Business Development Director, U.S. Navy & U.S. Marine Corps

Firestorm•San Diego, CA

2d•$160,000 - $190,000•Onsite

About The Position

Firestorm is seeking a dynamic, mission-aligned Business Development Manager to drive engagement with the U.S. Navy & U.S. Marine Corps. This role involves shaping strategy, forging relationships, and identifying opportunities where Firestorm’s systems can address critical capability gaps. The ideal candidate will excel at collaborating with and influencing diverse cross-functional Navy & Marine Corps stakeholders, navigating opportunities within the Department of Navy (DoN), and operating in a fast-paced, small business setting. The role requires an entrepreneurial self-starter capable of influencing peers and senior colleagues, and contributing across the business development, capture, and proposal development lifecycle. The position operates at the intersection of defense acquisition, operational planning, and advanced technology delivery, bridging customer needs and product innovation.

Requirements

Bachelor’s degree in Business Administration, Marketing, Communications, Finance or equivalent education. In lieu of a degree 10+ years of progressive relevant experience is required.
U.S. Citizenship required due to ITAR regulations & the ability to obtain and maintain a Department of War (DoW) security clearance
Active Secret clearance at hire required.
8+ years of experience in federal business development, with direct experience in the Navy, USMC or DoW sector.
5+ years of direct experience working & engaging within aerospace and defense, or government services, executing all aspects of business development including pipeline management.
Experience capturing and growing DoW services contracts, including IDIQs, GWACs, and/or task orders.
Experience in developing win strategies, shaping opportunities, supporting pricing, and leading proposals.
Understanding of DoW acquisition, contracting processes, and federal procurement trends.

Nice To Haves

Prior experience with DoW, DoN acquisition offices or operational Navy/USMC commands, either as a civilian or military service member.
Experience with DoN program offices & operational commands.
Demonstrated success leading or influencing cross-functional teams in matrixed organizations.
Experience advising or integrating technology, materials, or engineering solutions into naval systems.
Strong competitor analysis skills and the ability to anticipate market behavior and model competitor strategies.
Excellent written, verbal, and interpersonal communication skills.
Strategic thinker with strong analytical and budget management capabilities.
Self-motivated, goal-oriented and results-driven, to achieve business objectives.

Responsibilities

Develop and implement Firestorm’s Navy and Marine Corps engagement strategy, including outreach to operational units, program offices and platform integrators—to identify and qualify new business and drive long-term growth.
Lead market and opportunity analysis focused on Navy, Marine Corps, and joint customers to inform strategic pursuits.
Identify and qualify new business opportunities that align with Firestorm’s capability roadmap and growth strategy.
Capture Management. Identify, qualify, and capture opportunities pertaining to contested logistics and sUAS — from understanding, shaping, and via the RFI/RFP, proposal, and award stages.
Build and manage strong relationships with key stakeholders and decision-makers across the DoW, DON, national intelligence agencies, and industry partners.
Navigate DoW budget cycles and acquisition processes to strategically position Firestorm early in the procurement lifecycle.
Guide competitive positioning, shape teaming strategies, and oversee development of compliant, compelling proposals for DoN programs.
Lead and manage complex sales and capture cycles from initial engagement through contract award.
Represent Firestorm at key industry events, conferences, tradeshows, and customer engagements to expand visibility and relationships.
Translate complex technical capabilities into mission-relevant, operational use cases and value propositions for diverse stakeholders.
Collaborate closely with engineering, product, and cross-functional teams to shape offerings aligned with customer mission needs.
Ensure compliance with FAR/DFARS regulations and federal procurement standards throughout the capture process.
Maintain accurate business development documentation, including capture plans, activity logs, and CRM records.
Track and report on business development, performance metrics and pipeline health, providing strategic insights to leadership.
Continuously monitor emerging customer needs and evolving market dynamics through direct engagement and research.
Draft Executive communications, develop proposals, capability briefs, white papers, talking points that drive senior leader decision making.
Perform other duties as required.

Benefits

Relocation assistance is available
Comprehensive medical, dental, and visions plans
401(k) Retirement Savings Plan
Equity grants for new hires
Unlimited PTO
Extremely generous company holiday calendar, including holiday hiatuses in July & 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.