Navi — Founding Business Development Lead

# Navi — Founding Business Development Lead **Type:** Full-time | Remote US (heavy travel + monthly SF time) **Compensation:** $135,000–$155,000 base + competitive equity (not an OTE role) **Hiring count:** 1 **Visa sponsorship:** None available (confirmed). Clearance preferred. Work authorization must be confirmed in outreach. **Reports to:** CEO (name not provided) ## About Navi Navi captures everything a pilot sees and hears and turns it into automated debrief intelligence. The platform is live at flight schools, business jet operators, and the U.S. Air Force — named deployments include Embry-Riddle Aeronautical University, Purdue University, UND, Sling Pilot Academy, and the United States Air Force. Demand is accelerating and the market is wide open. Sales today are entirely founder-led; this role is among the first 10 hires. Founded: 2024 | Team size: 6–7 (seed-stage) | Total funding: Not disclosed Industry: Aviation / AI for flight training Website: flynavi.com Office: San Francisco (role is Remote US) ## Why Candidates Should Join - **Founding ownership:** Early-stage equity with real ownership in a category-defining aviation AI company; first BD hire, builds the function from scratch. - **Flight training perk:** Company sponsors flight training to earn a pilot's license. - **Real traction now:** Deals closing at airlines, flight schools, and the U.S. Air Force — visible impact from day one. - **Clear growth path:** Scales into commercial leadership; a founding GTM hire eventually reports to this person as the company moves toward Series A. - **Benefits:** 401(k) and health insurance. ## Intake Call Summary - An intake video is posted on the Contrario role page, but no transcript was available in the pasted HTML — no intake summary could be extracted. Pull key points from the video before scoring if needed. ## The Role Founding Business Development Lead owning the full BD cycle across airlines, private jet operators, and flight training centers — strategic and operational first, not a high-volume execution seat. Starts by owning nearly everything personally, then transitions to a senior team-building role as the company scales toward Series A. ### What You'll Be Doing - Own the full BD cycle from first contact through signed deal to live deployment, across airlines, private jet operators, and flight training centers - Build and manage a pipeline of aviation customers: identify targets, get in the room, move deals to close - Run pitches and product demos for operators, training directors, and aviation executives - Negotiate and close commercial agreements, then partner with the team on deployment success - Represent Navi in person at customer sites, industry events, and on the road - Eventually hire and build the BD team as the company scales **Tech stack:** N/A (BD role) — product is a hardware-plus-software debrief platform for flight training ## Requirements - 5+ years aviation sales experience - Existing network across airlines / jets / flight training - Full-cycle BD ownership, strategic + hands-on - Remote US, heavy travel + SF time monthly - Not an OTE role; base + equity - No visa sponsorship available; clearance preferred ## Green Flags - Pilot's license or deep flight operations and training background - Genuine, active network across airlines, charter or fractional operators, or collegiate and military flight training programs - Track record building pipeline from zero without an existing playbook - Early-stage or founding go-to-market experience - Comfortable moving between strategic planning and hands-on execution in the same week ## Red Flags - BD or sales background limited to non-aviation industries with no aviation network to draw on - Currently at CAE (a competitor); approach with extra care to confirm genuine interest in leaving, since sensitive company information will be discussed early - Expects a traditional OTE-driven comp structure and isn't comfortable with a base-plus-equity model - Needs a fu…