The Role
Lead and develop government relations strategy, build senior relationships across U.S. agencies, and support aligned revenue growth for Merlin's aerospace innovations.
Summary Generated by Built In
About Merlin:
Merlin is a venture backed aerospace startup building a non-human pilot to enable both reduced crew and uncrewed flight. Backed by some of the world’s leading investors, Merlin is scaling alongside our customers to begin leveraging autonomy today to solve some of aviation’s biggest challenges.
About You:
You are a senior government relations leader with deep experience navigating the intersection of policy, procurement, and mission-driven technology. You understand how government stakeholders make decisions—and how to position emerging technologies to align with national priorities and operational needs.
You are equally comfortable building relationships at senior levels across government agencies and working internally with commercial, program, and technical teams to translate those relationships into tangible outcomes. You operate with a strong sense of ownership and accountability for driving access, influence, and ultimately revenue.
You are strategic, credible, and execution-oriented—able to open doors, shape opportunities, and help convert them into funded programs.
Responsibilities:
- Develop and lead Merlin’s government relations strategy, aligned with revenue and growth objectives
- Build and maintain senior-level relationships across U.S. government agencies, including defense, aviation, and related stakeholders
- Partner closely with the Chief Revenue Officer and Business Development teams to identify, shape, and advance opportunities within government channels
- Support the development and positioning of Merlin’s capabilities in alignment with government priorities, missions, and funding pathways
- Navigate and influence procurement processes, including traditional and non-traditional acquisition pathways
- Collaborate cross-functionally with Strategy, Programs, Engineering, and Policy to ensure alignment between government engagement and product direction
- Provide insights into budget cycles, policy developments, and funding opportunities that impact revenue strategy
- Represent Merlin in meetings, briefings, and industry forums to strengthen credibility and visibility within the government ecosystem
- Help drive capture strategy and deal progression for key government programs
- Develop clear internal reporting and external-facing materials to support executive and Board-level visibility
Requirements:
- 12-15+ years of experience in government relations, defense programs, or public sector business development
- Deep 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 or revenue generation
- Strong understanding of mission-driven technologies, ideally in aerospace, autonomy, or defense
- Experience operating in complex, regulated environments
- Excellent communication and stakeholder management skills, with the ability to influence senior leaders internally and externally
Nice to Haves:
- Experience with autonomous systems, aviation, or advanced air mobility
- Familiarity with non-traditional acquisition pathways
- Background in military service, government leadership, or senior advisory roles
- Experience work in or with venture-backed or high-growth technology companies
- Strong network across relevant government and defense communities
- Ability to operate effectively in fast-scaling ambiguous environments
Merlin Labs offers an innovative, entrepreneurial, and team-focused startup environment. We also offer a top-notch benefits package (health, dental, life, unlimited vacation, and 401k with match) and work/life integration. Being part of the Merlin team allows you to become part of a small team that supports professional development while working together to achieve our mission.
Merlin Labs is an equal opportunity employer and values diversity. We do not discriminate on the basis of race, religion, color, national origin, genetic information, sex (including pregnancy), gender, gender identity and expression, sexual orientation, age, marital status, military service or obligation or disability status, or any other characteristic protected by law. All job offers are contingent upon the candidate passing background and reference checks.
At this time, we are unable to provide visa sponsorship or consider candidates who require visa transfers. Applicants must be authorized to work in the United States without the need for visa sponsorship now or in the future.
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.
If you require reasonable accommodation in completing an application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to: [email protected]
Merlin Labs does not accept unsolicited resumes from any source other than directly from candidates.
Skills Required
- 12-15+ years of experience in government relations, defense programs, or public sector business development
- Deep 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 or revenue generation
- Strong understanding of mission-driven technologies, ideally in aerospace, autonomy, or defense
- Experience operating in complex, regulated environments
- Excellent communication and stakeholder management skills
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The Company
What We Do
All of the sky, none of the limits. Merlin Labs is building the autonomous infrastructure for the sky above us, enabling goods, and eventually people, to fly without pilots. The Merlin Labs team is building the definitive autonomy system for all things that fly. We’re creating sophisticated software and hardware that fulfill the functions of a human pilot.
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