Business Development Leader (Public Sector)

About the Role 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. You'll work cross-functionally with our Public Sector Sales Lead, Solutions Architects, Product, and Engineering teams to identify and close mission-focused opportunities through defense primes, system integrators, OEMs, cloud providers, and technology partners. This role demands a high-initiative business leader who can operate in a nascent market, move quickly from strategy to execution, and build the repeatable processes that scale a growing Public Sector business. What You'll Do - Market Intelligence — 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. - Business Development — 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. - Partner Ecosystem — 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. - Revenue Ownership — 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. - Go-to-Market Execution — 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. - Product Influence — Gather structured feedback from customers and partners; work closely with Product and Engineering to translate field intelligence into roadmap priorities. - Industry Presence — Represent Niantic Spatial at industry events, conferences, consortiums, and partner engagements to build brand visibility and thought leadership within the public sector and defense technology communities. - BD Operations — Develop and scale repeatable business development processes, partner programs, and go-to-market motions as the Public Sector business grows. What You'll Bring - 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. Nice to Have - Active U.S. security clearance (Secret, TS, or TS/SCI) or eligibility to obtain one. - Deep understanding of geospatial technologie…