Head of Business Development – Defense

Machina Labs • Los Angeles, CA

2d • $250,000 - $320,000

About The Position

Machina Labs is seeking a Head of Business Development – Defense to lead and scale our engagements across advanced U.S. defense programs. This strategic, well-connected leader will own relationships with Defense Primes and relevant Department of War (DoW) acquisition organizations, driving qualification and production contracts for complex metal structural assemblies across both production and sustainment programs.

This role is focused on embedding Machina’s advanced manufacturing solutions into mission-critical weapon systems by building trusted relationships with senior decision-makers, Program Offices, innovation organizations, and government stakeholders.
The ideal candidate brings a proven track record of introducing and scaling advanced manufacturing technologies within the defense acquisition ecosystem. Experience positioning as a Tier-1 supplier to major Primes, while navigating the associated DoW organizations responsible for weapons development and sustainment, is critical. This individual must command credibility with both technical and executive stakeholders and be comfortable driving long-cycle opportunities from early feasibility and prototyping through qualification and full-rate production.

Requirements

• Bachelor’s degree in Engineering or equivalent technical field.
• 10+ years of business development, capture, or program leadership experience within the defense ecosystem as a Tier-1 supplier.
• Demonstrated success closing multi-million-dollar qualification and production contracts for complex metal structural assemblies supporting weapons programs.
• Deep familiarity with BD and commercial processes inside major Primes and well-funded emerging neo primes.
• Experience selling through or competing alongside Defense Tier-1 structural suppliers.
• Strong executive-level relationships tied to missile or hypersonic programs such as JASSM, LRASM, Tomahawk, NSM, CPS, HACM, LRHW, or similar platforms.
• Trusted operator with long-cycle strategic BD experience; more architect of growth than transactional sales leader.
• Comfortable operating as a senior individual contributor in a high-growth environment.
• Current Active Secret DoD security clearance or ability to obtain and retain Top Secret Clearance within 365 days from submission.
• Must be able to travel up to 25% annually.

Nice To Haves

• Master’s degree in Engineering, MBA, Strategy, or related field .
• Professional Military Education (PME), DAU certification, or equivalent experience.
• Direct experience engaging with relevant DoW acquisition stakeholders including MDA, USAF Armament Directorate, Navy or Army PAEs tied to missile and hypersonic programs.
• Familiarity with government affairs efforts and DoW funding pathways for testing and qualification.
• Prior military or DoW civilian acquisition experience.
• Experience leading early-stage BD in a startup or dual-use advanced manufacturing company.
• Background in advanced manufacturing, structural assemblies, or complex metal fabrication.

Responsibilities

• Drive Strategic Defense Growth: Lead Machina’s defense business development strategy across missiles, hypersonics, UAV, and USV programs.
• Secure feasibility, qualification, LRIP, and full-rate production contracts for structural assemblies.
• Target programs involving advanced strike systems and new platform development.
• Penetrate and Expand Prime Relationships: Build and maintain trusted relationships with senior Program Managers, engineering leaders, manufacturing leads, and supply chain decision-makers at major Defense Primes and emerging defense companies.
• Navigate Prime procurement processes to position Machina as a Tier-1 supplier of complex metal structural assemblies.
• Navigate Acquisition & Transition Pathways: Engage with relevant Department of War acquisition organizations to support transition from R&D and prototyping into Programs of Record.
• Understand and influence funding pathways tied to testing, qualification, and production ramp.
• Align Internal Execution: Partner cross-functionally with Engineering, Manufacturing, Product, and Executive Leadership to align customer requirements with Machina’s technical roadmap.
• Support RFQs, technical evaluations, proposal development, and executive-level negotiations.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive