Business Development & Capture Lead — U.S. Navy (USN)

BigBear.ai is seeking a Business Development & Capture Lead - U.S. Navy (USN) to support the pursuit of opportunities across the USN.

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 Tysons, VA, and offers remote work flexibility.

The Account Executive is responsible for seeking and capturing opportunities within the USN. 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 previously served as a BD executive or capture manager with proven experience supporting enterprise IT customers and have a network of contacts.

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.

• Mature opportunities within the USN through customer engagement and strategic partnerships
• Develop a plan for securing knowledge and understanding of the customer’s requirements, issues, and needs during the pursuit and capture phases and lead planning sessions with a core team
• Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
• Plan and participate in capture activities, including opportunity gate reviews, black hat sessions, collaboration and workshop sessions, and proposal reviews
• Lead competitive assessments, teaming, and price-to-win efforts.
• Support the writing of white papers, RFI responses, and other proposal artifacts as assigned
• Apply a practical application (including documentation) of the BigBear.ai capture planning process and practices
• Brief capture status to senior management at specified milestones in the capture process, when material changes occur and as needed
• Support other business development activities as assigned
• 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
• Mentor other program managers and rotational program staff in the capture management process

• Bachelor’s degree and 10+ years of related experience or Master’s degree and 8+ 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
• This role requires that the successful candidate have a proven track record of successful capture management in the federal government market across multiple organizations and program offices at a variety of acquisition sizes
• A track record of leading and winning contracts or managing pipeline
• Experience leading teams in a virtual environment
• Technical writing and proposal development experience
• Strong verbal communication skills and prior experience briefing executives
• Limited travel as necessary
• Clearance: Ability to obtain a Secret level clearance

• Prior Navy service or civilian acquisition experience (PEO/SYSCOM/Warfare Center)
• Understanding of Navy cyber requirements (RMF, ATO process, Zero Trust direction)
• Experience with OTAs and rapid prototyping pathways (where your solution fits)
• Existing positions on key contract vehicles relevant to your target accounts

BigBear.ai is a leading provider of AI-powered decision intelligence solutions for national security, supply chain management, and digital identity. Customers and partners rely on Bigbear.ai’s predictive analytics capabilities in highly complex, distributed, mission-based operating environments. Headquartered in McLean, Virginia, BigBear.ai is a public company traded on the NYSE under the symbol BBAI. For more information, visit https://bigbear.ai/ and follow BigBear.ai on LinkedIn: @BigBear.ai and X: @BigBearai.

BigBear.ai is an Equal opportunity employer all protected groups, including protected veterans and individuals with disabilities.