Head of Business Development – Defense

About Machina Labs:At Machina Labs, we’re reshaping manufacturing through advanced robotics and machine learning. Our platform uses the largest 7-axis robots on the market to form 2D sheets of metal into complex 3D parts, layer-by-layer. Traditional sheet metal production was designed for scale, not flexibility. It relies on costly dies and tooling that make lower volume projects prohibitively slow and expensive. We’re changing that. Whether you’re a defense prime building a few thousand airframes or an automaker building next-generation panels, Machina Labs gives you the ability to iterate and manufacture at the speed of software. 
With support from the venture arms of Toyota, NVIDIA, and Lockheed Martin, we’re accelerating the future of manufacturing, one where factories are flexible, production is on-demand, and innovation is unconstrained. 
Job Description:
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.
Key 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.

Required Background & Experience:

• 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.

Preferred Qualifications:

• 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.

Machina Labs is an Affirmative 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 (888)444-9777. This contact information is for accommodation requests only, not to inquire about the status of applications.