Business Development Lead

At Heart Aerospace, we are developing the ES-30, a regional hybrid-electric airplane capable of carrying 30 passengers, boasting an electric zero-emission range of 125 mi and a hybrid range of 500 mi. Heart is targeting type certification of the ES-30 by the end of the decade. As we scale our aircraft program, we are also building a component business around core aircraft systems we develop in-house, including flight control actuation and energy systems. These products reflect the same philosophy as our aircraft: software-defined, and designed for performance, reliability, and cost. Your mission: We are seeking a Business Development Lead - Actuation to build and lead the commercialization of Heart’s flight control actuator technology. This role spans market definition, go-to-market strategy, and direct customer engagement, turning a high-performance internal system into a standalone product line serving aerospace and adjacent markets. You will define where we play, how we win, and then go execute, working directly with OEMs, startups, and industrial partners to land early programs and scale into a meaningful revenue stream. This is a high-impact, zero-to-one role suited for someone who can move fluidly between technical, commercial, and strategic work. Key responsibilities include but are not limited to:  * Define and validate the market for Heart’s actuation products: sizing TAM, segmenting customers (AAM, defense, UAV, agile incumbents), and identifying priority entry points  * Develop and execute go-to-market strategy, including pricing, value proposition, channel strategy, and launch roadmap  * Lead customer development and business development efforts: originating, structuring, and closing early customer programs (NRE and production)  * Represent Heart externally at trade shows, industry events, and customer engagements, serving as the commercial face of the actuation business  * Translate engineering performance into customer-ready narratives, proposals, and technical-commercial materials  * Work cross-functionally with engineering, program management, and leadership to align product development with market demand  * Build and manage a pipeline of opportunities, including forecasting, deal tracking, and partnership development  * Identify opportunities to expand from component sales into higher-value systems and integrated solutions  Skills & Requirements: You'll Bring These Qualifications for the Business Development Lead position: * 5+ years of experience in business development, product strategy, or technical sales within aerospace, defense, or advanced manufacturing * Bachelor’s degree in engineering, business, or a related field (or equivalent experience). * Experience selling or supporting complex hardware systems into OEMs, Tier 1 suppliers, or government customers * Strong technical fluency, with the ability to engage credibly with engineering teams and customers on system-level topics * Demonstrated ability to build new markets or product lines from early-stage concepts through initial revenue * Excellent communication and relationship-building skills across technical and executive stakeholders * Willingness to travel for customer meetings, trade shows, and industry engagement These Qualifications Would Be Nice to Have: * Experience with actuation systems, flight controls, or adjacent aerospace subsystems * Familiarity with certification environments (Part 23/25, DO-178, DO-254, DO-160) * Background in early-stage or high-growth companies, particularly in AAM or electrified aviation * Experience structuring NRE agreements, long-cycle hardware deals, or strategic partnerships Base Pay Range:  $170,000—$220,000 USD

ABOUT US STARK is a new kind of defence technology company revolutionizing the way autonomous systems are deployed across multiple domains. We design, develop and manufacture high performance unmanned systems that are software-defined, mass-scalable, and cost effective. This provides our operators with a decisive edge in highly contested environments. We’re focused on delivering deployable, high-performance systems—not future promises. In a time of rising threats, STARK is bolstering the technological edge of NATO Allies and their Partners to deter aggression and defend Europe—today. ABOUT THE TEAM Minerva is STARK's command and control software — the brain that connects operators to autonomous systems across multiple domains in real time. The Minerva team is a small, senior software group based in Berlin and Munich, working directly with our systems and hardware teams to build mission-critical C2 capabilities deployed in active operational environments. We move fast, ship real software, and operate under constraints most engineers never encounter — low-bandwidth networks, air-gapped devices, high-stakes decision loops. There is no room for abstraction for its own sake. Everything we build ends up in the hands of real operators in the field. YOUR MISSION This is not a traditional sales role. We are looking for a Business Development Lead Software to own the entire Go-to-Market (GTM) domain for Minerva, our STARK Software product. Minerva is the digital backbone used by NATO militaries to plan and execute complex operations across all domains with a strong focus on unmanned effects. As the BD Lead, you will be the primary architect of our commercial and strategic channels, ensuring that our software-defined edge reaches the hands of operators when the stakes are highest. You will act as a Strategic Player-Coach: spending ~60% of your time in the field building high-level military and government relationships, and ~40% coordinating with the core GTM team to build the scalable sales processes that will define our growth. If you are a high-agency leader who wants to build a culture of sovereign defense excellence from the ground up, this is your command center. RESPONSIBILITIES WHAT YOU’LL BUILD & LEAD * The Strategy: You will own the GTM strategy for Minerva, setting up proper channels and leading software sales initiatives. * The Pipeline: You will identify, nurture, and close software-focused opportunities with NATO Allies and defense partners. * The Bridge: You will partner directly with Program Leads and Engineers to translate complex military requirements into actionable product feedback and winning commercial proposals. * The Synergy: You will interface with the core GTM team while remaining embedded within the Minerva program, ensuring software-specific needs are represented in broader company initiatives. * The Impact: You will constantly challenge market assumptions to determine what creates real value for the operator and what is simply "future promises." THE MARKET & STRATEGY STACK * Core Focus: High-performance, software-defined defense systems. * Tooling: CRM management, Jira for requirement tracking, and deep familiarity with military procurement cycles. * Platforms: Promoting software that deploys across Laptop, Handheld, and Tablet devices in the field.  QUALIFICATIONS Who You Are * * A Builder-Leader: You have 8+ years of experience in high-stakes Business Development or Sales (preferably military IT), with at least 2 years in a leadership role (Lead, Principal, or Head of Sales). * Defense & Tech Native: You understand the nuances of software-defined defence and can speak the language of both military commanders and decision makers in the Cyber / IT domain. * High Agency: You don't wait for "leads to be generated." You look at the mission, identify the technical and commercial gaps, and execute the solution. * Performance Obsessed: You understand that in the defense domain, reliability and low-latency delivery are not just features—they are requirements for mission success. * Industry Aware: You have deep experience in Defense, Aerospace, or complex B2B SaaS with long, technical sales cycles - preferably you have time in service. * B.Sc/M.Sc in Business, International Relations, Computer Science, or equivalent practical experience. * Proven track record of building GTM channels from scratch for complex technical products. * Strong communication and collaboration skills to lead in a multidisciplinary, fast-paced environment. * Ability to travel as needed to meet with NATO partners and stakeholders. * Fluency in German is required for this role. * Security: Due to the nature of our work, candidates must be eligible to obtain appropriate security clearance. WHY JOIN STARK? * Impact: Work with stakeholders and technology that directly contribute to European security. * Autonomy: You are the founding leader of this software GTM vertical. You choose the strategies, the channels, and the people. * Growth: As STARK scales to meet rising global threats, your role and influence within the Minerva program will scale with it.