Horizen Labs - Head of Business Development

• Set the BD strategy. Define target verticals such as Defense, finance, pharma, and logistics, along with ideal customer profiles and priority accounts; and own the annual BD plan and revenue targets. • Build and own the pipeline. Generate and qualify opportunities through outbound, executive networks, events and partner referrals, with disciplined forecasting. • Lead strategic deals end to end. Negotiate design partner agreements, paid pilots and proofs of concept, and multi-year platform access and co development contracts, partnering with Legal and Finance on terms. • Convert pilots into recurring revenue. Agree success criteria up front and drive early engagements into multi-year commercial agreements. • Build strategic partnerships. Develop co-sell and channel relationships with cloud providers and marketplaces, HPC vendors, systems integrators, hardware partners, universities and national labs. • Shape pricing and packaging. Work with Product and Finance to define how we price and package access, software and services. • Bring the market into the company. Share customer, partner and competitive insight with Product and Engineering to inform roadmap priorities. • Represent Horizen Labs externally. Build our profile at conferences, in industry consortia, and with analysts, investors and government stakeholders. • Pursue non-dilutive funding. Identify and secure co-development grants and government programs alongside partners. • Build the team. Hire and lead a BD and partnerships team as revenue scales. • 7+ years in enterprise business development, strategic partnerships or strategic sales in deep tech, HPC, cloud, AI infrastructure or other complex technical platforms, including 3+ years leading a function or team. • A track record of building commercial traction from an early stage, such as taking a frontier technology from $0 to $1M+ ARR, or landing marquee design partners and multi-year contracts with Fortune 500 enterprises. • Experience closing complex, high-value deals with long cycles and many stakeholders across the C-suite, R&D and procurement. • An established network in Defense, enterprise R&D, the cloud and HPC ecosystem, or the quantum industry. • Technical fluency in quantum computing, HPC or advanced simulation, enough to discuss use cases, constraints and value credibly. Quantum experience is strongly preferred. • Comfort being both strategic and hands-on: setting direction one day, personally running outbound and negotiations the next. • Relevant backgrounds include BD or GTM lead at a Series A–C quantum or deep tech startup, Director of Strategic Partnerships or Alliances at a cloud or HPC vendor, or an enterprise sales leader for complex technical platforms.