Sr. Principal, Business Development & Head of Air Force Strategy

Purpose

Divergent is seeking a Senior Principal, Business Development and Head of Air Force Strategy to lead the company's strategic engagement with the Department of the Air Force and drive long-term business growth with key industry partners. This role is responsible for defining and executing Divergent's Air Force strategy, identifying and developing transformational partnership opportunities, influencing corporate growth initiatives, and securing strategic programs that accelerate adoption of the Divergent Adaptive Production System (DAPS) across Air Force missions.

The Senior Principal serves as a senior advisor to executive leadership on Air Force market strategy and is responsible for shaping long-term customer engagement, strategic partnerships, and business growth within one of the company's highest-priority defense markets. This position reports to the VP of Corporate and Strategic Partnerships and works closely with Executive Leadership, the Capture team, Engineering, Program Management, and other cross-functional stakeholders.

The Role

Key Account Management

• Own the company's most strategic Air Force and defense industry relationships, establishing executive-level engagement strategies and driving long-term account growth aligned with corporate objectives and revenue priorities.
• Develop and execute account growth strategies that position Divergent for expanded adoption across Department of the Air Force organizations and mission areas.

Strategy Development

• Develop, own, and continuously evolve Divergent's long-term Air Force strategy by identifying emerging mission needs, acquisition pathways, funding opportunities, executive stakeholders, and strategic partnerships that position the company for sustained growth.
• Advise executive leadership on market trends, competitive positioning, customer priorities, and strategic investment opportunities that support the company's long-term Aerospace & Defense growth strategy.

Business Development

• Lead enterprise-level business development initiatives, establish strategic partnerships, influence customer investment priorities, and expand Divergent's presence across the Department of the Air Force and the broader defense ecosystem.
• Identify and cultivate new markets, strategic partnerships, and growth opportunities that expand the adoption of Divergent's technologies.

Business Capture

• Lead the capture and negotiation of strategically significant partnerships and programs while shaping capture strategies that position Divergent for long-term growth across the Air Force portfolio.
• Support proposal strategy, customer engagement planning, and opportunity maturation through contract award.

Cross-Functional Leadership

• Provide strategic leadership across Business Development, Capture, Engineering, Program Management, Finance, and Executive Leadership to align priorities and successfully execute complex growth initiatives.
• Ensure alignment between customer requirements, technical capabilities, and business objectives.

Executive Customer Engagement

• Serve as an executive representative of Divergent with senior Department of the Air Force leadership, industry executives, and strategic partners.
• Prepare executive briefings, customer engagement strategies, and presentation materials that support senior leadership interactions and strategic decision making.

Risk and Opportunity Management

• Identify strategic risks, competitive threats, and relationship challenges early and develop mitigation strategies that maintain momentum on critical partnerships and growth opportunities.

Documentation & Compliance

• Maintain accurate records within CRM systems, action trackers, and program documentation.
• Ensure compliance with ITAR, DFARS, and applicable aerospace and defense industry standards.

Metrics & Business Performance

• Develop executive-level reporting, pipeline forecasting, strategic growth metrics, dashboards, and KPIs that enable data-driven decision making and measure business performance.

Continuous Improvement

• Lead initiatives that improve business development, capture, and strategic partnership processes while helping establish best practices across the Corporate and Strategic Partnerships organization.

Basic Qualifications

• Senior leadership experience within or supporting the U.S. Air Force with a deep understanding of Air Force strategy, acquisition pathways, organizational structure, funding, and operational priorities.
• Proven success leading business development, strategic partnerships, and growth initiatives within the national security or defense sector.
• Demonstrated experience developing and executing long-term business strategies that drive measurable organizational growth.
• Demonstrated experience influencing executive-level decision making and shaping long-term business strategy within the U.S. Department of Defense ecosystem.
• Strong understanding of advanced manufacturing, defense innovation ecosystems, sustainment, and modernization programs.
• Exceptional communication and executive presence with the ability to effectively engage senior government leaders, industry executives, engineering organizations, and executive leadership teams.
• Demonstrated success leading cross-functional teams and guiding complex strategic initiatives from concept through execution.
• Ability to lawfully access information and technology subject to U.S. export controls.
• Minimum of 15 years of experience within the Aerospace & Defense industry.
• Strong analytical and strategic thinking skills with the ability to identify opportunities, assess risk, and develop effective business solutions.
• Ability to obtain and maintain a DoD Security Clearance.

Preferred Qualifications

• Knowledge of additive manufacturing applications and/or munition weapon systems.
• Active DoD Security Clearance.
• Established relationships with senior Department of the Air Force leadership, defense industry executives, and major prime contractors.
• Experience supporting or leading strategic capture efforts for large, complex defense programs.

Work Environment

• This role will be remote with travel expectations to Torrance, CA, Long Beach, CA, and Washington, D.C.

Compensation

At Divergent, our pay range is based on the level of the job. For this role, we will consider candidates at levels S07- S08 as evaluated through our interview process.

• Principal: $179,610 - $246,960
• Senior Principal: $207,420- $285,200

What We Offer

• Holistic Compensation Package: Enjoy a world-class compensation package that includes a competitive salary, equity plan, and discretionary results-based incentive bonus opportunities, ensuring you're truly valued for your contributions.
• Wellness and Time Off: Embrace a healthy lifestyle with paid vacation, sick time, and company holidays, including a year-end shutdown to recharge. We support growing families with paid parental leave, recognizing the importance of bonding time.
• Comprehensive Health and Wellness: Prioritize your well-being with our comprehensive health and wellness benefits, offering both HMO and Premium PPO options. Additionally, benefit from company-sponsored life insurance and short and long-term disability coverage for peace of mind.
• Investment in Growth: We're committed to your professional development. Take advantage of reimbursement opportunities for learning and development initiatives, empowering you to continuously expand your skill set and reach peak performance.
• Collaborative and High-Performing Environment: Join our collaborative, dynamic, and high-performing team within a fast-paced, mission-driven company. Together, we're disrupting the traditional manufacturing industry, fostering innovation, and integrating people and technology to reduce our footprint.