The Company
MASS Group provides a secure Operating System for defense manufacturing, specifically designed for regulated and air-gapped environments. Our platform covers work execution, asset lifecycle management, quality control, maintenance, and AI capabilities. By replacing paper-based processes, Excel WIP tracking, and outdated legacy systems in the most secure and disconnected facilities within the DoD and the Defense Industrial Base, we directly enhance the readiness and lethality of the warfighter.
Our TME platform digitizes work execution, asset control, and equipment reliability for air-gapped and SCIF environments — with no cloud dependency required. We operate inside NSA, Lawrence Livermore National Laboratory, General Dynamics, MOOG, Avon Protection, and more. Our strategic AI partnership is a differentiator no competitor in our segment can match.
The Opportunity
We are hiring a senior Business Development Leader to own new capture and existing account growth across our core defense manufacturing markets. This is a hunter role with direct CEO access and a clear charter: find the facilities, build the relationships, and deliver the pipeline.
You will work directly with the Capture Manager to move qualified opportunities from discovery to contract — delivering the Mass Group capture playbook across three priority market segments:
Secure Electronics & Trusted Microelectronics: NSA, Tobyhanna, NSWC, and CHIPS/RAMP/SHIP-funded microelectronics pilot lines. Fastest wins. Highest alignment.
Air-Gapped Satellite & Outsourced Facilities: NNSA, Crane, Anniston, Red River — GO → GOCO/COCO transitions and new secure enclave standup. Mid-term pipeline.
DIB Manufacturing: The Defense Industrial Base - expanding and upselling current customers and new commercial clients
What You Will Do
- Identify, qualify, and develop new DoD and DoE manufacturing and repair facility opportunities — executing a disciplined discovery sprint to build and maintain a live pipeline of 20+ target facilities, with a PLG Prototype to pilot program
- Engage program managers, operations directors, facility leads, and contracting officers early in the acquisition lifecycle — shaping requirements and positioning Mass Group before formal solicitation.
- Own the BD relationship with Mass Group’s existing defense customer base — driving upsell, expansion, and 110+% net retention across Tier 1 accounts.
- Deliver the Mass Group Capture Playbook in the field: target the right facilities, lead with the right value propositions, and hand off qualified opportunities to the Capture Manager with a clear win strategy.
- Map and leverage contract vehicles — GSA, IDIQ/BPA, VOSB/SDVOSB/WOSB/8(a) set-aside lanes — to match each opportunity to the right acquisition pathway.
- Use partnership as a credentialing asset to open program office doors and differentiate in competitive engagements.
- Feed field intelligence back to leadership: what’s resonating, what’s not, and what needs to sharpen — keeping the ICP and messaging current.
Requirements
What You Bring
- 7+ years of federal business development, capture, or account management in DoD or DoE, with direct exposure to manufacturing, depot operations, MRO, or defense industrial base environments.
- You know the facilities. Relationships or proven ability to build them fast at sites like Tobyhanna, Crane, Anniston, NNSA facilities, or comparable DoD/DoE manufacturing and R&D sites.
- Fluency in federal acquisition: FAR/DFARS, IDIQ/BPA structures, GSA schedule, and set-aside vehicles. You know how these facilities buy.
- Enough technical depth to engage operations leaders credibly on digital work execution, asset/calibration management, equipment reliability, and air-gapped manufacturing constraints.
- A hunter’s approach to pipeline: you build from scratch, qualify hard, and know the difference between a real opportunity and noise.
- Experience collaborating with capture teams on win strategy, competitive analysis, teaming structure, and proposals.
- Preferred Secret clearance, TS/SCI. Must be able to gain TS if requested, U.S. citizenship required.
- Comfort operating in an early-growth, mission-driven environment where the playbook is being written — not inherited.
- Comfortable traveling ~1x quarter for in-person collaboration (potentially more at the start)
Why Mass Group
- A platform purpose-built for the environments you know — SCIF and other secure air-gapped, restricted networks. No cloud dependency. No competitor has this.
- Active deployments at NSA, LLNL, and across the defense industrial base — credentialed customer base ready to expand.
- A partnership that gives you a Tier 1 prime relationship no competitor in our segment can match.
- A 24-month first-mover window — funding is allocated, facilities are mandated to modernize, and the right BD leader will define who wins.
- Direct CEO access and a lean, mission-focused team where your pipeline becomes the company’s growth story.
Benefits
- Compensation will be commensurate with experience and is expected to be in the range of $150K base compensation with OTE of $250K
- Mass Group, Inc. is an equal opportunity employer.
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