BigBear.ai is seeking a Business Development Manager to develop and manage relationships with customers to drive software sales and revenue. The ideal candidate for this job must have a background in CBP operations, possess a strong network within the technology industry, demonstrate experience with access control in airport settings, offer proven expertise in implementing technology solutions, and have a track record of working internationally.

BigBear.ai provides decision intelligence solutions for Digital Identity, National Security, and Supply Chain Management. Our technology comes from our experience in some of the most complex operating environments, and our experts partner with our customers to design and implement solutions tailored to their needs.

BigBear.ai's customers, which include Government & Defense, Manufacturing & Warehouse Operations, Travel and Transportation (including airports and air carriers) all rely on BigBear.ai's solutions to empower leaders to make decisions at the speed of relevance.

BigBear.ai drives innovation and is developing cutting edge technologies to enable wider access to artificial intelligence that will change the paradigm for deploying, orchestrating, and managing algorithms in the future. Our Dartmouth solution is an emerging, cutting-edge capability that provides AI at the edge for automated threat detection and a decision support platform for complex environments in the travel and trade industries. The first application of Dartmouth is for aviation security screening at airports and will transform the way security and operations are conducted at the security checkpoint. The technology roadmap for Dartmouth includes other use cases and applications such as customs interdictions and trade compliance. We are seeking an experienced and well-networked business development lead who can work with prospective customers and industry leaders develop a healthy multi-year pipeline, and convert early adopters into revenue.

Our customers have trusted us for decades because our solutions are built for the domains and missions they serve, supported by subject matter experts from their field. We are committed to open architecture designs, enabling interoperability across platforms & algorithms, and providing access to models and data, ensuring our clients can take action with trust and speed.

• As the Business Development Manager you will be responsible for executing business development initiatives and tasks and driving new sales in commercial enterprise accounts for BigBear's Dartmouth solution
• In coordination with Dartmouth team, close sales with customers within organizational terms of sales and agreements
• Respond to customer inquiries and resolve objections to get customers to a positive purchasing decision
• Stay current and articulate the latest developments of Dartmouth technical capabilities to prospects and clients, to position Dartmouth at market competitive advantage
• Gather market, competitive and customer information to address customer needs and inform product-market fit/product management to help shape the go-to-market strategy
• Provide customer feedback to product management and engineering to inform product roadmaps
• Advise management on successful pricing strategies based on your experience and customer feedback

• Bachelors Degree required. Higher education degree not required, but a plus
• 8-10 years of relevant experience (e.g. airport security and operations, technical business development and relationship management.) Additional relevant experience can be considered in lieu of a degree
• Demonstrated track record of business development and sales utilizing a variety of techniques and strategies
• Experience selling nascent software technology into enterprise customers
• Adept in understanding how to execute technical sales
• Strong technical acumen and understanding of cloud computing, data/AI, and related technologies
• Established network in the travel or airport sector, with understanding of airport operations and security highly preferred
• Exceptional communication and presentation skills with the ability to articulate technical concepts to both technical and non-technical audiences
• Strong problem-solving and negotiation skills
• Ability to work independently and as part of a team, taking ownership of projects and initiatives
• Willing and able to travel to prospect/client sites as needed

8-10 years of relevant experience (e.g. airport security and operations, technical business development and relationship management.)

BigBear.ai delivers AI-powered analytics and cyber engineering solutions to support mission-critical operations and decision-making in complex, real-world environments. BigBear.ai's customers, which include the US Intelligence Community, Department of Defense, the US Federal Government, as well as customers in manufacturing, healthcare, commercial space, and other sectors, rely on BigBear.ai's solutions to see and shape their world through reliable, predictive insights and goal-oriented advice. Headquartered in Columbia, Maryland, BigBear.ai is a global, public company traded on the NYSE under the symbol BBAI. For more information, please visit: and follow BigBear.ai on Twitter: .