Note: The job is a remote job and is open to candidates in USA. BigBear.ai provides AI-powered decision intelligence solutions for national security, supply chain management, and digital identity. The Senior Business Development/Capture leader will develop and execute a U.S. Air Force growth strategy, cultivate senior customer relationships, shape requirements, manage pipelines, and lead cross-functional capture efforts for R&D and procurement opportunities.
Responsibilities
- Build and execute a USAF sales strategy grounded in USAF/DoD budget planning, programming, and execution cycles
- Coordinate cross-functional internal resources (e.g., delivery, engineering, product/R&D, pricing/contracts, partners) to meet operational needs and drive bookings
- Influence capability development and internal investment priorities based on validated USAF mission needs and market signals
- Establish and maintain a strong network of relationships across USAF program managers and relevant component commands to identify needs, shape requirements, and position BigBear.ai solutions
- Serve as a trusted advisor to customer stakeholders by translating mission problems into actionable solution approaches and acquisition pathways
- Identify, qualify, and capture new R&D and procurement opportunities within USAF Major Commands (MAJCOMs)
- Maintain accurate pipeline forecasts, customer call plans, and capture artifacts aligned to company growth targets
- Lead cross-functional capture teams in developing and delivering high-quality USAF ROMs, RFIs, and RFP responses
- Drive win strategies, competitive assessments, teaming/partner strategy, solution positioning, and proposal direction to increase win probability
- Monitor USAF operational needs, modernization priorities, budget cycles, and competitive landscape
- Bring actionable insights to leadership to inform resource allocation, bid/no-bid decisions, and long-range strategy
Skills
- All applicants must currently reside in the United States
- **Active Secret security clearance or ability to obtain one.**
- Bachelor's degree required
- Minimum 12 years combined experience across military operations, professional sales, capture planning, and DoD requirements, budgeting, programming, contracting, or acquisition
- Minimum 5 years of experience supporting the USAF (service member, civilian, contractor, or product deliverer)
- Demonstrated success identifying, shaping, and winning defense contracts totaling >$20M in contract value
- Strong oral, written, and presentation skills, with the ability to distill complex issues for analysis and decision-making
- Proficiency with Microsoft Word, PowerPoint, and Excel; comfortable using VTC platforms to deliver and consume information
- Experience across USAF HQ, MAJCOM, NAF, Wing, or key PEO/SPO organizations and acquisition communities
- Familiarity with USAF capability development, requirements processes, or operational planning
- Experience building and leading capture teams across engineering/product, contracts, pricing, and partners
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