Company Overview Join Capstone's Private Equity practice, where we serve as the trusted advisor to PE firms and their portfolio companies navigating all aspects of highly regulated markets. We provide critical insights and strategic support across the entire investment lifecycle - from deal sourcing and due diligence through value creation and exit optimization.
Position Summary We are seeking an experienced Business Development professional to identify, cultivate, and close new business opportunities with private equity firms investing in the aerospace and defense sector and their portfolio companies. This role requires a deep understanding of PE investment processes and aerospace and defense industry dynamics, combined with proven ability to build relationships and drive revenue growth across our comprehensive service offerings.
Key Responsibilities
Client Development & Relationship Management
- Identify and target private equity firms with active aerospace and defense sector investment strategies, including buyout, growth equity, and specialty defense funds
- Build and maintain senior-level relationships with PE partners, principals, operating partners, and portfolio company C-suite executives
- Develop comprehensive account strategies for key clients, understanding their investment approach, portfolio needs, and value creation timelines
- Maintain ongoing relationships to capture opportunities across multiple deals and portfolio companies
Aerospace and Defense Sector Opportunity Generation
- Monitor PE deal activity across defense subsectors including aerospace, cybersecurity, government IT services, defense technology, space, and adjacent government services markets
- Generate qualified leads across the investment lifecycle with typical engagement values ranging from due diligence projects to comprehensive value creation initiatives
- Manage complex sales processes with multiple stakeholders and 6-18 month decision cycles
Market Intelligence & Positioning
- Stay current on defense industry consolidation, emerging technology priorities, and regulatory changes affecting PE investment strategies
- Collaborate with sector experts to develop compelling proposals addressing client-specific investment questions and operational challenges
Thought Leadership & Market Presence
- Represent Capstone at PE industry conferences, aerospace and defense sector events, and client networking opportunities
- Contribute to market intelligence reports, case studies, and thought leadership content
- Build relationships with investment banking intermediaries, deal attorneys, and other professional service providers in the PE defense ecosystem
Qualifications
Required Experience
- More than 5 years of business development experience selling professional services to private equity firms
- Proven track record of generating $4-6M+ in annual new business revenue
- Deep understanding of PE investment processes from deal origination through exit execution
- Experience with aerospace and defense investment clients and landscape strongly preferred
Core Competencies
- Exceptional relationship-building abilities with PE investment professionals and portfolio company executives
- Strong consultative selling approach with ability to identify client needs and position appropriate solutions
- Excellent written and verbal communication skills, including proposal development and executive presentations
- Self-motivated with strong pipeline management and project coordination capabilities
- Comfortable with travel (30%+) for relationship building and client development
Industry Knowledge (strongly preferred)
- knowledge of the A&D investment landscape including PE and strategic investors and trends within the sector
- Familiarity with defense sector valuation methodologies, deal structures, and exit market dynamics
Education & Qualifications
- Bachelor's degree required; MBA or advanced degree strongly preferred
- Existing network within PE defense investment community highly valued
- Professional certifications (CFA, etc.) a plus
Compensation & Benefits
- Competitive base salary with significant variable compensation tied to revenue generation
- Comprehensive benefits package including health, dental, vision, and retirement matching
- Professional development budget and industry conference attendance
- Collaborative, entrepreneurial culture with clear advancement opportunities
This role offers the opportunity to build specialized expertise at the intersection of private equity and defense, working with sophisticated investors on high-stakes decisions that shape the future of the aerospace and defense sector while building long-term client relationships across multiple investment cycles.
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
What We Do
Capstone is a global strategy firm helping corporations, industries, and investors navigate the local, national, and international policy and regulatory landscape. With offices in Washington, DC, Houston, London, Brussels, and Sydney, our work explores how policy affects companies, industries, and investments in the financial services, health care, TMT, and energy sectors. We work with a diverse group of corporate and investor clients producing actionable investment research based on our deep-dive analysis of public policy.
