USAF and USSF; US Space Force) Strategic Capture & Business Development

Residency

All applicants must currently reside in the United States

Big Bear.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.

• 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.

• Establish and maintain a strong network of relationships across USAF program managers and relevant component commands to identify needs, shape requirements, and position Big Bear.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.

• 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.
• Demonstrated successful track record of supporting and winning contracts with the Air Force or Space Force

• 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.

• 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.

• 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.

Please note the targeted compensation range is provided as an estimate, and any actual compensation…