Business Development Manager, Air Force Programs

Firestorm•San Diego, CA

1d•$148,000 - $183,000•Onsite

About The Position

Firestorm is seeking a mission-driven Business Development Manager to to drive our engagement and lead growth across U.S. Air Force programs. This role is responsible for identifying, shaping, and winning new business by aligning Air Force operational needs with Firestorm’s advanced systems and manufacturing capabilities. While at Firestorm, you will shape strategy, forge relationships, and identify opportunities where Firestorm’s cutting-edge systems can close capability gaps. Operating at the intersection of Air Force acquisition, operational planning, and rapid technology delivery, you will own opportunities end-to-end. You will drive early customer engagement, shape requirements, and lead capture efforts through award, working closely with engineering, product, and leadership. This role is ideal for a builder who thrives in a fast-moving environment, operates with autonomy, and brings disciplined execution to business development.

Requirements

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 & the ability to obtain and maintain a Department of Defense (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 Other Transaction Authorities (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

Nice To Haves

12+ years of progressively increasing functional experience in the Federal government or in Defense industry equivalent required
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 fast-growth or venture-backed defense technology companies

Responsibilities

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

Benefits

We offer comprehensive medical, dental, and visions plans
401(k) Retirement Savings Plan to invest in your long-term retirement goals
Equity grants for new hires
Unlimited PTO
Extremely generous company holiday calendar, including a holiday hiatus in November, & 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.