Head of Business Development – Defense “Shape and Fund Programs Before They Exist”

Location: Los Angeles, CA (Remote)

Compensation: $250K – $320K +/+ upside

COMPANY PROFILE

• This team isn’t building another defense product.
• They’re fundamentally changing how defense systems get manufactured—using AI-driven, flexible production environments that compress timelines from concept to production.
• The mission is simple: Remove manufacturing as the bottleneck to national security innovation.

WHY THIS ROLE MATTERS

This is not a traditional BD role. If your playbook is responding to RFPs, chasing SBIRs, or working existing pipeline—you’re in the wrong seat.

This role operates before programs exist—where:

• Requirements are still being written
• Budgets are still being shaped (PPBE)
• And the winners haven’t been decided yet

You will help create and fund programs, not just win them.

THE ROLE

You are the senior-most growth leader responsible for:

• Influencing requirements
• Aligning stakeholders across DoD and primes
• Driving new programs into existence
• Converting early influence into funded, scalable efforts

This is about access, credibility, and shaping power at the highest levels of DoD.

WHAT YOU’LL ACTUALLY DO

Operate at the Power Layer

• Engage senior decision-makers across OSD, Service Secretariats, PEOs, and PAEs
• Build and leverage relationships that influence policy, priorities, and funding

Shape Requirements & Funding

• Identify mission gaps and translate them into fundable programs
• Influence requirements before they are locked
• Align efforts with PPBE cycles and budget pathways

Create Programs (Not Chase Them)

• Architect new program pathways from concept to funded effort
• Build coalitions across government, primes, and internal stakeholders
• Drive initiatives into Programs of Record or equivalent scale efforts

Position Strategic Capability

• Sell a manufacturing advantage, not a product
• Educate stakeholders on how production strategy impacts mission success
• Reframe how programs think about scale, speed, and deployment

Convert Influence into Revenue

• Take opportunities from concept → funded → operational
• Own outcomes tied to $10M–$100M+ program scale, not small R&D wins

BACKGROUND PROFILE

This role is for someone who has already operated at the level others are trying to reach.

• 15+ years in defense BD, strategy, or program leadership
• Proven track record of shaping and securing large-scale DoD programs ($50M+)
• Deep relationships across OSD, Service Secretariats, PEOs, and PAEs
• Experience influencing requirements and funding before formal acquisition
• Background in missiles, hypersonics, strike systems, UAS, or similar

WHAT SETS YOU APART

• You’ve helped create programs—not just win contracts
• You have relationships with decision-makers, not just program offices
• You understand how money actually moves through DoD
• You’re credible in rooms with senior government and industry leadership
• You bring new perspective and strategic insight, not recycled BD playbooks

OTHER REQUIREMENTS

• Technical foundation (Engineering or similar preferred)
• Active Secret Clearance (TS preferred or eligible)
• Willingness to travel (~25–50%)

BOTTOM LINE

This role is for someone who can walk into the Pentagon and:

• Identify a gap
• Align stakeholders
• Shape the requirement
• Influence the budget
• And turn it into a funded program