---
title: 'Business Development Lead - OSW and Defense Agencies at Nominal'
canonical: 'https://feeny.ai/job/business-development-lead-osw-and-defense-agencies-nominal-new-york-nstt5whj3knx'
type: 'job'
last_seen: '2026-10-14'
---

# Business Development Lead - OSW and Defense Agencies at Nominal

- **Company:** Nominal
- **Location:** New York, NY
- **Employment:** full-time
- **Work type:** onsite
- **Posted:** 2026-10-08
- **Last confirmed live:** 2026-10-14
- **Apply:** https://jobs.gem.com/nominal/am9icG9zdDpLeojVTjVKZiY8CaIlb5Qq

## Job description

## About Nominal

Nominal is building the connected test and operations platform powering the world's most advanced hardware systems, from spacecraft and autonomous vehicles to next-generation defense programs. Our platform gives hardware engineering teams a single place to ingest data, analyze performance, automate test execution, and collaborate across every phase of development, so they can move faster without sacrificing safety or precision. We're a fast-moving team that owns problems end-to-end, works across disciplines, and thrives at the intersection of hardware and software.

We serve top-tier commercial and defense customers, from autonomy leaders like Anduril and Shield AI to next-generation aerospace teams like Hermeus and REGENT, and performance engineering teams like Pratt Miller Motorsports, alongside mission partners within the U.S. Navy and U.S. Air Force on programs where failure isn’t an option. We’re backed by Sequoia, General Catalyst, Founders Fund, Lux Capital, and Lightspeed. Our team draws from SpaceX, Palantir, Anduril, Applied Intuition, and other leading companies, united by a common mission: giving hardware engineers the tools to build the future with speed, safety, and confidence.

As part of Nominal’s U.S. Government Business Development team, you will drive how we expand across the U.S. Government—owning pipeline creation, customer engagement, and deal execution across key accounts within the Department of War/Defense’s “4th Estate”. This is a highly strategic, externally-facing role focused on shaping and closing complex opportunities across organizations such as the Test Resource Management Center (TRMC), Defense Innovation Unit (DIU), Defense Advanced Research Project Agency (DARPA), Direct Reporting Program Manager (DRPM) UxS, Chief Digital and AI Office (CDAO), and other relevant Principal Stafff Assistants (PSAs) and Defense Agencies and Field Activities (DAFAs).  This role partners closely with Capture Strategy, which owns capture strategy and win positioning, while this role owns customer relationships and deal execution.  You will work at the intersection of mission, product, and growth—translating customer needs into enduring programs and positioning Nominal as foundational infrastructure for test and operations.

💼 About the Role

- Apply a strong understanding of customer priorities, mission environments, and acquisition dynamics to shape and close strategic opportunities by aligning customer mission needs with Nominal’s platform and long-term roadmap
- Identify, shape, negotiate, and close new market opportunities, aligning account growth with overall business objectives
- Develop and maintain relationships with key stakeholders across customer organizations, generating buy-in and alignment with end users, program managers, acquisition officials, technical leaders, and industry partners
- Provide insight into customer priorities, funding dynamics, acquisition pathways, and requirements to inform Nominal’s Federal growth strategy
- Own the process of qualifying, cultivating, and capturing opportunities in close partnership with growth, mission, legal, and operations teammates
- Identify and develop strategic partnerships to expand reach and strengthen positioning in key programs
- Grow early engagements into enduring, impactful programs and set the conditions for Nominal to become foundational digital infrastructure for test data management, analysis, and operations
- Represent Nominal at customer meetings, industry days, conferences

🚀 We’re looking for someone with

- 5+ years of experience in business development, growth, capture, program strategy, or related roles supporting or serving U.S. military and civilian organizations, with at least 2 years working directly for or with organizations within the Office of the Secretary of Defense (OSD).
- Deep understanding of U.S. Government/ Defense organizational structures and priorities and experience developing, shaping, or executing complex technical opportunities
- Excellent communication skills, with the ability to tailor messaging across technical and non-technical audiences
- Keen awareness of when and how to pull in the right teammates to build targeted demos, perform technical discovery, identify capability gaps, understand integration and deployability options, share compliance and infosec guidance, and more
- A strong sense of urgency and ownership, with the ability to navigate complex stakeholder environments and drive outcomes in ambiguous settings
- Experience managing pipelines, forecasting, and consistently hitting growth targets
- Technical background or degree: Background in computer science, mechanical engineering, or other heavy industry
- Willing to travel up to 50%
- This position requires you to currently possess and be able to maintain a U.S. security clearance, in order to meet U.S. regulatory eligibility requirements for the access to classified information associated with this role.

🎯 Skills that supercharge us

- Experience delivering growth outcomes for defense or dual-use software products and proven success developing and executing go-to-market strategies for emerging defense technologies
- Familiarity with non-traditional acquisition pathways and commercial product acquisitions
- Established relationships across relevant U.S. Government stakeholders, prime contractors, and mission partners
- Background in data systems, data analysis, and/or hardware engineering is a plus
- Prior U.S. military or government experience is a plus

✨ Benefits/Perks

- 🏥 100% coverage of medical, dental, and vision insurance
- 🏖️ Unlimited PTO and sick leave
- 🍽️ Free lunch, snacks, and coffee
- 🚀 Professional Development Stipend
- ✈️ Annual company retreat

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

ITAR Requirements To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR [here](https://www.pmddtc.state.gov/?id=ddtc_kb_article_page&sys_id=24d528fddbfc930044f9ff621f961987).

## About Nominal

## Company Overview
- **One-liner**: Nominal provides a unified industrial data stack that enables hardware engineering teams to test, analyze, and operate mission-critical systems with the speed of software development.
- **Entity Type**: Private (Series B, 2026)
- **Headquarters**: Los Angeles, California, United States
- **Founded**: 2022
- **Founders**: Cameron McCord (Co-founder & CEO)

## Core Business
- Primary industry: Aerospace & Defense, Hardware Testing, Industrial Data Infrastructure
- Target customers: B2B – Engineering teams at startups, enterprises, and government agencies building complex hardware (e.g., autonomous vehicles, space systems, hypersonics)
- Mission: "Equip engineers to test and operate critical technology" – delivering the tools and infrastructure to deliver mission-critical capabilities at scale in the shortest time possible.

## Products & Services
- **[Nominal Core](https://nominal.io)**: A cloud-based collaborative workspace that ingests, structures, and analyzes telemetry, logs, video, and simulation results. Provides real-time mission control, trend analysis, and automated reporting to accelerate development, production, and operations. (SaaS)
- **[Nominal Connect](https://nominal.io)**: An edge compute platform for hardware test. Deploys Python-based test apps on-premises, turns scripts into operator-ready interfaces, and runs tests deterministically at the edge (lab, remote range, air-gapped). Automatically syncs results to Core for deeper analysis. (On-premise/Edge software)

## Market Standing
- **Valuation**: Not disclosed
- **Key Metric**: Total funding of **$182.5M** across 5 rounds (Seed, Series A, Series B, and a non-equity assistance)
- **Notable Investors**: Founders Fund (led Series B), General Catalyst (led Series A), Lux Capital (led Seed), and Sequoia Capital (partnered 2025)
- **Growth Signals**:
  - Headcount grew **+202.5% YoY** to 196 employees (as of 2026)
  - 17,984 LinkedIn followers (+209.7% yearly)
  - Customer Anduril reduced test review time from 5+ hours to near real-time across 300+ engineers
  - Active job postings: 67 (up +346.7% yearly)
  - Offices in Los Angeles (HQ), New York, Austin, Pflugerville (TX)

## Competitive Advantages
- **Unified platform** that replaces fragmented test tools – one data model for telemetry, logs, video, simulations, and documents
- **Built by engineers from Palantir, SpaceX, Anduril, and Lockheed Martin** – deep domain expertise in mission-critical hardware
- **Edge-to-cloud architecture** that works in air-gapped, offline, and secure environments
- **Enterprise-grade security and scale** with support for startups, large enterprises, and government deployments
- **Open API, SDKs, and integration ecosystem** allowing teams to modernize legacy systems without disruption

## Strategic Focus
- Continue scaling the platform to serve larger defense and aerospace programs (e.g., integrated programs, fleet management)
- Expand into manufacturing test lines and production environments (scaling test code from prototype to manufacturing)
- Deepen government partnerships and secure FedRAMP or similar certifications
- Grow headcount aggressively, especially in engineering, mission operations, and sales roles

## Why Work Here
- **Culture**: "Engineers building for Engineers" – a tight-knit team of operators and builders from Palantir, SpaceX, Anduril, and more. High ownership, real impact on hardware that flies, launches, or defends.
- **Work Policy**: In-office **5 days per week** (LA, NY, Austin, Pflugerville). Gourmet lunch provided daily.
- **Perks & Benefits**:
  - 100% covered health, dental, and vision insurance (for you and family)
  - Unlimited paid vacation
  - 12-weeks parental leave
  - Fertility and family planning ($15,000 lifetime)
  - $500/year hardware sensor stipend
  - Wellness stipend ($100/month)
  - 401K with employer match
  - Learning & development stipend
  - Employee-friendly equity terms
- **Growth Trajectory**: Over 200% yearly headcount growth, recent Series B funding, and a clear mission to accelerate the "hardware renaissance" – strong signal for career growth and impact.

## Sources
1. [Nominal Careers Page](https://nominal.io/careers)
2. [Nominal About Us](https://nominal.io/about-us)
3. [Nominal Product Page](https://nominal.io/?j=35813&sfmc_sub=16110646&l=1582_HTML&u=1011363&mid=546014653&jb=234&sfmc_id=16110646)
4. [LinkedIn Company Profile](https://linkedin.com/company/nominal-inc)
5. [Sequoia Capital Portfolio](https://sequoiacap.com/companies/nominal/)

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