Business Development Manager

Noda

. Develop and execute NODA’s business development strategy across the Air Force, including Major Commands, Program Executive Offices, research laboratories, and innovation organizations .

Posted 11/11/2026full-timeRemote • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive experience in business development and capture management within the Air Force, with a strong focus on strategic opportunity identification and relationship building. Proficient in navigating FAR-based contracts and developing effective account strategies to drive growth and align with Air Force priorities.

Highest-signal resume keywords

Business Development StrategyFAR-Based ContractingCapture ManagementRelationship BuildingAir Force Acquisition Processes

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Opportunity QualificationPipeline ManagementProposal DevelopmentCompetitive AssessmentsAccount StrategiesTechnical DiscussionsWin StrategiesForecastingNegotiationExecutive Briefings

Soft Skills

Exceptional CommunicationRelationship-BuildingStrategic ThinkingResilienceAdaptability

Tools & Technologies

CRM ManagementAI-Enabled SoftwareUnmanned Aircraft SystemsCollaborative AutonomyDefense Technologies

Certifications & Qualifications

DoD Security ClearanceTop Secret or TS/SCI Security Clearance

Industry Keywords

Department of DefenseAir ForceRapid AcquisitionOTAsSBIR/STTRIDIQsAFWERXDIUC5ISRISR

Tech Stack

Tools & technologies

TypeScript

About the role

Key responsibilities & impact

Develop and execute NODA’s business development strategy across the Air Force, including Major Commands, Program Executive Offices, research laboratories, and innovation organizations
Build trusted relationships with airmen, mission planners, acquisition professionals, contracting officers, laboratories, test organizations, prime contractors, and senior Air Force stakeholders
Identify, qualify, shape, and capture strategic opportunities across unmanned aircraft, collaborative autonomy, base defense, and multi-domain operations
Lead opportunities from early customer engagement through proposal, negotiation, award, and transition to execution
Develop and maintain a healthy multi-quarter pipeline
Deliver accurate forecasting, opportunity qualification, and disciplined CRM management
Lead capture planning, including customer engagement strategy, competitive assessments, solution shaping, teaming strategies, pricing support, win themes, proposal development, bid/no-bid recommendations, and executive gate reviews
Influence future Air Force requirements through engagement with operators, requirements owners, and program offices
Partner with Engineering, Product, Mission Operations, Contracts, and Executive Leadership to align Air Force priorities with NODA’s product roadmap and growth strategy
Navigate FAR-based contracts, OTAs, CSOs, SBIR/STTR, IDIQs, AFWERX, DIU, and other rapid acquisition mechanisms
Identify and cultivate strategic partnerships with prime contractors, aircraft manufacturers, systems integrators, emerging technology companies, academia, and mission partners
Represent NODA at demonstrations, experimentation events, exercises, and industry events
Monitor Air Force priorities, autonomy and unmanned systems strategy, funding, competitive activity, and capability gaps
Develop executive briefings, capability presentations, white papers, and strategic communications

Requirements

What you’ll need

8+ years of business development, capture management, military, government, or related DoD experience, with significant focus on the Air Force
Demonstrated success winning new business from customer engagement through contract award
Strong understanding of the Air Force enterprise, including Major Commands, acquisition and requirements organizations, budget cycles, and procurement processes
Experience with FAR-based contracting and non-traditional acquisition pathways including OTAs, CSOs, SBIR/STTR, IDIQs, and rapid acquisition efforts
Established relationships across the Air Force’s operational, acquisition, and innovation communities
Ability to engage credibly in technical discussions involving autonomy, AI-enabled software, robotics, interoperability, and unmanned aircraft systems
Experience developing account strategies, capture plans, competitive positioning, and win strategies
Bachelor’s degree or equivalent combination of military, government, and industry experience
Ability to travel approximately 30%
U.S. citizenship required due to ITAR regulations
Ability to obtain and maintain a DoD security clearance
Prior service in the U.S. Air Force or extensive experience supporting Air Force organizations
Existing relationships across AFLCMC, AFRL, AFWERX, the Department of the Air Force Rapid Capabilities Office, Air Combat Command, the Air Force Test Center, or DIU
Experience supporting unmanned aircraft systems, collaborative combat aircraft, counter-UAS, ISR, C5ISR, or adjacent defense technologies
Experience supporting experimentation campaigns, exercises, flight testing, or technology transition efforts
Experience working within a venture-backed or high-growth defense technology company
Active Top Secret or TS/SCI security clearance
Strategic thinking and ability to connect customer challenges with business growth and product strategy
Exceptional relationship-building and executive presence
Outstanding communication, presentation, negotiation, and influencing skills
Strong forecasting, pipeline management, and opportunity tracking skills
Ability to collaborate across Engineering, Product, Operations, Contracts, and Leadership
Mission-first mindset and passion for delivering operational advantage to the warfighter
Initiative to create opportunities and shape markets
Ability to translate complex autonomy and AI concepts into mission value
Resilience, adaptability, accountability, and comfort operating independently in ambiguous startup environments
U.S. citizenship, lawful permanent residence, protected individual status, or other eligibility for required U.S. government export authorizations

Benefits

Comp & perks

Premium medical, dental, and vision coverage with zero paycheck premiums for you and your family
401(k) Retirement Savings Plan with company match
Equity grants for new hires
Unlimited PTO
11 paid holidays
Generous company holiday calendar, including a holiday hiatus in November and December
Generous parental leave
Military leave for annual training or service requirements
FSA
DCFSA
HSA
Professional development opportunities
Access to One Medical
Free mental health resources 24/7, including therapy
Free legal and financial support
Competitive salary
Opportunities for career growth
Approximately 30% travel supporting customer engagements, demonstrations, exercises, and industry events