About you:
You are an accomplished, roll-up-your-sleeves, innovative and technical expert capable of developing new business at aviation, autonomy or crew workload reduction technologies. You can collaborate, lead and follow in partnership with other key functional partners including product development, engineering, program management, contracts, and others to build business pipeline and strategic relationships. You are comfortable operating as a peer to senior military and commercial leaders while also acting as a force multiplier for the General Manager, Mobility and SOF. You translate customer needs into program execution. You are highly collaborative, data-driven, and focused on driving engagement and growth for the organization.
About you:
You are an accomplished, roll-up-your-sleeves, innovative and technical expert capable of developing new business at aviation, autonomy or crew workload reduction technologies. You can collaborate, lead and follow in partnership with other key functional partners including product development, engineering, program management, contracts, and others to build business pipeline and strategic relationships. You are comfortable operating as a peer to senior military and commercial leaders while also acting as a force multiplier for the General Manager, Mobility and SOF. You translate customer needs into program execution. You are highly collaborative, data-driven, and focused on driving engagement and growth for the organization.
Responsibilities: Develop, execute a detailed engagement and growth strategy for Merlin Labs to capture government business in the Mobility and SOF pipelineBuild and maintain senior-level relationships across U.S. government agencies, including defense, aviation, and related stakeholdersConnect current and be able to influence future needs/requirements for Mobility and SOF customers with Merlin’s products, programs, technologies and capabilitiesProvide quarterly updates/reviews to Merlin Labs senior leadershipDrive early processes for new pursuits by collaborating with internal and external customers on strategic planning, including traditional and non-traditional acquisition pathwaysBuild compelling proposals to win government businessAccurately determine budgets and procurement intentions to set realistic Price to Win targetsAchieve a set KPI’s to expand and convert Pipeline to align with internal prioritiesMinimum 30% travel
Qualifications: 8-10+ years of experience in business development or government relations, preferably with customer-facing experienceStrong understanding of U.S. government structure, procurement processes and funding mechanismsExperience engaging with DoD, FAA, DHS or related agenciesProven ability to build relationships that lead to programmatic outcomes and revenue generationStrong understanding of mission-driven technologies, ideally in aerospace, aviation or defenseStrong experience writing proposals that win government businessExperience operating in complex, regulated environmentsExceptional communicator—comfortable presenting to executives, leading live demos, and authoring polished written materials. Ability to influence senior leaders internally and externallyDemonstrated experience with Salesforce, including ownership of pipeline, forecasting, and reportingNice to HaveExperience with autonomous systems, aviation, or advanced air mobilityFamiliarity with non-traditional acquisition pathwaysBackground in military service, government leadership, or senior advisory roles — experience working in or with Air Mobility Command or Special Operations Command a plusExperience work in or with venture-backed or high-growth technology companies
