Head of Business Development – Defense Primes

Machina Labs

. Grow business with U.S. and international defense prime contractors . Build strategic customer relationships and secure structural assembly opportunities across missiles, hypersonics, and unmanned aircraft systems .

Posted 10/23/2026full-timeChatsworth • California • United StatesLead💰 $250,000 - $300,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in business development within the defense sector, focusing on strategic account management, capture planning, and relationship building with prime contractors. Proficient in navigating procurement processes and converting technical evaluations into production contracts.

Highest-signal resume keywords

Defense Business DevelopmentStrategic Account ManagementCapture PlanningSupplier OnboardingActive Secret Clearance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Engineering DegreeTechnical EvaluationsQualification ContractsProduction AwardsManufacturing ProcessesQuality RequirementsProduction EconomicsAdvanced ManufacturingComplex Metal FabricationAerospace Structures

Soft Skills

Relationship BuildingNegotiation SkillsCommunication SkillsTeam CoordinationCustomer Engagement

Tools & Technologies

CRM SystemsAI-Enabled Manufacturing Capabilities

Certifications & Qualifications

Active Secret ClearanceDefense Acquisition University Certification

Industry Keywords

Defense Prime ContractorsMissilesHypersonicsUnmanned Aircraft SystemsExport Control ProcessesInternational TeamingLocalizationIndustrial ParticipationOffset ProgramsGovernment Acquisition

Tech Stack

Tools & technologies

Assembly

About the role

Key responsibilities & impact

Grow business with U.S. and international defense prime contractors
Build strategic customer relationships and secure structural assembly opportunities across missiles, hypersonics, and unmanned aircraft systems
Work with engineering and operations to move opportunities from paid feasibility studies through qualification and recurring production awards
Build trusted relationships with program managers, chief engineers, manufacturing leaders, and procurement and supply chain teams
Develop 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
Identify structural assemblies addressing manufacturing constraints, long lead times, production bottlenecks, or supplier capacity gaps
Define candidate parts, technical requirements, qualification milestones, and paths to production with customer and internal engineering teams
Convert internal development budgets and customer-funded qualification opportunities into paid feasibility, prototype, and qualification awards
Lead capture plans, proposals, and commercial negotiations 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
Coordinate international pursuits regarding technical exchanges, export approvals, teaming, and localization or offset requirements
Educate prime contractor teams on 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
Deliver qualified pipeline, paid feasibility and qualification awards, production bookings, repeat orders, and expansion into additional prime contractor programs

Requirements

What you’ll need

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

Benefits

Comp & perks

Medical insurance
Dental insurance
Vision insurance
PTO
Stock options
Hybrid work arrangement
Affirmative Action and Equal Employment Opportunity
Reasonable accommodation for applicants with disabilities