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About the Role

Matter Intelligence is seeking a Lead of Asian Business Development to establish and lead the company’s government and strategic business-development activities across the Indo-Pacific, initially focusing on Japan and South Korea. The role involves translating technology into country-specific opportunities, building relationships with decision-makers, developing market-entry strategies, and converting opportunities into funded programs.

Responsibilities

Develop and execute Matter’s government and strategic business-development strategy for the Indo-Pacific.
Create differentiated market-entry plans for each priority country.
Identify missions where Matter’s capabilities provide the strongest customer value.
Prioritize markets and opportunities based on revenue potential, strategic importance, and probability of capture.
Maintain a regional operating plan.
Provide Matter’s leadership with clear recommendations regarding investment and market entry.
Establish relationships with defense ministries, armed services, intelligence organizations, and other relevant public-sector institutions.
Develop trusted relationships with senior mission users, technical stakeholders, and decision-makers.
Lead customer discovery to identify operational problems addressable by Matter’s capabilities.
Educate customers on Matter’s technology while gathering requirements.
Develop opportunities for demonstrations, evaluations, and pilot programs.
Build demand before formal procurements are released.
Navigate country-specific acquisition processes, budget cycles, and contracting mechanisms.
Represent Matter at senior-level government meetings and industry events.
Own the full lifecycle of qualified Indo-Pacific opportunities from initial identification through contract award.
Develop capture plans.
Establish clear qualification standards for opportunities.
Maintain accurate account, contact, and pipeline information in Matter’s CRM.
Build and manage a forecast covering pipeline development, proposal activity, and anticipated awards.
Coordinate internal bid and no-bid decisions.
Lead or support responses to requests for information and proposals.
Coordinate proposal development across multidisciplinary stakeholders.
Support commercial structuring, pricing, negotiation, and contract closure.
Develop strategies for converting initial programs into recurring revenue.
Identify and develop relationships with regional aerospace and defense primes and other partners.
Determine optimal go-to-market strategies (direct sales, partnerships, etc.).
Build joint go-to-market and account plans with strategic partners.
Evaluate prospective partners.
Develop sovereign or locally integrated solutions where required.
Support negotiations involving teaming agreements and other strategic agreements.
Ensure partner relationships generate measurable access, opportunities, or revenue.
Translate customer missions and operational requirements into inputs for engineering and product teams.
Work with technical leaders to define demonstrations and product configurations.
Ensure proposed solutions are technically credible and operationally relevant.
Develop a strong working understanding of spectral imaging, Earth observation, and related technologies.
Help create country- and mission-specific sales materials and presentations.
Communicate product limitations and development dependencies honestly.
Provide structured feedback on regional customer requirements, competitors, and product demand.
Evaluate export-control, sanctions, and other international compliance considerations.
Incorporate applicable U.S. and local-country regulations into strategies.
Identify localization and other country-specific requirements.
Help determine the need for local entities or presence.
Conduct due diligence on consultants and representatives.
Maintain high standards of ethics and compliance.
Serve as Matter’s internal authority on Indo-Pacific government markets.
Build repeatable regional business-development processes.
Coordinate international activity with Matter’s U.S. government-growth strategy.
Help determine the timing and structure of future regional hiring.
Recruit and manage regional personnel and partners.
Contribute to broader company strategy regarding international markets and growth.

Requirements

Approximately 8–12 or more years of experience in international business development, government sales, capture management, strategic partnerships, or a closely related field.
At least five years of relevant experience working with defense, intelligence, space, civil-government, or national-security customers in the Indo-Pacific.
Demonstrated experience developing and closing complex government, defense, aerospace, technology, data, or enterprise opportunities.
Track record of managing long-cycle, multi-stakeholder sales and capture processes.
Strong understanding of government acquisition, procurement, budgeting, contracting, and tender processes in one or more priority Indo-Pacific countries.
Established network among relevant government, defense, intelligence, aerospace, space, geospatial, or technology stakeholders in the region.
Experience building country strategies, account plans, capture plans, partner strategies, and qualified pipelines.
Ability to engage credibly with senior government officials, military officers, intelligence professionals, acquisition personnel, engineers, and industry executives.
Ability to understand technically complex products and translate them into mission, operational, and economic value.
Experience coordinating proposals, demonstrations, negotiations, and contracts across multidisciplinary teams.
Strong commercial judgment.
Excellent written and verbal communication skills in English.
Ability and willingness to travel extensively throughout the region and periodically to the United States.
High standards of integrity and demonstrated ability to operate appropriately in sensitive government and international environments.
Experience in Earth observation, remote sensing, spectral imaging, geospatial intelligence, satellite systems, defense technology, aerospace, artificial intelligence, or data and analytics.
Experience selling to or partnering with defense and intelligence organizations in Japan, South Korea, Australia, or Singapore.
Demonstrated success closing multi-million-dollar or multi-year government contracts.
Experience with both direct government sales and partner-led market-entry models.
Experience working in an early-stage or high-growth technology company.
Knowledge of U.S. export-control requirements and international technology-transfer considerations.
Familiarity with sovereign capability requirements, data-residency considerations, industrial-participation programs, offsets, or local-content requirements.
Experience structuring demonstrations or pilot programs that subsequently converted into operational procurements.
Professional fluency in Japanese or Korean.
Additional language capability relevant to Southeast Asia.
Existing eligibility for access to relevant government, defense, or industry facilities and programs.

Skills

Business Development
Government Sales
Capture Management
Strategic Partnerships
Indo-Pacific Defense Markets
Government Acquisition Processes
Procurement
Contracting
Tender Processes
Network Building
Technical Product Translation
Proposal Coordination
Negotiation
Commercial Judgment
Written Communication
Verbal Communication
Integrity
Earth Observation
Remote Sensing
Spectral Imaging
Geospatial Intelligence
Satellite Systems
Defense Technology
Aerospace
Artificial Intelligence
Data Analytics
Export Control
Technology Transfer
Sovereign Capability Requirements
Data Residency
Industrial Participation
Offsets
Local Content
Japanese Language
Korean Language

Location

Indo-Pacific

Work Type

Full-time

Experience Level

Lead
8-12+ years experience
5+ years relevant experience

Benefits

Competitive compensation
Early-stage equity package
100% employer-paid health, dental, and vision coverage

About the Company

Matter Intelligence is building the future of vision AI with a novel sensor and a Large World Model for the physical world.
The team has delivered technologies for NASA/JPL, designed sensors for U.S. Defense, and built infrastructure at OpenAI.
Matter Intelligence is developing advanced sensing and intelligence capabilities for governments, operators, and autonomous systems.
Capabilities span aircraft- and space-based sensing, satellite systems, data products, and intelligence derived from spectral information.
The company is building its government business around national-security, defense, intelligence, civil-government, and commercial missions where advanced sensing and interpretation provide operational advantage.

Equal Opportunity

Matter Intelligence is an equal opportunity employer. We welcome candidates from all backgrounds who can raise the ambition and performance of the team.