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Firestorm · 1 day ago

Business Development Manager, Air Force Programs

California, United States

Full-time

Onsite

Senior Level, Lead/Staff

$148K/yr - $183K/yr

8+ years exp

Firestorm is a VC-backed company revolutionizing defense solutions for U.S. ally nations. They are seeking a mission-driven Business Development Manager to drive engagement and growth across U.S. Air Force programs by aligning operational needs with advanced systems and capabilities.

AerospaceArtificial Intelligence (AI)Drones

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Identify, qualify, and mature U.S. Air Force opportunities from early shaping through capture and award

Own the full business development lifecycle across multiple concurrent pursuits, ensuring disciplined qualification and strong position-to-win strategies

Continuously monitor the Air Force market to understand mission needs, emerging requirements, budget dynamics, and acquisition pathways

Develop and execute customer engagement plans that surface capability gaps and future program opportunities

Build and maintain trusted relationships with Air Force program offices, labs, operational units, and industry partners

Lead competitive assessments, identify differentiators, and craft clear win themes

Identify and qualify teaming partners that strengthen Firestorm’s competitive position

Partner closely with engineering and technical SMEs to shape differentiated, mission-relevant solutions

Translate complex technical concepts into clear, compelling value propositions for Air Force stakeholders

Support and guide proposal development efforts in collaboration with capture, pricing, contracts, and marketing partners

Develop market analysis, competitive intelligence, and capability presentations for internal and external audiences

Track and communicate pipeline health, capture progress, and key risks to leadership

Represent Firestorm at customer meetings, industry events, and defense innovation forums

Qualification

Defense business developmentAir Force acquisition processCapture managementCustomer engagement plansMarket analysisAnalytical skillsCommunication skillsLeadership skillsOrganizational skills

Required

Bachelor's degree in business, engineering, or a related field

8+ years of experience in defense business development, capture management, or Air Force acquisition operations

U.S. Citizenship required due to ITAR regulations & the ability to obtain and maintain a Department of Defense (DoD) security clearance

Demonstrated success building and executing a growth pipeline within U.S. Air Force programs

Established relationships and past performance with U.S. Air Force UAS stakeholders, including SOF/ISR PEO, AFSOC, and/or Headquarters Air Force

Established relationships and past performance with AFLCMC/WI

Strong understanding of the U.S. Air Force acquisition process, including the use of Other Transaction Authorities (OTAs)

Proven ability to shape opportunities, position solutions effectively against competitors, and lead capture efforts

Experience engaging and influencing senior Air Force and government decision-makers

Strong strategic, analytical, and presentation skills

Financial and business acumen, including understanding of cost structures, tradeoffs, and return on investment

Clear, concise communicator across technical and non-technical audiences

Self-starter comfortable operating with limited structure in a startup environment

Excellent organizational, communication, and leadership skills with the ability to align cross-functional teams

High level of ownership; you run toward the fire

Preferred

12+ years of progressively increasing functional experience in the Federal government or in Defense industry equivalent required

Trained in Shipley BD/Capture Management or professional equivalent

Experience supporting advanced aerospace, autonomous, or mission-critical defense technologies

Background in unmanned systems, aerospace platforms, or advanced technology insertion

Familiarity with Air Force innovation and rapid acquisition pathways such as AFWERX, Rapid Capabilities Office, or SBIR/STTR

Trained in or familiar with structured capture and proposal development methodologies (Shipley or equivalent)

Existing network within the U.S. Air Force ecosystem, including program offices, labs, or operational units

Prior experience working in or alongside fast-growth or venture-backed defense technology companies

Benefits

Comprehensive medical, dental, and visions plans

401(k) Retirement Savings Plan to invest in your long-term retirement goals

Equity grants for new hires

Unlimited PTO

Extremely generous company holiday calendar, including a holiday hiatus in November, & December.

Generous Parental Leave

Lifestyle Spending Account

FSA

DCFSA

HSA

Hospital Indemnity insurance

Critical Illness insurance

Accident insurance

Basic Life/AD&D, short-term and long-term disability insurance, 100% covered by Firestorm. Plus, the option to purchase additional life insurance for you and your family.

Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well.