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Machina Labs (Machina Bellator) is seeking a Head of Business Development to lead growth initiatives with U.S. and international defense prime contractors. This role is responsible for building strategic customer relationships and securing structural assembly opportunities across missiles, hypersonics, and unmanned aircraft systems. You will work cross-functionally with engineering and operations to move opportunities from paid feasibility studies through qualification and into recurring production awards.
Key responsibilities include:
**Building and Expanding Defense Prime Relationships:** Develop trusted relationships with program managers, chief engineers, manufacturing leaders, and procurement/supply chain teams at U.S. and international defense primes. Create account plans identifying 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.
**Capturing Proof of Concept, Qualification, and Production Opportunities:** 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 production pathways. Understand prime contractor funding mechanisms and convert opportunities into paid feasibility, prototype, and qualification awards. Lead capture plans, proposals, and commercial negotiations to secure low-rate and full-rate production awards aligned with capacity, schedule, and margin objectives.
**Developing International Prime Partnerships:** 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/offset requirements.
**Positioning Machina and Managing the Pipeline:** Educate prime contractor teams on Machina's AI-enabled manufacturing capabilities through customer briefings, technical workshops, and industry events. Maintain CRM records and forecasts distinguishing customer interest, funded qualification work, expected awards, and contracted production demand.
**Requirements:**
- Bachelor's degree in Engineering or 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 clearance required for assigned programs
- Ability to travel approximately 25%, including domestic and international customer visits and industry events
**Preferred Qualifications:**
- Master's degree in Engineering, MBA, Strategy, or 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; 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
