Business Development Manager Air Force

Cherokee Federal
United States, Virginia, McLean
Mar 12, 2026
ACCOUNT EXECUTIVE - AIR FORCE GENERAL BUSINESS DEVELOPMENT *As required by our governmental clients, this position requires U.S. Citizenship* *Ability to obtain and maintain a security clearance (active preferred)* The BD Account Executive - Air Force Business Development is responsible for full-lifecycle business development, capture leadership, and customer engagement across the Department of the Air Force (DAF), including U.S. Air Force and U.S. Space Force organizations. This role is accountable for shaping, qualifying, and winning new business by aligning Air Force mission requirements with Cherokee Federal's core capabilities in: Systems Engineering & Technical Services (SETA) Advanced Technology Solutions (ATS / HESFP) Logistics & Sustainment Operations (LSO) This position emphasizes early-stage opportunity shaping, disciplined capture execution, and senior-level customer engagement across Air Force operational, acquisition, logistics, engineering, and digital mission communities. The Account Executive serves as the primary growth leader for assigned Air Force accounts and is expected to drive opportunities from identification through award, including large, complex, multi-year pursuits ($50M-$500M+). PRIMARY RESPONSIBILITIES Strategic Business Development and Capture Leadership Establish and execute an Air Force-focused BD strategy aligned to PETS, ATS, and LSO growth priorities. Lead full lifecycle business development and capture activities from early shaping through award. Execute disciplined opportunity qualification, capture planning, and win strategy development. Develop compelling, executable solutions aligned to Air Force mission needs leveraging PETS, ATS, and LSO. Focus on high-probability competitive space, particularly labor-driven, mission support, and sustainment opportunities. Customer Engagement and Market Shaping Serve as the primary interface with Air Force and Space Force customers. Build and maintain trusted relationships with senior stakeholders, contracting officers, and program offices. Shape opportunities through: RFIs / Sources Sought White papers Capability briefings Industry engagements Influence requirements development and acquisition strategy in compliance with FAR and ethics standards. Pipeline Management and Growth Planning Build and manage a qualified Air Force pipeline aligned to PETS, ATS, and LSO mission areas. Develop account plans and 12-24-month opportunity roadmaps. Align pipeline to: OASIS+ task orders Full & Open competitive opportunities Select strategic direct awards Conduct financial modeling, bid/no-bid decisions, and forecasting. Provide regular pipeline and capture updates to senior leadership. Cross-Functional Leadership and Collaboration Lead matrixed teams across: Capability Leads (PETS, ATS, LSO) Capture and Proposal Teams Pricing and Contracts Ensure solutions are: Executable Competitive Aligned to mission outcomes Develop and execute teaming strategies with partners and subcontractors. Process Discipline and Tools Apply Shipley-based BD and capture methodologies. Maintain accurate Salesforce pipeline and capture data. Support corporate gate reviews and governance processes. Contribute to enterprise submission and award objectives. AIR FORCE CUSTOMER FOCUS Demonstrated knowledge of and relationships within Department of the Air Force organizations, including: Air Force Materiel Command (AFMC) Air Combat Command (ACC) Air Mobility Command (AMC) Air Force Sustainment Center (AFSC) Air Force Life Cycle Management Center (AFLCMC) Air Force Research Laboratory (AFRL) Space Systems Command (SSC) U.S. Space Force operational elements Air Force Installation & Mission Support Center (AFIMSC) Priority Mission Areas (Aligned to PETS / ATS / LSO) Advisory and SETA services Engineering, technical services, and program support IT, digital, and platform-based solutions (partner-led) Logistics, warehousing, supply chain, and sustainment Maintenance and operational mission support EXPERIENCE, EDUCATION, SKILLS, AND ABILITIES Bachelor's degree in business, engineering, or related field (or equivalent experience) 10-15+ years of federal BD/capture experience with strong Air Force focus Proven track record of winning competitive DoD contracts Deep expertise in: Opportunity qualification Capture strategy Competitive positioning Proposal execution Established relationships within Air Force acquisition and mission communities Strong understanding of: FAR / DFARS DoD acquisition lifecycle Contract vehicles (OASIS+, GWACs, IDIQs, GSA MAS, 8(a), Full & Open) Strong executive communication and stakeholder engagement skills Ability to operate at both strategic and tactical levels Proficiency with Salesforce and Microsoft Office Ability to travel up to 50% Ability to obtain and maintain a security clearance (active preferred) Company Information: Cherokee Nation Businesses Corp - CFED (CNB) is a part of Cherokee Federal - the division of tribally owned federal contracting companies owned by Cherokee Nation Businesses. As a trusted partner for more than 60 federal clients, Cherokee Federal LLCs are focused on building a brighter future, solving complex challenges, and serving the government's mission with compassion and heart. To learn more about CNB, visit cherokee-federal.com. #CherokeeFederal #LI #LI-WD1 Cherokee Federal is a military friendly employer. Veterans and active military transitioning to civilian status are encouraged to apply. Similar searchable job titles Business Development Manager Federal Government Sales Executive Government Contract Specialist Strategic Accounts Manager Federal Business Growth Director Keywords Business Development Federal Government Contracts Strategic Planning Sales Growth Negotiation Skills Key Competencies Knowledge of FAR and Government Contract Vehicles Competitive Intelligence regarding markets and competitors Relationship Building and Relationship Management Communication and Presentation Skills Win Strategy and Execution Results-driven Integrity Problem solving Adaptable Project management skills Legal Disclaimer: Cherokee Federal is an equal opportunity employer. Please visit cherokee-federal.com/careers for information regarding our Affirmative Action and Equal Opportunity Employer Statement, and Accommodation request. Many of our job openings require access to government buildings or military installations. Candidates must pass pre-employment qualifications of Cherokee Federal.