Account Executive/ BD Manager DoD

We re seeking a proactive Business Development (BD) Manager laserfocused on the U.S. Air Force and U.S. Army markets. This role requires deep, existing relationships and an immediately activatable AF/Army pipeline so you can hit the ground running on Day 1. You will expand our footprint across key portfolios (e.g., AFLCMC/AFMC/ACC; Army PEO EIS/PEO C3T/Army Futures Command/NETCOM), shaping demand early and converting it into qualified pursuits. You will own early-stage opportunity shaping through capture handoff, orchestrating cross-functional teams (solutions, pricing, contracts) to qualify, pursue, and win. Occasional cross-service coordination may be required when AF/Army missions intersect with DISA, DHA, and CDAO initiatives.

Build and continually refine an Air Force & Army GTM plan tied to annual bookings targets and OKRs.

Segment the market by portfolio/program (AFLCMC product lines; AFMC sustainment/innovation; ACC ops; PEO EIS enterprise apps; PEO C3T network/mission command; AFC experimentation; NETCOM zero trust).

Account Plans: for each priority org, document missions, FY POM/BES context, decision cycles, influencers, current primes, gaps, and mustwin pursuits; update quarterly.

Calling Campaigns: monthly call trees with named contacts, objectives, and crisp talk tracks mapped to our capabilities and the customer s pain points.

Pipeline Hygiene: enforce stage exit criteria, probability rules of thumb, and close dates that match procurement calendars.

Sensing: monitor AFWERX/SBIR/STTR topics, BAAs/BICs, OTAs/consortia (NSTXL, S2MARTS), and taskorder vehicles (GSA MAS, OASIS+, CIOSPx, SEWP, Alliant) for AF/Armyrelevant buys.

Qualification: run structured Gate reviews (MQL SQL Pursuit Capture) using ICD (Issue Customer Differentiation) and BCS (Budget Champion Sponsor) checks.

Competitive Intel: maintain a living competitor matrix (incumbents, primes, subs, price posture, strengths/weaknesses, likely solution angles).

Voice of Customer: document problem statements, success criteria, and evaluation hot buttons (LPTA vs. Best Value, technical discriminators, past performance fit).

Bid/NoBid: crisp decisions with rationale, gaps, and action items to close gaps within two weeks.

Relationship Maps: identify decision makers, technical evaluators, small business offices, and KO/KO reps across AFLCMC/AFMC/ACC and PEO EIS/PEO C3T/AFC/NETCOM.

Meetings that Matter: schedule and lead capability briefings, tech exchanges, lab demos, and site visits; publish agendas, meeting notes, and next steps in CRM within 24 hours.

Shaping: align messaging to AF/Army priorities JADC2/ABMS enablers, Zero Trust, Data/CDAO initiatives, Digital Engineering/MBSE, Cloud/DevSecOps, Edge AI/ML.

Artifacts: problem solution onepagers, demo scripts, and ROI backoftheenvelope models tailored to each program office.

Strategy: define win themes, discriminators, and ghostthecompetition tactics; maintain a written Capture Plan for every Pursuit $5M TCV.

Teaming: secure NDAs/TAs; set workshare targets; assign colorteam reviewers; negotiate and track partner commitments (past performance, key personnel, tech components).

PTW (PricetoWin): coordinate competitive pricing hypotheses and sensitivity bands; align staffing models with evaluation criteria.

Readiness: drive RFI/SS responses that preposition features, CLIN structures, and evaluation language favorable to our approach.

Prime Relationships: maintain at least three active primes in each theater (AF and Army) with defined pursuit roles and mutual pipeline sharing.

Tech Alliances: cloud (Azure/AWS), OEM cyber/zerotrust stacks, data/AI platforms; comarket via joint webinars, white papers, and lab demos.

Socioeconomic Strategy: cultivate niche smalls for scorecard lift and mission fit; ensure compliance with limitations on subcontracting.

Weekly Rhythm: pipeline delta, stage conversions, risk log, customer touches, and next2weeks call plan.

Forecast Integrity: probability, ARR/TCV math, aging; alignment to appropriation types and FY timing.

Quality Bar: every opportunity has an owner, capture plan, meeting notes 7 days old, and clearly defined next step.

6 9+ years in Federal BD with 6 years specifically in Air Force and/or Army BD, covering both new business and recompetes.

Proven wins on AF/Army new business or key recompetes ($5M $50M TCV+).

Working knowledge of FAR/DFARS, DoD acquisition pathways, OTAs/consortia, and common vehicles (OASIS+, GSA MAS, SEWP, CIOSPx).

Relationships across Air Force MAJCOMs/centers (e.g., AFLCMC, AFMC, ACC) and/or Army PEOs/commands (e.g., PEO EIS, PEO C3T, Army Futures Command, NETCOM).

BPAs/IDIQs & OTAs: Demonstrated experience teaming and winning on BPAs/IDIQs (prime or sub) and leveraging OTAs/consortia (e.g., NSTXL, S2MARTS) to accelerate AF/Army pursuits.

Day1 Pipeline: Bring an immediately activatable, named AF/Army pipeline (with customer POCs, stage, next steps) ready for meetings in week one.

Ramp Speed: Demonstrated ability to schedule and lead 5 AF/Army customer meetings in the first two weeks and convert at least two pursuits to Capture within 60 days.

Bachelor s in Business, Engineering, or related field; MBA a plus.

Familiarity with AF/Army priorities (JADC2/ABMS, Zero Trust, Software Modernization, Data/CDAO, Cloud/DevSecOps).

Orals experience and solution demo facilitation; Shipley or equivalent training.

Large Business teaming (preferred): Current teaming relationships with Tier1 Large Business primes in AF/Army portfolios.