[Hiring] Senior Business Development/Capture Leader @Bigbear.ai

Role Description

BigBear.ai is seeking a Senior Business Development/Capture leader focused on the U.S. Air Force (USAF) and US Space Force (USSF). This role will build and execute a USAF/USSF growth strategy informed by a deep understanding of how the Department of War and the USAF specifically plan, program, and execute budgets. The successful candidate will cultivate senior USAF/USSF relationships, shape requirements, build pipelines, and lead cross-functional capture efforts through ROM/RFI/RFP responses to win new R&D and procurement opportunities.

What you will do

• Customer Sales Planning:
  • Build and execute a USAF/USSF sales strategy grounded in USAF/DoW 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.
• Relationship Architecture:
  • 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.
  • A deep network of relationships across Air Force and Space Force acquisitions and operations teams.
• Pipeline Management:
  • 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.
• Capture Management:
  • 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.
  • Demonstrated successful track record of supporting and winning contracts with the Air Force or Space Force.
• Strategic Intelligence:
  • 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.

Qualifications

• 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 USSF/USAF (service member, civilian, contractor, or product deliverer).
• Provide trusted support to Air Force and Space Force customers by building strong, collaborative relationships grounded in effective leadership and communication.
• 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.

What we'd like you to have

• Experience across USAF/USSF 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.

Pay transparency

Please note the targeted compensation range is provided as an estimate, and any actual compensation offer may vary depending on the needs of the company, or an applicant's skillset, competencies, experience, education, certifications, location, or other factors. The estimated range does not include the value of any benefits offered.

Company Description

BigBear.ai is a leading provider of AI-powered decision intelligence solutions for national security, supply chain management, and digital identity. Customers and partners rely on Bigbear.ai’s predictive analytics capabilities in highly complex, distributed, mission-based operating environments. Headquartered in McLean, Virginia, BigBear.ai is a public company traded on the NYSE under the symbol BBAI.