Note: The job is a remote job and is open to candidates in USA. Sabel Systems designs and delivers digital engineering ecosystems for Department of Defense programs. The USAF Business Development Director will own and grow the Air Force opportunity pipeline, shape pursuits, lead or support capture and proposal activities, develop teaming relationships, and provide market intelligence and executive reporting.
Responsibilities
- Own the Air Force pipeline. Build, qualify, and maintain the USAF opportunity pipeline in support of the VP, BD – Air Force, ensuring every pursuit carries accurate value, stage, probability, and award timing in the corporate CRM
- Develop and execute account strategy. Translate the Air Force account plan into targeted engagement across assigned commands, directorates, and program offices identifying where the company should invest, where it should partner, and where it should walk away
- Shape opportunities before they compete. Engage customers early to understand mission requirements and acquisition intent, and influence requirement and acquisition strategy through RFIs, sources sought, industry days, white papers, and direct engagement
- Transition qualified pursuits into capture. Qualify opportunities to the standard required for capture entry and hand off to the Capture Group with a complete customer picture, competitive assessment, and shaping history, then remain the account's voice on the capture team through award
- Serve as capture manager when assigned. Personally lead capture on select USAF pursuits including running capture planning, competitive analysis, teaming, and win strategy to the corporate capture standard
- Build the teaming posture. Identify, assess, and negotiate teaming relationships with primes, integrators, and specialty partners to secure position on target vehicles and task orders
- Contribute to capture excellence. Feed customer intelligence, competitive insight, and lessons learned back into the Capture Group’s standards, templates, and pWIN methodology
- Drive bid decisions through gate review. Prepare and present gate materials, defend bid/no-bid recommendations, and ensure pursuits entering proposal are properly qualified and resourced
- Partner with the Proposal Center of Excellence. Serve as the accountable owner of solution and competitive content during proposal development, working with proposal management, delivery leadership, contracts, and pricing to produce a compliant, compelling response
- Grow existing business. Work with program leadership to identify and capture in-scope growth, task order opportunities, and follow-on work within the current Air Force portfolio
- Deliver market intelligence. Maintain current awareness of competitor positioning, incumbent performance, budget and program direction, and emerging acquisition vehicles and convert that into actionable recommendations for investment and pursuit decisions
- Report to leadership. Provide accurate, timely pipeline and capture status for weekly BD reviews, monthly executive reporting, and periodic board and investor reporting
- Represent the company externally. Serve as a credible face of the company at industry events, association forums, consortium activities, and customer engagements
Skills
- Air Force digital engineering and digital transformation. Working knowledge of how the DAF is executing model-based acquisition, sustainment digital engineering ecosystems, authoritative source of truth, model-based systems engineering, and the transition from document-centric to model-centric weapon system development
- Weapon system PLM and technical data management. Familiarity with Air Force product lifecycle management efforts, engineering data environments, technical order and technical data package modernization, and the configuration/data-rights issues that shape those programs
- AFMC enterprise and the acquisition center of gravity. Practical understanding of AFLCMC (Wright-Patterson, Hanscom, Eglin, Robins, Tinker, Hill), AFRL, AFSC, AFIMSC, and AFTC including how PEOs, directorates, and program offices are organized and where digital engineering requirements originate
- Sustainment and readiness modernization. Awareness of depot and MRO modernization, predictive maintenance, digital twin applications to fleet sustainment, and the readiness/availability metrics that drive Air Force sustainment investment
- Software factories, DevSecOps, and cyber authorization. Understanding of the DAF software factory ecosystem (Platform One, Kessel Run, LevelUP and successors), continuous ATO pathways, and how DevSecOps and cloud environments are used to deliver digital engineering outcomes rather than as standalone offerings
- Air Force data and cloud infrastructure. Familiarity with DAF data strategy, enterprise cloud environments, data integration and interoperability across program offices, and the low-code/business process modernization work that follows from them
- Acquisition pathways and contracting mechanisms. Fluency in the Adaptive Acquisition Framework (particularly the software and middle-tier pathways), IDIQ/task order competition, Other Transaction Authority and consortium-based acquisition, SBIR/STTR including Phase III, and GSA and services vehicles used by AFMC organizations
- Requirements and resourcing rhythms. Understanding of the PPBE and POM cycle, how digital engineering and sustainment requirements get funded, and how to time capture activity to the customer's budget and acquisition calendar
- Air Force industrial and partner landscape. Knowledge of the prime, OEM, systems integrator, and small-business ecosystem supporting AFMC to include incumbent positions, teaming dynamics, and where Sabel is best positioned as prime versus subcontractor
- Mission outcomes, not just technology. Ability to connect Sabel's digital engineering capability set to what the Air Force is actually trying to achieve faster fielding, lower sustainment cost, improved availability, and the ability to modify and integrate systems at speed
- Pipeline development and qualification. Proven ability to build and sustain a qualified pipeline from market analysis, customer engagement, and industry intelligence and equally, to disqualify early and defend that call with evidence rather than optimism
- Opportunity identification ahead of the RFP. Track record of shaping opportunities 12–24 months before solicitation release, including participation in requirements development, RFI and sources-sought responses, market research support, and white paper submissions that influence acquisition strategy
- Customer relationship development. Demonstrated success building durable relationships across program offices, PAE staff, engineering directorates, and contracting shops
- Capture strategy and competitive positioning. Fluency in structured capture: competitive assessment, black hat analysis, price-to-win inputs, discriminator development, win theme construction, and pWin scoring. Able to lead capture on assigned pursuits and to hand off cleanly into a formal capture process as it matures
- Teaming and partner development. Experience assembling prime and subcontractor teams, negotiating teaming agreements and workshare, and assessing when to prime versus supporting a large integrator to secure position
- Proposal leadership and content contribution. Ability to work with a proposal center of excellence as an accountable content
- Gate discipline and pursuit governance. Comfort operating within a formal gate review process, preparing decision-quality gate materials, and defending bid/no-bid recommendations to executive leadership
- Data-driven BD operations. Disciplined use of CRM as system of record and the ability to translate pipeline data into forecasts and coverage analysis that hold up under executive and investor scrutiny
- Executive communication. Ability to brief senior corporate leadership, board-level audiences, and government executives with concise, defensible framing, surfacing risk proactively rather than after it materializes
- Cross-functional influence. Effectiveness working across delivery, solution architecture, talent, contracts, pricing, and finance to convert a strategy into a bid
Benefits
- Healthcare
- Financial assistance in the event of illness, injury, disability, loss of work, or death
- Health savings accounts
- Retirement plans
- Paid time off
- Paid holidays
- Education and training program reimbursement
Company Overview