Director, Business Development

About the role

You will architect and own the end-to-end business development strategy for Merlin Labs within the defense and aerospace verticals, defining target accounts and shaping the long-term growth narrative for the autonomy portfolio. You will establish and lead mission discovery programs that uncover latent operational challenges, translating complex warfighter and platform operator requirements into compelling value propositions for Merlin's autonomy solutions. You will orchestrate cross-functional collaboration, aligning product, engineering, and program management teams to ensure solution architecture directly addresses validated customer pain points. You will cultivate and steward strategic relationships with key decision-makers across the Department of Defense, prime contractors, and allied international partners, positioning Merlin as an indispensable capability partner rather than a vendor. You will leverage deep market intelligence to anticipate emerging threats and opportunities, adjusting pipeline strategy and engagement tactics to maintain first-mover advantage in the autonomy domain. You will own the end-to-end sales cycle, from initial opportunity identification through solution demonstration, proposal development, and ultimately, contract execution. You will rigorously forecast business development metrics, providing transparent reporting and insights that empower leadership to optimize resource allocation and maximize return on investment. You will serve as a critical thought leader, representing Merlin at industry forums, customer briefings, and technical working groups to shape the conversation around the future of autonomous aviation.

Key facts

What you'll do

Spearhead the identification and prioritization of high-value opportunity targets across defense and aerospace segments, constructing multi-threaded pipeline strategies that balance immediate revenue generation with long-term market penetration.

Design and execute comprehensive stakeholder mapping exercises, identifying economic buyers, technical influencers, and operational end-users to build robust coalition support before formal engagement.

Champion the translation of ambiguous customer problem statements into clearly defined operational needs, documenting requirements in structured formats that directly inform solution design and commercial terms.

Forge and maintain strategic partnerships with prime contractors and systems integrators, positioning Merlin Labs as a preferred subcontractor and innovation partner on large-scale platform modernization initiatives.

Lead complex, multi-phase proof-of-concept initiatives, coordinating flight test schedules, data collection, and performance analysis to demonstrate tangible operational improvements and return on investment.

Architect compelling, data-driven business cases and return-on-investment models that quantify mission readiness gains, cost avoidance, and risk reduction for acquisition and procurement stakeholders.

Manage the end-to-end commercial negotiation process, collaborating closely with contracts and legal teams to structure agreements that protect Merlin's interests while remaining competitive in demanding marketplaces.

Develop and maintain sophisticated competitive landscapes, analyzing emerging autonomy solutions and adjusting positioning strategies to highlight Merlin's unique technological differentiators and execution capabilities.

Own the preparation and submission of responsive proposals, ensuring all technical, security, and commercial requirements are met with precision and aligned with customer evaluation criteria.

Provide subject matter expertise to internal leadership teams, offering insights on customer sentiment, market trends, and competitor movements to inform product development and corporate strategy.

Cultivate a proactive pipeline management discipline, implementing rigorous forecasting practices and opportunity stage-gates to ensure accurate revenue prediction and healthy growth trajectory.

Establish and nurture relationships within key government and industry working groups, ensuring Merlin remains attuned to evolving acquisition policies, technical standards, and emerging operational concepts.

Drive the development of tailored value propositions for distinct customer segments, ensuring messaging resonates with the specific priorities of platform integrators, operational commanders, and enterprise decision-makers.

Champion the adoption of Merlin's autonomy platform by orchestrating hands-on demonstration flights and scenario-based workshops that de-risk technology adoption for prospective customers.

Synthesize insights from customer engagements into actionable product feedback, working closely with engineering teams to influence feature prioritization and roadmap enhancements.

Requirements

You possess a Bachelor's degree in engineering, business administration, or a related technical field, with a demonstrated history of operating in defense or aerospace markets.

You hold an active U.S. Secret clearance and are eligible for an additional NACI investigation, with a proven track record of working collaboratively with U.S. government customers.

You bring a minimum of ten years of progressive business development or program management experience within the aerospace, defense, or related high-technology sectors.

You have a documented history of securing multi-million dollar contracts and managing complex, multi-vendor programs from initial concept through full deployment.

You demonstrate expert-level knowledge of defense acquisition frameworks, including but not limited to JCIDS, DOTMLPF-P, and relevant service-specific modernization priorities.

You are proficient in modeling and analyzing complex operational environments, utilizing data and performance metrics to validate solution effectiveness and guide decision-making.

You possess exceptional written and verbal communication skills, capable of engaging with technical and non-technical audiences ranging from warfighters to board-level executives.

You are a self-directed leader who thrives in ambiguous, fast-paced environments, balancing multiple strategic initiatives while maintaining meticulous attention to detail.

You are eligible for frequent travel within the United States and internationally, including to Merlin's global test facilities in locations such as Quonset Point, Rhode Island, and international sites like Bedford, Massachusetts, and Kerikeri, New Zealand.

Nice to have

Experience with modeling and simulation tools used for autonomy validation and performance verification is highly desirable.

Familiarity with emerging service-specific initiatives such as Skyborg, Collaborative Combat Aircraft, and other autonomy-driven defense programs is a distinct advantage.

Practical notes

This role requires travel up to 25% annually, including attendance at industry conferences, customer site visits, and flight test campaigns at facilities in Rhode Island, Massachusetts, and New Zealand.

Candidates must be eligible to obtain U.S. government security clearances and meet all prerequisites for access to classified programs.

This position is exempt and requires consistent availability during standard business hours to coordinate with global teams and respond to time-sensitive opportunities.