Business Development Manager, Air Force Programs

Organization: Firestorm

Location: San Diego, California, United States

Who We AreAt Firestorm, we’re on a mission to revolutionize how defense solutions are designed and delivered. Our goal is to empower U.S. ally nations to effectively deter aggressors—regardless of their defense budget—through innovative, cost-efficient technologies. We call this vision “democratized deterrence.” As a VC-backed company at the intersection of defense and Silicon Valley, we’re pioneering the development of mission-adaptable aerial vehicles that put power back into the hands of operators. By prioritizing operator effectiveness, we’re pioneering a new era of aerial vehicle design. We aim to upend the traditional defense procurement model by delivering world-class capabilities at a fraction of the usual cost. Join us at Firestorm as we redefine defense procurement, making cutting-edge technology accessible to all at a fraction of the cost.About the Role 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. What You’ll DoIdentify, qualify, and mature U.S. Air Force opportunities from early shaping through capture and awardOwn the full business development lifecycle across multiple concurrent pursuits, ensuring disciplined qualification and strong position-to-win strategiesContinuously monitor the Air Force market to understand mission needs, emerging requirements, budget dynamics, and acquisition pathwaysDevelop and execute customer engagement plans that surface capability gaps and future program opportunitiesBuild and maintain trusted relationships with Air Force program offices, labs, operational units, and industry partnersLead competitive assessments, identify differentiators, and craft clear win themesIdentify and qualify teaming partners that strengthen Firestorm’s competitive positionPartner closely with engineering and technical SMEs to shape differentiated, mission-relevant solutionsTranslate complex technical concepts into clear, compelling value propositions for Air Force stakeholdersSupport and guide proposal development efforts in collaboration with capture, pricing, contracts, and marketing partnersDevelop market analysis, competitive intelligence, and capability presentations for internal and external audiencesTrack and communicate pipeline health, capture progress, and key risks to leadershipRepresent Firestorm at customer meetings, industry events, and defense innovation forumsRequired QualificationsBachelor’s degree in business, engineering, or a related field8+ years of experience in defense business development, capture management, or Air Force acquisition operationsU.S. Citizenship required due to ITAR regulations & the ability to obtain and maintain a Department of Defense (DoD) security clearanceDemonstrated success building and executing a growth pipeline within U.S. Air Force programsEstablished relationships and past performance with U.S. Air Force UAS stakeholders, including SOF/ISR PEO, AFSOC, and/or Headquarters Air ForceEstablished relationships and past performance with AFLCMC/WIStrong 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 effortsExperience engaging and influencing senior Air Force and government decision-makersStrong strategic, analytical, and presentation skillsFinancial and business acumen, including understanding of cost structures, tradeoffs, and return on investmentClear, concise communicator across technical and non-technical audiencesSelf-starter comfortable operating with limited structure in a startup environmentExcellent organizational, communication, and leadership skills with the ability to align cross-functional teamsHigh level of ownership; you run toward the firePreferred Qualifications12+ years of progressively increasing functional experience in the Federal government or in Defense industry equivalent requiredTrained in Shipley BD/Capture Management or professional equivalentExperience supporting advanced aerospace, autonomous, or mission-critical defense technologiesBackground in unmanned systems, aerospace platforms, or advanced technology insertionFamiliarity with Air Force innovation and rapid acquisition pathways such as AFWERX, Rapid Capabilities Office, or SBIR/STTRTrained 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 unitsPrior experience working in or alongside fast-growth or venture-backed defense technology companies Work Environment  Based at our Headquarters in San Diego, CAThis role requires an on-site presenceWe welcome candidates who are local or open to relocating; relocation assistance is available and may be included in the offer package where appropriate.Willingness to travel up to 25% domestically This position typically operates in a standard office setting and manufacturing environment. This role requires use of standard office equipment and may involve exposure to loud noise, heat, cold, dust, or chemicals (with PPE). The physical demands described here are representative of those that must be met to successfully perform the essential functions of the job. Ability to sit, stand, bend, reach, climb, and move about regularly throughout the day. Must have manual dexterity to operate standard office equipment. Compensation US Salary Range: $148,000 - $183,000 USDThe posted salary range reflects an estimate based on a variety of compensation factors, including but not limited to relevant experience, education, certifications, specialized skills, geographic location, and business needs. Actual compensation may vary, and this range is subject to change as our compensation structure or market conditions evolve. Benefits & Perks Our culture fosters collaboration, respect, and trust, empowering passionate people to do their best work. We offer a competitive salary, comprehensive benefits, and opportunities for career growth. In addition to an opportunity to take part in an innovative, collaborative and fast-growing business with a highly motivated and skilled team, we also take pride in taking care of our employees. Here are just a few ways that we show our appreciation:We offer comprehensive medical, dental, and visions plans401(k) Retirement Savings Plan to invest in your long-term retirement goalsEquity grants for new hiresUnlimited PTOExtremely generous company holiday calendar, including a holiday hiatus in November, & December.Generous Parental Leave Lifestyle Spending AccountFSA DCFSAHSAHospital 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. Export Control Compliance To conform to U.S. government export control regulations, including the International Traffic in Arms Regulations (ITAR) and Export Administration Regulations (EAR), you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or otherwise eligible to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce. Equal Opportunity Statement Firestorm is an equal opportunity employer, committed to creating a diverse and inclusive workplace, and upholding equitable hiring practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic under federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance. We actively encourage members of recognized minorities, women, Veterans, and those with disabilities to apply, and we work to create a welcoming and supportive environment for all applicants throughout the interview process. Firestorm is committed to fostering an inclusive and accessible work environment. If you require accommodations or assistance during the application process, please don’t hesitate to reach out to us at careers@launchfirestorm.com so we can provide the support you need.  

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