Business Development Manager

Matternet is building the future of delivery with autonomous drone networks that move critical goods faster, cleaner, and at lower cost. We work with partners across healthcare, logistics, food, and retail to deliver everything from medical items to everyday essentials, safely and reliably.

The Business Development Manager will work closely with Matternet’s leadership and cross-functional teams to identify high-value customers, develop compelling business cases, launch pilot deployments, and scale successful partnerships into network-wide rollouts. This role is critical to expanding Matternet’s commercial footprint and translating early deployments into long-term, scaled networks.

Responsibilities:

• Identify Target Customers: Identify and prioritize customers within defined segments based on strategic fit, operational readiness, and expansion potential.
• Customer Outreach: Lead customer engagement across multiple channels including executive networks, conferences, industry groups, partners, existing customers, and targeted outbound.
• Develop Business Cases: Collaborate with customer stakeholders to build customer-specific business cases and define pilot structures required to validate value ahead of broader deployment.
• Launch Pilot Deployments: Drive pilot execution from agreement through launch, including site selection, cross-functional planning, and coordination across internal and customer teams.
• Convert Pilots to Rollouts: Lead the process of expanding pilots into multi-site or network-wide deployments by establishing success criteria, aligning stakeholders, and structuring rollout plans.
• Execute Land-and-Expand: Partner with operations and customer teams to manage deployments through each phase of scaling, ensuring progress against agreed timelines, performance metrics, and commercial terms.
• Evangelize the Product: Represent Matternet at industry events, conferences, and through professional channels to build awareness and generate new opportunities.

Requirements:
• 4+ years experience in business development or sales of hard technology in the logistics field (last mile, retail, etc.)
• 2+ years in management consulting, investment banking or strategic planning with a focus on the logistics field
• Experience selling complex, hardware-enabled, or infrastructure-based products
• Strong analytical skills with experience building and presenting business cases
• Proven ability to present to senior executives and manage multi-stakeholder environments
• Experience supporting pilots, proofs of concept, or phased enterprise deployments

This is an onsite role based at our Mountain View, CA headquarters.

Benefits:
At Matternet, we’re advancing a new era of logistics, one where autonomous drones deliver what matters faster, cleaner, and more efficiently. We know our mission is challenging, but it's worth it, and we are committed to taking care of the people who make it possible.

• Compensation: The expected base salary range for this role is $150,000–$200,000, based on San Francisco Bay Area market data. This range reflects the target starting pay for candidates who meet the minimum qualifications for the role. Final compensation will depend on factors such as your experience, skills, level, location, and potential impact.
• Total Rewards: In addition to base pay, this role is eligible for a performance-based bonus and equity, along with comprehensive benefits including medical, dental, vision, life, and disability coverage; flexible spending accounts (FSA); flexible paid time off; company holidays; and a 401(k) plan.