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Merlin Labs

Director, Business Development

Merlin Labs

Director of Business Development focusing on U.S. government business for Merlin Labs.

Posted 6/30/2026full-timeRemote • Washington • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact
  • Develop, execute a detailed engagement and growth strategy for Merlin Labs to capture government business in the Mobility and SOF pipeline
  • Build and maintain senior-level relationships across U.S. government agencies, including defense, aviation, and related stakeholders
  • Connect current and be able to influence future needs/requirements for Mobility and SOF customers with Merlin’s products, programs, technologies and capabilities
  • Provide quarterly updates/reviews to Merlin Labs senior leadership
  • Drive early processes for new pursuits by collaborating with internal and external customers on strategic planning, including traditional and non-traditional acquisition pathways
  • Build compelling proposals to win government business
  • Accurately determine budgets and procurement intentions to set realistic Price to Win targets
  • Achieve a set KPI’s to expand and convert Pipeline to align with internal priorities

Requirements

What you’ll need
  • 8-10+ years of experience in business development or government relations, preferably with customer-facing experience
  • Strong understanding of U.S. government structure, procurement processes and funding mechanisms
  • Experience engaging with DoD, FAA, DHS or related agencies
  • Proven ability to build relationships that lead to programmatic outcomes and revenue generation
  • Strong understanding of mission-driven technologies, ideally in aerospace, aviation or defense
  • Strong experience writing proposals that win government business
  • Experience operating in complex, regulated environments
  • Exceptional communicator—comfortable presenting to executives, leading live demos, and authoring polished written materials. Ability to influence senior leaders internally and externally
  • Demonstrated experience with Salesforce, including ownership of pipeline, forecasting, and reporting.

Benefits

Comp & perks
  • Minimum 30% travel

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools
Business DevelopmentProposal WritingBudget DeterminationKPI AchievementStrategic Planning
Soft Skills
Exceptional CommunicationRelationship BuildingInfluencing Senior Leaders