Strategic Business Development Executive (Private Defense & Aerospace)

Build the data infrastructure that powers robots in the real world. Robotics is moving from research labs into production fleets across factories, warehouses, vehicles, defense systems, agriculture, logistics, and field deployments. As robots scale across the physical world, every failure, regression, edge case, and unexpected behavior becomes a data problem: what happened, when, on which robot, and why? Every robot, in every industry, requires the same core capabilities: to sense, understand, and act on multimodal data from the physical world. At Foxglove, we built the agentic data platform robotics and Physical AI teams use to answer those questions. We help robotics teams make vast quantities of robot data actionable, creating the data flywheel they need to develop, test, train, deploy, and operate robots with confidence. About the role At Foxglove, we’re on a mission to empower the next wave of robotics innovation by providing developers with cutting-edge tools to build, test, and deploy advanced robotic systems. The private defense technology sector presents a critical opportunity for Foxglove to support organizations in scaling autonomous systems, optimizing mission-critical data workflows, and tackling complex technical challenges. You’ll play a pivotal role in expanding Foxglove’s presence in the private defense sector by engaging with key organizations, navigating the full sales process, and positioning our platform as an essential tool for their success. You’ll partner closely with our CEO and Solutions Engineers to ensure our solutions meet the unique demands of private defense-focused customers while driving meaningful growth for the company. This is a unique chance to join Foxglove at an early stage and make a lasting impact in the defense technology space as robotics continue to shape the future. What we’re looking for - 5+ years experience in an Account Executive, strategic Business Development or similar role building relationships and/or partnering closely with private, Defense Technology companies (not Federal Govt sales). - Track record of exceeding quota selling bespoke, complex enterprise deals - Technical background and/or experience selling highly technical products - Experience and credibility in the private Defense community - Experience responding to technical RFP/RFIs - Excellent written & verbal communication skills - Ability to thrive in a fast-paced startup environment - Available to travel up to 33% of the time - U.S. Citizen or Lawful Permanent Resident Bonus Points: - Background in private defense organizations/departments or the US military service. - Experience with robotics and/or autonomous vehicles; CS or AI background/experience What We Offer - $300 monthly budget towards commuter benefits or building your personal workspace (remote only) - Competitive equity grant in a Series B company - Medical, Dental, Vision, and Term Life insurance coverage at 100% for employees and 75% for dependents - 401(k) matching up to 4% - 4 weeks vacation, plus holidays and winter break - All expenses paid company off-sites 1-2× per year WHY JOIN US - Impact: Own growth at a fast-growing, high-leverage moment for the company. - Mission: Accelerate the development of the next generation of robotics and embodied AI. - Team: Work with world-class engineers, designers, and researchers passionate about open-source and developer tools. - Ownership: Drive initiatives end-to-end, with high autonomy and visibility.