Director, Business Development

Terma Inc (TUS), the US subsidiary of Denmark based Terma A/S, is searching for a highly qualified Director, Business Development (BD)- Self Protection Services (SPS) to join our team of exceptionally dedicated professionals in an exciting and rewarding fast paced highly successful company. Leveraging the outstanding Terma reputation and our strong relationship with the US DoD, Homeland Security and large Prime Contractors for more than three decades, Terma has developed a significant presence in the U.S. as provider of mission critical solutions for aerospace, defense and security sectors. We are known as an independent, agile, and fast responding partner for mission customized solutions. For further information, please visit

Location: Atlanta, GA, Warner Robins, GA, Washington D.C. or Remote

The Challenge:

The Director, BD SPS will lead strategic growth initiatives within Terma's Airborne Mission Applications portfolio, with a primary focus on Aircraft Self-Protection Systems, Electronic Warfare solutions, avionics integration, and applied aerostructures.

This role requires a highly connected and strategic business leader who can identify, shape, pursue, and capture new opportunities across the U.S. Department of Defense, Foreign Military Sales (FMS) programs, international operators, and major defense prime contractors.

The successful candidate combines deep aerospace and defense market knowledge with strong customer relationships, capture leadership experience, and a proven ability to convert opportunities into revenue. This individual will play a key role in shaping Terma's future growth while serving as a trusted advisor to customers, industry partners, and internal stakeholders.

Key Responsibilities

Business Development & Capture Leadership

• Lead the identification, qualification, pursuit, and capture of strategic business opportunities. Demonstrate initiative and sound judgment.
• Develop competitive positioning strategies, win themes, and customer engagement plans that improve Terma's probability of win. Position Terma early in the acquisition lifecycle to influence requirements, acquisition strategies, and program outcomes.
• Develop and execute comprehensive account, campaign, and capture strategies aligned with company growth objectives.
• Build and maintain a robust pipeline of qualified opportunities that support long-term revenue growth.

Customer & Industry Engagement

• Establish and maintain relationships with key decision makers across the U.S. Department of Defense, international customers, and defense prime integrators.
• Engage directly with end users, acquisition officials, program offices, and stakeholders to understand mission requirements and shape future opportunities.
• Serve as a trusted representative of Terma within the aerospace and defense community.

Strategic Partnerships

• Develop and strengthen partnerships with major prime contractors, government organizations, and international industry partners.
• Negotiate and manage strategic agreements including MOUs, MOAs, CRADAs, teaming arrangements, and other collaboration frameworks.
• Work closely with Terma teams in the United States and Denmark to identify and pursue growth opportunities.

Solution Development

• Collaborate with engineering, advanced design, product management, and executive leadership to align customer needs with Terma capabilities.
• Translate operational and technical requirements into actionable business opportunities.
• Support development of customer-focused solutions that address mission challenges and deliver measurable value.

Revenue & Business Objectives

• Achieve assigned business development, capture, and revenue objectives.
• Provide accurate forecasting, pipeline management, and opportunity reporting.
• Support long-range strategic planning and market assessments to identify emerging growth areas.

Qualifications:

Minimum Education and Experience:

• Bachelor’s degree in business, Engineering, Aerospace, Technical Management or related field and minimum of 10 years business development, capture management, program management, military or aerospace & defense industry experience OR equivalent experience

Required Skills and Experience:

• Demonstrated success winning and growing business within the U.S. Department of Defense, aerospace, or defense sectors.
• Proven experience leading complex capture efforts from opportunity identification through contract award.
• Strong knowledge of U.S. defense acquisition processes, contracting mechanisms, budgeting, and procurement procedures.
• Experience working with U.S. military services, defense agencies, prime contractors, and international defense customers.
• Knowledge of Foreign Military Sales (FMS) and Direct Commercial Sales (DCS) environments.
• Strong understanding of aircraft survivability, electronic warfare, avionics integration, or related aerospace systems.
• Ability to communicate complex technical solutions to operational, programmatic, and executive audiences.
• Excellent strategic thinking, market analysis, and competitive positioning skills.
• Exceptional presentation, negotiation, and executive communication capabilities.
• Strong leadership and influence skills, with the ability to lead cross-functional teams in a matrix organization.
• Willingness and ability to travel approximately 40%-50%.
• US Citizenship with ability to obtain and maintain a Department of Defense (DOD) Security Clearance

Preferred Skills and Experience:

• Master's degree (MBA, MS, Engineering, or related discipline).
• Military aviation experience, particularly as an F-16 or tactical aircraft pilot, Electronic Warfare Officer, Weapons Systems Officer, or operational planner.
• Experience with electronic warfare systems, radar warning receivers, countermeasure systems, or self-protection technologies.
• Established relationships within U.S. Air Force, Air National Guard, Foreign Military Sales organizations, combat aircraft program offices, or major aerospace prime contractors.
• Experience supporting international business development and exportable defense solutions.

Terma Inc. is an Equal Opportunity Employer, including disabled and veterans.