Business Operations Manager

Kela is a defense technology startup pioneering next-generation command & control and data infrastructure systems. We empower defense organizations with robust, scalable, and secure platforms that integrate diverse sensors and AI to deliver real-time battlefield intelligence. Backed by leading investors, Kela combines Israeli innovation with global mission impact. We are looking for a Business Operations Manager who would drive revenue, win deals, and execute commercial operations. In this role, you will serve as a key partner to the executive team. You will drive cross-functional execution, build scalable operational frameworks, and ensure commercial opportunities move efficiently from prospecting through contract execution. The ideal candidate combines strong business acumen, analytical thinking, and hands-on execution, thriving in a fast-paced startup environment where priorities evolve quickly and impact is immediate. Responsibilities Pipeline Management: Own the end-to-end revenue pipeline, including CRM oversight, weekly GTM reviews, and planning execution across all phases. End-to-End Deal Management: Lead deals with defense customers and government entities, from early engagement through contract execution. Proposals & Tender Response (RFI/RFP): Draft formal proposals and lead the company’s participation in government tenders and procurement processes. Pricing & Commercial Modeling: Develop multi-year pricing models and business frameworks tailored to different deal structures (e.g., licensing, platform fees, hardware). Contracting & Negotiation: Draft commercial agreements and MOUs, lead negotiations, and manage alignment with legal counsel when required. Delivery Oversight: Ensure contract milestones are delivered on time, monitor execution and delivery, and coordinate timely payment collection. Market Analysis: Analyze competitive landscapes, budget allocations, and geopolitical factors to identify entry points into new verticals or geographies. CorpDev/M&A: Identify potential acquisition targets or strategic partners, lead commercial diligence, and support deal structuring. BD & Opportunity Generation: Proactively generate and mature leads by bridging internal stakeholders with external partners and clients. Requirements 5+ years of experience in a business, commercial, strategy, business operations, or business development role within a technology company. 2+ years of experience with procurement and acquisition processes of government, defense, or public-sector organizations. Proven experience building commercial models, pricing complex deals, and structuring multi-stakeholder agreements. Experience working directly with customers and internal stakeholders to define budgets, commercial frameworks, and deal structures. Strong understanding of financial modeling, pricing methodologies, and business case development. Experience managing strategic projects and driving cross-functional execution from planning through delivery. Strong negotiation, communication, and stakeholder management skills. Highly analytical, detail-oriented, and capable of translating business requirements into actionable plans. Self-starter with a hands-on approach and the ability to thrive in a fast-paced startup environment. Fluent in English, both written and verbal. Advantage Experience working with defense organizations, military customers, or government agencies. Experience responding to RFIs, RFPs, tenders, and procurement processes. Experience in a high-growth startup environment.