Foreign Military Sales (FMS) Business Development

Position Summary

and managing international defense business opportunities in support of U.S. Government

Foreign Military Sales programs. This position is primarily stateside and supports globally

distributed defense customers through frequent domestic and international travel. The role

defense contractors, and internal teams to drive business growth and support mission-critical

defense initiatives. This position requires a highly motivated professional with strong knowledge of the U.S. defense

acquisition process, security cooperation programs, and international military procurement

within a highly regulated environment.

Key Responsibilities

• Identify, qualify, and pursue Foreign Military Sales opportunities aligned with company

• Develop and execute capture strategies for international defense and security cooperation

• Build and maintain strong working relationships with DSCA, DoD, military program offices,

• Represent the company at defense industry events, trade shows, international delegations, and

customer meetings.

• Serve as a primary interface for foreign military customers and partner nations.
• Coordinate and support stateside customer visits, demonstrations, training events, and

• Support overseas engagements related to program development, sustainment discussions, and

capability presentations.

• Collaborate with contracts, pricing, engineering, logistics, and program management teams to

• Support preparation of Letters of Request (LORs), Letters of Offer and Acceptance (LOAs),

• Assist with contract negotiations and customer communications throughout the sales lifecycle.

• Monitor global defense modernization efforts, geopolitical developments, and international

• Conduct market analysis and competitive intelligence to identify emerging opportunities.
• Maintain opportunity pipeline forecasts and CRM reporting.

• Ensure compliance with ITAR, EAR, FCPA, and U.S. Government security cooperation policies.
• Coordinate with internal compliance and legal teams regarding export licensing and

international trade requirements.

• Bachelor’s degree in Business, International Relations, Political Science, Engineering, or related

• 5+ years of experience in defense business development, Foreign Military Sales (FMS),

• Strong understanding of DoD acquisition processes, security cooperation programs, U.S. export

• Demonstrated experience developing capture strategies and supporting proposal efforts.
• Excellent communication, negotiation, and presentation skills.
• Ability to work independently in a fast-paced, customer-facing environment.
• Ability to obtain and maintain a U.S. Secret Security Clearance.

• Prior military service or experience supporting defense agencies.
• Existing relationships within DSCA, military acquisition commands, or allied defense

• Experience with Direct Commercial Sales (DCS) programs.
• Familiarity with NATO and allied nation procurement processes.
• Active security clearance preferred.

• This is a U.S.-based (stateside) position.
• Travel is expected to be approximately 50% or greater.
• Travel includes domestic visits to military installations, program offices, and defense industry

events, as well as international travel supporting allied military customers and strategic

engagements.

• Strategic Relationship Management
• Capture & Opportunity Development
• International Business Acumen
• Government Contracting Knowledge
• Executive Communication
• Experience with CECOM and TACOM