Account Executive - DHS

Bigbear.ai

2d•Hybrid

About The Position

BigBear.ai is seeking a Department of Homeland Security – Business Development Account Executive to support the pursuit of opportunities across DHS. This is an ideal opportunity to be part of one of the fastest-growing AI/ML companies in the industry. At BigBear.ai, we're in this business together. We own it, we make it thrive, and we enjoy the challenges of our work. Our employees play the most significant role in our continual success. That is why we foster an environment of growth and development, emphasizing opportunity, recognition, and work-life balance. We give the same high level of commitment to our employees that we deliver to our clients. If BigBear.ai sounds like the place where you want to be, we will enjoy speaking with you. This position will be based out of McLean, VA, and offers remote work flexibility. The Account Executive is responsible for seeking and capturing opportunities within the Department of Homeland Security (including TSA, ICE, CISA, and FEMA). This executive must thrive in an environment where they are responsible for managing and executing the full BD life-cycle process across multiple simultaneous pursuits and proposals. The executive will routinely be responsible for 2-3 large ($50M+) solicitation pursuits at various stages of capture simultaneously. The ideal candidate will have prior experience conducting Business Development and Capture with the Department of Homeland Security. Successful candidates will be able to conceptualize a vision for winning, develop a capture plan that implements the vision, and translate it into win themes. They will adjust the vision as the procurement unfolds and focus and manage the capture activities and team (internal and external) to achieve the vision through final proposal submission and assist in preparing the execution team to perform quickly post award.

Requirements

Bachelor’s degree and 7+ years of related experience or Master’s degree and 4+ years of prior relevant experience. Additional experience may be considered in lieu of a degree
Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions to respond to and win business with new and existing customers
Demonstrated success winning contracts through full capture lifecycle – from opportunity identification to award
Technical writing and proposal development experience
Strong verbal communication skills and prior experience briefing executives
Limited travel as necessary
Clearance: Ability to obtain a Public Trust clearance

Nice To Haves

Succesful track record of maturing and closing opportunities with DHS
Experience collaborating with technologists to craft solutions for customers
Relationships with TSA and ICE community decision makers
Comprehensive understanding of DHS mission and technology-based roadmaps

Responsibilities

Develop and execute a comprehensive business development strategy targeting DHS clients and mission programs
Identify, pursue, and capture new business opportunities through active engagement with DHS leadership, contracting officers, and integrators
Build and maintain a healthy opportunity pipeline aligned with company growth goals
Collaborate with proposal, pricing, and technical teams to shape winning solutions and responses to RFPs, RFIs, and sources sought notices
Track and analyze federal procurement trends, budget priorities, and program opportunities within the DHS ecosystem
Represent the company at DHS and industry events, trade shows, and networking engagements
Maintain detailed and accurate records in the CRM system for pipeline management and revenue forecasting
Partner with internal subject matter experts to align offerings with DHS mission needs and technical requirements
Mature opportunities within DHS (TSA, ICE, CISA, and FEMA) through customer engagement and strategic partnerships
Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
Brief capture status to senior management at specified milestones in the capture process, when material changes occur and as needed
Conduct after action reviews for all business opportunities to capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions