USAF Strategic Capture & Business Development

Residency

All applicants must currently reside in the United States

Overview

BigBear.ai is seeking a senior Business Development/Capture leader focused on the U.S. Air Force (USAF). This role will build and execute a USAF growth strategy informed by a deep understanding of how the Department of Defense-and the USAF specifically, plans, programs, and executes budgets. The successful candidate will cultivate senior USAF 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 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.

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.

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.

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.

What you need to have

• 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.

What we'd like you to have

• 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.

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.

About BigBear.ai

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. For more information, visit https://bigbear.ai/ and follow BigBear.ai on LinkedIn: @BigBear.ai and X: @BigBearai.

BigBear.ai is an Equal opportunity employer all protected groups, including protected veterans and individuals with disabilities.