Business Development Director & SME – OTAs, CSOs & SBIRs

Socket.dev; Reston (VA); On-site; USD 180,000 - 240,000; Full time

Job summary

SAIC is seeking a high-caliber Business Development Director and SME with deep expertise across OTA, CSO, SBIR/STTR programs. The role serves as enterprise quarterback for alternative acquisition pathways, owning strategic positioning, pipeline development, and win strategies with major DoD consortia and Direct Mission Partners.

In this dual-hatted role, you will guide capture, proposals, pricing, and compliance, develop SOPs, brief executives, and lead cross-functional teams across contracts,

Qualifications

• High-value acquisition programs experience across OTA/CSO/SBIR/STTR.
• Ability to brief executives and stakeholders effectively.
• Deep knowledge of OTA/CSO/SBIR/STTR frameworks and compliance.

Responsibilities

• Identify and qualify opportunities across OTA, CSO, SBIR programs and consortia.
• Lead capture, develop win themes, pricing strategies and proposals.
• Coordinate with CMOs, DIU, AFWERX and other partners to drive growth.
• Ensure compliant guidance for non-traditional acquisitions and transition plans.

Skills

Strategic thinking

Regulatory mastery

Relationship management

Analytical skills

Executive communication

Cross-functional leadership

Entrepreneurial mindset

Job description

SAIC is seeking a high-caliber Business Development Director and Subject Matter Expert (SME) with deep, demonstrated expertise across Other Transaction Agreements (OTAs), Commercial Solutions Openings (CSOs), and Small Business Innovation Research/Small Business Technology Transfer (SBIR/STTR) programs. This role serves as the enterprise quarterback for all alternative acquisition pathways, owning strategic positioning, pipeline development, and win strategies across major OTA Consortia (e.g., Cornerstone, NSTXL, C5, SOSSEC), Direct Mission Partners (e.g., DIU, AFWERX, NavalX, Army RCCTO), and SBIR/STTR program offices across all military branches.

In this dual-hatted role, you will act as both a strategic pipeline developer and the corporate authority on non-traditional acquisition compliance, guiding capture, proposal structure, and pricing strategy through the unique rules of engagement for each alternative contracting vehicle.

Key Responsibilities

Pipeline Development & Shaping

Identify and qualify high-value opportunities ($10M–$100M+) across defense portals, consortium platforms, SBIR.gov, and innovation cells, shaping requirements pre-solicitation through direct engagement with Agreements Officers (AOs), Program Managers (PMs), and SBIR program managers. Lead capture for OTA, CSO, and SBIR/STTR pursuits by developing compelling win themes, pricing strategies, and value propositions that emphasize rapid capability deployment and technical superiority. Track and report pipeline metrics, win rates, and portfolio performance to senior leadership on a regular cadence.

Mission Partner & Consortium Engagement

Serve as the primary corporate representative to Consortium Management Organizations (CMOs), coordinating joint responses, white papers, and pitches across major DoD OTA consortia. Build and execute targeted growth campaigns with DIU, AFWERX, SOFWERX, Space RCO, NSTXL, MCSC, and RCCTO. Develop SBIR/STTR pursuit strategies across Phase I, II, and III, leveraging Phase III sole-source authority to drive follow-on production growth. Build and maintain teaming ecosystems with non-traditional defense contractors (NDCs), startups, academic institutions, and small businesses.

Subject Matter Expertise & Compliance Advisory

Serve as the enterprise SME on 10 U.S.C. § 4021 (Research OTA), 10 U.S.C. § 4022 (Prototype/Production OTA), CSO guidelines, and 15 U.S.C. § 638 (SBIR/STTR). Advise capture and proposal teams on NDC participation requirements, IP and data rights negotiations, 1/3rd cost-sharing rules, and SBIR data rights protections. Architect transition plans from prototype OTAs to Follow-on Production OTAs (10 U.S.C. § 4022(f)), SBIR Phase III sole-source awards, or FAR-based production contracts. Develop internal SOPs, playbooks, and training materials while monitoring and communicating legislative and regulatory changes to leadership. Deliver executive-level briefings on policy changes, budget allocations, and competitive dynamics across the non-traditional acquisition space.

Core Competencies

• Strategic Thinking — the ability to align OTA, CSO, and SBIR opportunities with corporate growth strategy and long-term positioning.
• Regulatory Mastery — a deep command of OTA, CSO, and SBIR/STTR statutory frameworks and compliance requirements.
• Relationship Management — the ability to build trusted, enduring relationships with government customers, consortium partners, and SBIR program offices.
• Analytical Skills — the capacity to evaluate opportunity viability, risk, and return on investment across all alternative acquisition vehicles.
• Collaboration — the ability to lead and influence matrixed teams across business development, contracts, legal, and program management without formal authority.
• Communication — the ability to clearly articulate complex acquisition concepts to diverse audiences ranging from engineers to C-suite executives.
• Entrepreneurial Mindset — a drive to pursue creative, non-traditional approaches to pipeline development in a fast-paced, dynamic environment.

Cultural & Leadership Fit

The ideal candidate thrives in a highly dynamic, fast-paced environment where procedures are flexible and customized strategies are required for each pursuit. They are a natural cross-functional influencer, capable of building consensus and guiding matrixed teams — including contracts, legal, pricing, and technical engineering — without formal organizational authority. They are a compelling communicator with outstanding executive-level presentation skills, comfortable delivering pitch decks, white papers, and oral presentations to high-ranking military and civilian government customers.

SAIC® is a premier mission integrator focused on advancing the power of technology and innovation to serve and protect our world. Our robust portfolio of offerings across the defense, space, intelligence, and civilian markets includes secure high-end solutions in mission IT, enterprise IT, engineering services, and professional services. We integrate emerging technology, rapidly and securely, into mission critical operations that modernize and enable critical national imperatives.

We are approximately 23,000 strong; driven by mission, united by purpose, and inspired by opportunities. SAIC is an Equal Opportunity Employer. Headquartered in Reston, Virginia, SAIC has annual revenues of approximately $7.3 billion. For more information, visit saic.com. For ongoing news, please visit newsroom.