Business Development Representative

Pivotal

Business Development Representative supporting revenue acquisition and account expansion across Defense, Public Safety, and PAV markets. Collaborating with cross-functional teams to move deals from discovery to close.

Posted 4/14/2026full-timePalo Alto • California • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Prospect, qualify, and nurture leads into sales‑accepted opportunities; support account planning and territory targeting across Defense, Public Safety, and PAV segments to create net‑new and expansion pipeline.
Own opportunity tracking and pipeline hygiene (stages, close plans, next steps), enabling accurate weekly forecasting and clear visibility to bookings, revenue, and risk.
Maintain decision‑quality account intelligence in CRM and SharePoint (stakeholder maps, use cases, buying process, meeting outcomes, proposals, and customer communications) to improve win probability and accelerate cycle time.
Drive deal execution from initial interest through proposal/quote, negotiation support, and award by coordinating internal stakeholders and removing friction to keep opportunities advancing toward close.
Coordinate responses to RFPs, RFIs, ROMs, grants, and unsolicited submissions, ensuring each package reflects the win strategy, value proposition, ROI, and customer mission priorities—and is built to convert into revenue.
Support proposal development by managing timelines, inputs, and internal approvals; coordinate quotes/pricing inputs (as applicable), build compliant documentation, and prepare the team for customer negotiations to improve on‑time, high‑quality submissions.
Partner with Sales, Engineering, Programs/Operations, Finance, Contracts/Legal, and leadership to shape compliant, compelling offers that are deliverable, differentiated, and positioned to win.
Coordinate customer discovery calls, meetings, and briefings; capture requirements, decision criteria, and close plans—and translate findings into next steps that advance pipeline and expand within accounts.
Support NDA execution and contracting readiness in collaboration with Contracts to reduce cycle time, accelerate bookings, and maintain a strong customer experience.
Support aircraft delivery to the customer by coordinating cross‑functional handoff activities (Programs/Operations, Engineering, Customer Support, and Contracts), tracking delivery milestones, and ensuring customer readiness for acceptance and post‑delivery success.
Maintain a professional follow‑up cadence with customers and partners across the deal lifecycle (evaluation, purchase, delivery handoff, renewal/expansion), coordinating internal stakeholders to deliver timely responses and meet commitments.
Support sales enablement and revenue campaigns aligned to Defense, Public Safety, and PAV audiences; coordinate messaging and collateral that improves conversion from lead to meeting to qualified opportunity.
Assist with planning and executing trade shows, conferences, demonstrations, and industry events to generate leads, set meetings with target accounts, and create qualified pipeline.
Coordinate logistics (travel, schedules, materials, demos) and ensure rapid lead capture, follow‑up assignment, and CRM documentation after each engagement to maximize conversion.
Help maintain and improve the sales operating cadence, workflows, and tools (CRM, dashboards, templates) that increase pipeline generation, stage conversion, and forecast accuracy.
Support data collection and analysis on the revenue funnel (activity, conversion, deal velocity, cycle time, and win/loss insights) to improve visibility and decision‑making in business development.
Contribute to a repeatable, scalable capture and sales process that strengthens account execution, improves customer experience, and increases win rates and expansion revenue over time.

Requirements

What you’ll need

4+ years of experience in business development, inside/outside sales, account management, sales operations, or proposal coordination, with a clear track record supporting revenue growth.
Experience supporting multi‑market or multi‑segment sales motions, including account planning, pipeline management, and coordinating cross‑functional deal teams.
Familiarity with RFP/RFI‑based processes and/or structured proposal environments, including requirements capture and contribution to win strategy.
Proficiency with CRM systems, SharePoint, Microsoft 365, and reporting tools; strong written and verbal communication skills for customer‑facing work, forecasting rigor, and KPI tracking.

Benefits

Comp & perks

medical
dental
vision
401k plans

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

business developmentaccount managementsales operationsproposal coordinationpipeline managementrequirements capturewin strategyforecastingKPI tracking

Soft Skills

communicationcoordinationnegotiationcustomer experiencefollow-upcollaborationplanningorganizationleadership