Business Operations Manager

Kela is a defense technology startup pioneering next-generation command & control and data infrastructure systems. We empower defense organizations with robust, scalable, and secure platforms that integrate diverse sensors and AI to deliver real-time battlefield intelligence. Backed by leading investors, Kela combines Israeli innovation with global mission impact.



We are looking for a Business Operations Manager who would drive revenue, win deals, and execute commercial operations.

In this role, you will serve as a key partner to the executive team. You will drive cross-functional execution, build scalable operational frameworks, and ensure commercial opportunities move efficiently from prospecting through contract execution. The ideal candidate combines strong business acumen, analytical thinking, and hands-on execution, thriving in a fast-paced startup environment where priorities evolve quickly and impact is immediate.

Responsibilities

• Pipeline Management: Own the end-to-end revenue pipeline, including CRM oversight, weekly GTM reviews, and planning execution across all phases.
• End-to-End Deal Management: Lead deals with defense customers and government entities, from early engagement through contract execution.
• Proposals & Tender Response (RFI/RFP): Draft formal proposals and lead the company’s participation in government tenders and procurement processes.
• Pricing & Commercial Modeling: Develop multi-year pricing models and business frameworks tailored to different deal structures (e.g., licensing, platform fees, hardware).
• Contracting & Negotiation: Draft commercial agreements and MOUs, lead negotiations, and manage alignment with legal counsel when required.
• Delivery Oversight: Ensure contract milestones are delivered on time, monitor execution and delivery, and coordinate timely payment collection.
• Market Analysis: Analyze competitive landscapes, budget allocations, and geopolitical factors to identify entry points into new verticals or geographies.
• CorpDev/M&A: Identify potential acquisition targets or strategic partners, lead commercial diligence, and support deal structuring.
• BD & Opportunity Generation: Proactively generate and mature leads by bridging internal stakeholders with external partners and clients.

• 5+ years of experience in a business, commercial, strategy, business operations, or business development role within a technology company.
• 2+ years of experience with procurement and acquisition processes of government, defense, or public-sector organizations.
• Proven experience building commercial models, pricing complex deals, and structuring multi-stakeholder agreements.
• Experience working directly with customers and internal stakeholders to define budgets, commercial frameworks, and deal structures.
• Strong understanding of financial modeling, pricing methodologies, and business case development.
• Experience managing strategic projects and driving cross-functional execution from planning through delivery.
• Strong negotiation, communication, and stakeholder management skills.
• Highly analytical, detail-oriented, and capable of translating business requirements into actionable plans.
• Self-starter with a hands-on approach and the ability to thrive in a fast-paced startup environment.
• Fluent in English, both written and verbal.

Advantage

• Experience working with defense organizations, military customers, or government agencies.
• Experience responding to RFIs, RFPs, tenders, and procurement processes.
• Experience in a high-growth startup environment.