Defense Sales & Business Development Manager, Americas

The Defense Sales & Business Development Manager - Americas will be responsible for driving both sales execution and strategic business development within the defense sector across North America, Central America, and South America, with a strong focus on the United States Department of Defense. This role will focus on expanding Fugro’s market presence in GEOINT data acquisition and analysis, applications involving Artificial Intelligence and UXV platforms, and site characterization supporting defense installations and facilities.

The role is accountable not only for identifying and nurturing opportunities but also for ensuring high conversion rates from leads to signed contracts. Additionally, this position will play a pivotal role in long-term strategic partnerships, market expansion, and shaping Fugro’s positioning within key client organizations and industry consortia. The ideal candidate will have prior experience in strategic and operational roles within the United States Department of Defense and a strong track record in business development, client engagement, commercial execution, and strategic relationship-building within the defense industry.

This role can function fully remotely.

The ideal candidate will reside in Washington, D.C., or the greater National Capital Region.

Job Responsibilities

• Lead by example and place Quality, Health & Safety, Security, and the protection of the Environment as core values while never intentionally placing employees, our processes, customers, or the communities in which we live and work at risk.
• Identify and prioritize high-value market opportunities for Fugro across Geo-intelligence (mapping, modeling, monitoring), AI / AUV / USV applications, and site characterization supporting defense installations and facilities.
• Build a structured sales funnel with clear action plans to achieve revenue and market penetration targets.
• Proactively engage with key stakeholders within the defense markets to enable early positioning before the release of solicitations while maintaining close relationships with decision-makers to anticipate service needs.
• Systematically evaluate leads based on technical feasibility, budget allocation, project timelines, and alignment with Fugro’s capabilities.
• Develop compelling value propositions, conduct client presentations, and tailor service offerings to match project requirements, address client pain points effectively, and position Fugro as a preferred partner.
• Drive deal closure through strategic negotiation, contract finalization, and alignment of commercial terms.
• Ensure a high conversion rate from opportunity to contract by closely managing the sales cycle and removing obstacles to closing.
• Engage early in industry developments, regulatory shifts, and emerging market trends to position Fugro as a thought leader and trusted partner.
• Identify new market segments and service line expansion opportunities within the Defense sector within the Americas.
• Represent Fugro in key industry forums, associations, and conferences, reinforcing the company’s role and leadership in the defense sector.
• Partner with R&D, innovation, and technology teams to ensure Fugro’s offerings evolve in line with market needs and client expectations.
• Build and maintain strong relationships with key decision-makers and influencers within key defense agencies.
• Lead account-based marketing initiatives and ensure tailored engagement with clients based on specific business needs.
• Monitor market trends, competitor activities, and industry developments across the Americas, and provide insights to senior leadership on emerging opportunities and risks within the defense sector.
• Identify potential M&A opportunities, partnerships, or joint ventures that could enhance Fugro’s market position.
• Utilize CRM tools to track lead progression, conversion rates, and sales performance and ensure accurate data entry and analysis to inform strategic decision-making.
• Coordinate with legal and finance teams to facilitate contract negotiations and approvals.
• Regularly track and report on key sales and BD metrics, including lead conversion rates, pipeline health, and revenue growth.
• Provide data-driven insights to refine sales and BD strategies and improve overall commercial effectiveness.
• Other duties as assigned.

Job Requirements

• Must be a United States citizen.
• 10+ years of military, defense, and/or intelligence experience
• 10+ years of experience in sales, business development, and strategic market expansion within the defense industry.
• A strong background in lead generation, qualification, conversion, and closing of high-value contracts.
• Experience working in multinational, matrixed organizations with cross-functional teams.
• A deep understanding of the Defense Federal Acquisition Regulation Supplement (DFARS), various contracting vehicles, funding mechanisms, and procurement pathways for relevant market segments.
• A well-established network that includes relevant DoD Program Managers and private industry defense contractors with synergistic services.
• Experience in developing long-term business strategies and market entry plans.
• Strong knowledge and usage of CRM tools
• Knowledge of using financial statements as a management tool to drive business decisions and strategy.
• Experience in identifying, evaluating, and executing M&A opportunities to expand market presence and capabilities
• Possess a valid driver’s license with an acceptable motor vehicle record
• Currently hold or ability to obtain a passport for international travel purpose
• Travel up to 30% of the time for this job opportunity

What’s in it for you?

At Fugro, our people are our number one priority and central to our purpose of creating a safe and livable world. Our values set the foundation for our unique culture: we are determined to deliver, we prepare for tomorrow, we do what’s right, and we build trust. Our talent philosophy is seeded by our values and fueled by a passion for learning, developing leadership behaviors, transparency, and accountability.

Fugro offers opportunities to sharpen skills and provide career growth through on-the-job learning experiences, LinkedIn Learning access, business and technical training, and leadership development programs.

We value the mental, physical, and financial health of our employees and their families and offer a variety of flexible work models. Fugro USA’s comprehensive benefits package also ensures you have choices that fit your needs at any life stage.

How to apply?

If you are interested in this role we look forward to discussing this opportunity with you. Please click on our ‘apply’ button and upload your resume and cover letter.

Disclaimer for recruitment agencies:

Fugro does not accept any unsolicited applications from recruitment agencies. Acquisition to Fugro Recruitment or any Fugro employee is not appreciated.

Fugro USA  posting Disclaimer

Fugro is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors.

Individuals with disabilities needing assistance in the recruitment process are encouraged to contact Human Resources directly at 713-369-5600, option 5 or recruiting.usa@fugro.com.

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