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Business Development Leader (Public Sector)
Niantic SpatialGeospatial AI company
San Francisco, United States$183K - $230KSenior
Meritech Capital Partners
Scopely
Snap Inc.
Alsop Louie Partners
Dolby Family Ventures
Javelin Venture Partners
Sales & Account Management
About the role
TL;DR
Lead public sector business development for Niantic Spatial.
- •As Business Development Lead, Public Sector, you'll build and scale Niantic Spatial's partner ecosystem across the Department of Defense, Intelligence Community, and Federal Civilian agencies
- •owning the partner-sourced and partner-led revenue motion that sits alongside and accelerates the direct sales channel.
- •Key Responsibilities Conduct in-depth research to identify mission priorities, customer segments, acquisition pathways, and partner ecosystems; assess the competitive landscape and track emerging technology trends across DoD, IC, and Federal Civilian markets.
- •Identify, negotiate, and close high-value opportunities for Niantic Spatial's spatial intelligence and physical AI technologies across public sector markets
- •executing deal types including licensing, reseller, OEM, revenue share, teaming, technology partnership, and proof-of-concept arrangements.
- •Establish and grow strategic partnerships with defense primes, system integrators, cloud providers, OEMs, and technology partners to expand Niantic Spatial's reach, capabilities, and revenue opportunities in government markets.
- •Own partner-sourced and partner-led revenue opportunities from qualification through commercial negotiation and close; coordinate closely with the Public Sector Sales Lead on joint customer pursuits and shared pipeline.
- •Develop and execute joint GTM strategies with partners that generate measurable pipeline, drive customer adoption, and build recurring revenue across both direct and indirect sales channels.
- •Requirements 8+ years in business development, strategic alliances, capture, channel sales, or partnerships; JD, MBA, or Bachelor's degree in a relevant field, or equivalent experience.
- •Demonstrated experience supporting the Department of Defense, Intelligence Community, Federal Civilian agencies, or adjacent public sector organizations.
- •Established network across defense primes, system integrators, technology providers, government organizations, and partner ecosystems.
- •Proven track record negotiating and executing complex commercial agreements
- •including reseller, OEM, licensing, teaming, technology partnership, and revenue-sharing arrangements
- •and working with legal counsel to initiate and interpret contract language.
- •Strong communicator and negotiator, able to represent Niantic Spatial credibly in external discussions with partners, customers, and executive stakeholders.
- •Cross-functional leader with a track record of aligning engineering, product, and sales teams around partner-driven opportunities.
- •Data-driven and strategic, with the ability to move from market analysis to execution quickly in a fast-moving, ambiguous environment.
Required skills
Business DevelopmentSalesNegotiationPartnership ManagementMarket AnalysisCRMStrategic PlanningCross-functional Leadership
Domain expertise
defensegovernment
Benefits & perks
equity, comprehensive benefits package
