Head of Business Development, Defense Primes

Machina Labs; California; On-site; USD 250,000 - 300,000; Full time

Benefits offered by this job

Stock options

Comprehensive benefits

Job summary

Machina Labs in the United States is seeking a Senior Business Development Representative to grow defense contracts with primes and expand opportunities across missiles, hypersonics, and unmanned aircraft systems. You will lead capture, qualification, and production awards by coordinating with engineering and operations, developing account plans, and managing international partnerships.

This role requires deep defense industry relationships, 10+ years of experience, and the ability to travel up

Qualifications

• Bachelor's degree in Engineering or a related technical field.
• 10+ years in defense business development, capture, strategic account management, or program leadership with defense primes.
• Established relationships within U.S. defense primes and experience with international defense primes.
• Demonstrated success converting technical evaluations into qualification contracts and production awards.

Responsibilities

• Build and expand defense prime relationships with program managers, chief engineers, and procurement teams.
• Lead capture plans, proposals, and negotiations to secure awards and production.
• Develop international partnerships and educate primes on Machina's capabilities.

Skills

Defense BD

Capture management

Strategic accounts

Program leadership

Prime contractor relationships

International partnerships

Education

Bachelor's in Engineering or related field

Job description

Engineering moves at software speed. Manufacturingdoesn't. Yet.

Machina Labs is changing that. We build intelligent, software-defined factories that produce complex metal structures directly from digital design. By integrating advanced metal forming, robotics, and automated production inside a flexible factory architecture, we enable customers to move from prototype to production in weeks, not years.

Backed by Lockheed Martin, Toyota, and NVIDIA,we'rebuilding the manufacturing infrastructurethat defense, aerospace, and advanced mobility programs will run on.

If you want to work on hard problems that matter and see them fly, drive, and defend, this is the place.

Job Description:

Machina Bellator is seeking a Business Development Representative to grow business with U.S. and international defense prime contractors. This role will build strategic customer relationships and secure structural assembly opportunities across missiles, hypersonics, and unmanned aircraft systems. The representative will work with engineering and operations to move opportunities from paid feasibility studies through qualification and recurring production awards.

Key Responsibilities:

• Build and Expand Defense Prime Relationships
  • Build trusted relationships with program managers, chief engineers, manufacturing leaders, and procurement and supply chain teams at U.S. and international defense primes.
  • 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.
• Capture 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 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.
• 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 or offset requirements.
  • Position Machina and Manage the Pipeline
  • 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.
    

Required Background and Experience:

• 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.

Preferred Qualifications:

• 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.

Measures of Success:

• Qualified pipeline with identified customer sponsors, funding sources, qualification plans, and award timelines.
• Paid feasibility and qualification awards that progress toward production supplier approval.
• Production bookings, repeat orders, and expansion into additional prime contractor programs.

$250,000 - $300,000 a year

Actual compensation will bedeterminedbased on experience, skills, qualifications, and geographic location.

In addition to the provided base salary range, comprehensive benefits (Medical, Dental, Vision), PTO, and Stock Options.

Machina Labs is an Affirmitive Action and Equal Employment Opportunity employer and considers all applicants for employment without regard to race, color, religion, sex, gender identity, gender expression, sexual orientation, national origin, age, disability, or status as a protected veteran in accordance with state and federal law.

We endeavor to make the job application process accessible to any and all users. If you have a disability that impacts your ability to complete the job application process and would like to request assistance or a reasonable accommodation, please contact us at [phone]. This contact information is for accommodation requests only, not to inquire about the status of applications.