Founding Business Development Lead

United States (Remote) · Heavy travel + monthly SF time · Full-time

Compensation: $135,000–$155,000 base + competitive equity

About the Company

A seed-stage aviation AI company building automated debrief intelligence for pilots - capturing what a pilot sees and hears and turning it into structured, automated debriefs. The platform is already live and in use across flight schools, jet operators, and military aviation training programs, with demand accelerating in a wide-open market. This is a founding hire among the company's first ten.

Founded 2024 · 1–10 people · Industry: Aviation / AI for flight training

The Role

Own the full business development cycle across airlines, private jet operators, and flight training centers. This is a strategic and operational role first, not a high-volume execution seat - you build the BD strategy, source and close deals directly, and stay close through deployment. You start by owning nearly everything personally, then transition into a senior, team-building role as the company scales toward Series A. Reports directly to the CEO.

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 the company in person at customer sites, industry events, and on the road

Eventually hire and build the business development team as the company scales

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 a direct 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 fully built playbook and defined roadmap to operate

Purely an executor profile without appetite to eventually build and manage a team

Why Join

Founding equity with real ownership in a category-defining aviation AI company

Company-sponsored flight training to earn a pilot's license

Visible impact from deals closing at airlines, flight schools, and military aviation programs

A role that scales into commercial leadership as the company grows

401(k) and health insurance