Business Development Manager, Air Force Programs

Business Development Manager, Air Force Programs

Join Firestorm, a VC‑backed defense technology company at the intersection of Silicon Valley and the U.S. Air Force, to lead business development and capture efforts across Air Force programs.

Firestorm is on a mission to democratize deterrence by designing and delivering mission‑adaptable aerial vehicles that put power back into the hands of operators. By prioritizing operator effectiveness, we are redefining defense procurement and delivering world‑class capabilities at a fraction of the cost of traditional models.

• 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.

• 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 and the ability to obtain and maintain a 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 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.

• 12+ years of progressively increasing functional experience in the federal government or defense industry.
• 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…