR.  Travel expectations 50%+

·      Other duties as assigned

·      5-7+ years of quota-carrying B2G/B2B and/or Government sales with specific experience in Shelter Systems solutions

·      Deep understanding of government (including DoW) acquisition processes, contracting, customer buying behaviors and compliance is required

·      Established relationships with NATO procurement agencies, system integrators, and key tactical equipment manufacturers, particularly for Shelter Systems

·      Deep understanding of military operations, soldier survivability systems, and the federal/international acquisition lifecycles

·      Working knowledge of export controls and government contracting (FAR/DFARS or NATO equivalent frameworks)

·      Comfort engaging deeply with both technical and non-technical stakeholders

·      High level of autonomy, curiosity, and resilience in fast-moving or early-stage environments

·      Experience in advanced materials, insulation systems, performance textiles, or component technologies

·      Background working with or selling into the Government sales channel for soft goods end-use applications, specifically Shelter Systems

·      Familiarity with product development cycles, testing protocols, and commercialization timelines

·   Bachelor’s degree in Business Administration, Marketing, or a related field required; advanced degree preferred

Create Thermal Technology That Empowers Humanity to Reach Our Full Potential

Solarcore’s continued success is made possible by the Solarcore team.  The Solarcore team is made up of hardworking individuals that live and breathe Solarcore’s Pillars and science the sh*t out of life—

•      Have Grit

•      Be Adaptable

•      Take Ownership

•      Be Conscious

•      Be Transformative

•      Be Collaborative

These values are the common thread between every Solarcore team member, and they ultimately provide the foundation for our success.