Senior Director of Business Development, Human Performance

Our mission at Oura is to empower every person to own their inner potential. Our award-winning products help our global community gain a deeper knowledge of their readiness, activity, and sleep quality by using their Oura Ring and its connected app. We've helped millions of people understand and improve their health by providing daily insights and practical steps to inspire healthy lifestyles.

Empowering the world starts with living our values and empowering our team. As a quickly growing company focused on helping people live healthier and happier lives, we ensure that our team members have what they need to do their best work — both in and out of the office. 

As the Senior Director of Business Development at Oura, you will lead efforts to expand our reach within high-impact sectors such as defense, government and safety critical work forces such as transportation and healthcare. You will build and execute strategic initiatives to position Oura’s wearable technology and human data platforms within critical government and corporate programs. These initiatives will leverage Oura’s technology to improve human performance and well-being of populations driving critical improvements to operational readiness and resilience, lower costs and increase human effectiveness. Your experience working in fast-paced, innovative environments in high-growth defense technology companies and your expertise in strategic sales leadership will be key to driving Oura’s business growth. 

What you will do: 

• Sales Strategy and Execution: Develop detailed strategies tailored to key sectors, including government (e.g., Department of Defense - DOD) and large enterprises, that will drive adoption of Oura’s products. You will lead the entire business development cycle, from lead generation to contract negotiation and close. 

• Sales and Business Development Team Management: In this role, you will manage a dynamic team of 3 direct reports within the first year, with the potential for future growth as the business scales. You will lead and mentor the team, setting clear goals and providing strategic guidance to drive business growth with new business, expansion with key accounts and via strategic partners. Your leadership will empower the team to excel in business development activities, from lead generation to contract negotiation and closing. You will partner closely with the revenue operations team to manage the team’s pipeline, drive sales acceleration and manage individual contributor performance.

• Strategic Program Development and Expansion: Identify and secure opportunities to integrate Oura’s technology into large-scale human performance and health programs, expanding our footprint within both the public and private sectors. Support Oura’s Government customers in their efforts to secure funding as a “Program of Record”. Educate government stakeholders on Oura’s capabilities to inform and shape program requirements. Manage Oura’s position through the program life cycle, from pilot demonstration to scaling across the forces. 

• Relationship Management: Cultivate and maintain strong relationships with key decision-makers and influencers across defense, government agencies, and corporate partners, serving as their main point of contact. Leverage these relationships to drive Oura’s business objectives. 
• Cross-Functional Leadership: Collaborate with Oura’s product, engineering, marketing, and sales teams to align business development efforts with product capabilities, ensuring seamless go-to-market execution. Your experience and communication acumen positions you as a respected leader within Oura from day 1. You are able to draft and present business cases to executive teams to successfully advocate for internal investment. 
• Market Intelligence and Feedback Loop: Gather insights from stakeholders and end-users to inform product development and innovation that meets the specific needs of our partners, including military and corporate clients. Draft and present clear and concise internal documentation to inform and shape product roadmaps and corporate strategy. 
• Policy and Procurement Navigation: Partner closely with our public policy team and consultants to shape policy and funding priorities that promote Human Performance technology adoption across the DOD. Understand and navigate government procurement regulations and policies, ensuring contracts align with DoD and other agency guidelines. Identify policies that enable Oura’s growth and expansion into new funding streams and contracting vehicles. 

We have offices in San Francisco and San Diego for those who prefer hybrid or office settings. Oura employees in other major cities (like Boston and New York) occasionally gather informally at local co-working locations.

Requirements

We would love to have you on our team if you have:

• 10+ years of experience in business development, account management, or strategic sales, preferably within the defense technology sector or similar industries like healthcare and human performance. 
• Proven track record working with high-value defense programs, government agencies, or healthcare organizations, driving significant sales growth and strategic partnerships.
• Deep understanding of the Department of Defense or similar government entities, including program executive offices, procurement processes and key human performance programs. 
• Experience working in fast-paced, innovative environments in high-growth defense technology companies. 
• Strong negotiation and communication skills, with experience closing complex contracts with government and large enterprises. 
• Ability to lead cross-functional teams and influence internal and external stakeholders to drive business results. 
• Technical acumen with a solid understanding of defense technology, wearable technology, health science, or human performance-related fields. 

Preferred Qualifications: 

• Experience working in or with defense technology companies or wearable health technology companies. 
• MBA or advanced degree in business, strategic studies, healthcare, or a related field.

Benefits

At Oura, we care about you and your well-being. Everyone here at Oura has a ring of their own and we are continually looking to improve employee health.

What we offer:

• Competitive salary and equity packages
• Health, dental, vision insurance, and mental health resources
• An Oura Ring of your own plus employee discounts for friends & family
• 20 days of paid time off plus 13 paid holidays plus 8 days of flexible wellness time off
• Paid sick leave and parental leave

Oura takes a market-based approach to pay, which may vary depending on your location. US locations are categorized into tiers based on a cost of labor index for that geographic area. While most offers will be closer to the starting range, successful candidates' pay will be determined based on job-related skills, experience, qualifications, work location, internal peer equity, and market conditions. These ranges may be modified in the future.

• Region 1: $180,000 - $220,000 

• Region 2: $170,000 - $210,000 

• Region 3: $160,000 - $200,000

A recruiter can determine your zones/tiers based on your US location.

Oura is proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. Individuals seeking employment at Oura are considered without regard to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. We will not tolerate discrimination or harassment based on any of these characteristics.

We will work to ensure individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions, and to receive other benefits and privileges of employment.

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