Head of Business Development, Defense Primes

Machina Labs•Los Angeles, CA

8d•$250,000 - $300,000

About The Position

Machina Bellator is seeking a business development leader to grow business with U.S. and international defense prime contractors. The role builds strategic customer relationships and secures structural assembly opportunities across missiles, hypersonics, and unmanned aircraft systems. The representative works with engineering and operations to advance opportunities from paid feasibility studies through qualification and recurring production awards. The role includes developing account plans and customer relationships, identifying suitable structural assemblies and customer funding pathways, and leading capture plans, proposals, and commercial negotiations. It also develops international prime partnerships, coordinates pursuits with leadership and compliance teams, educates customers on Machina's AI-enabled manufacturing capabilities, and maintains CRM records and forecasts. Success is measured by development of a qualified pipeline, paid feasibility and qualification awards that advance toward production supplier approval, production bookings, repeat orders, and expansion into additional prime contractor programs.

Requirements

Bachelor's degree in Engineering or a related technical field.
10+ years in defense business development, capture, strategic account management, or program leadership, with direct experience working with defense prime contractors.
Established relationships within U.S. defense primes and experience developing business with international defense primes.
Demonstrated success converting technical evaluations or development programs into qualification contracts and production awards.
Understanding of prime contractor supplier onboarding, source selection, qualification, and production procurement processes.
Ability to discuss structural assemblies, manufacturing processes, quality requirements, and production economics with technical and commercial stakeholders.
Active Secret clearance or ability to obtain and maintain the clearance required for assigned programs.
Ability to travel approximately 25%, including domestic and international customer visits and industry events.

Nice To Haves

Master's degree in Engineering, MBA, Strategy, or a related field.
Experience supporting missile, hypersonic, or unmanned aircraft programs at U.S. or international defense primes.
Background in advanced manufacturing, complex metal fabrication, aerospace structures, or manufacturing services.
Experience with international teaming, localization, industrial participation, or offset programs, and familiarity with export control processes.
Startup or dual-use technology business development experience.
Prior military or government acquisition experience, professional military education, or Defense Acquisition University certification.

Responsibilities

Build trusted relationships with program managers, chief engineers, manufacturing leaders, and procurement and supply chain teams at U.S. and international defense prime contractors.
Develop account plans that identify priority programs, supplier selection authorities, engineering sponsors, qualification budgets, and procurement timelines.
Expand relationships across business units and programs to secure new applications and repeat business.
Identify structural assemblies where Machina can address manufacturing constraints, long lead times, production bottlenecks, or supplier capacity gaps.
Work with customer and internal engineering teams to define candidate parts, technical requirements, qualification milestones, and a credible path to production.
Understand prime contractor funding pathways, including internal development budgets and customer-funded qualification, and convert opportunities into paid feasibility, prototype, and qualification awards.
Lead capture plans, proposals, and commercial negotiations with internal teams to secure low-rate initial production and full-rate production awards aligned with capacity, schedule, and margin objectives.
Develop opportunities with international defense primes in priority allied and partner markets, including collaboration with approved local partners.
Build customer business cases around delivery speed, cost, manufacturing flexibility, and supply chain resilience.
Coordinate international pursuits with leadership and compliance teams on technical exchanges, export approvals, teaming, and localization or offset requirements.
Educate prime contractor teams on Machina's AI-enabled manufacturing capabilities through customer briefings, technical workshops, and industry events that support active pursuits.
Maintain CRM records and forecasts that distinguish customer interest, funded qualification work, expected awards, and contracted production demand.