Department of Homeland Security - Business Development Account Executive

BigBear.ai is seeking a Department of Homeland Security – Business Development Account Executive to support the pursuit of opportunities across DHS and DOJ.

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 Federal Law Enforcement (including ICE, FBI and DEA). 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.

• Develop and execute a comprehensive business development strategy targeting DHS and DOJ clients and mission programs
• Identify, pursue, and capture new business opportunities through active engagement with DHS and DOJ 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 and DOJ ecosystem
• Represent the company at DHS and DOJ 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 and DOJ 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

• Bachelor's Degree and 8 to 10 years of experience; Master's Degree and 6 to 8 years of experience
• 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

• 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

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.