Business Development Director & SME – OTAs, CSOs & SBIRs

Inside Philanthropy; San Diego (CA); On-site; USD 200,000 - 240,000; Full time

Job summary

SAIC is seeking a high-caliber Business Development Director and SME with deep expertise across OTAs, CSOs, and SBIR/STTR programs. The role oversees strategic positioning, pipeline development, and win strategies with major DoD partners and consortia.

The incumbent will guide capture, proposal structure, and pricing across diverse contracting vehicles, ensuring compliance and rapid capability deployment. Extensive DoD relationships are essential.

Qualifications

• Bachelor's degree in Business, Engineering, Public Policy, or a related discipline.
• Excellent written and verbal communication skills with demonstrated experience briefing senior government and corporate leadership.
• Minimum of 10 years of direct federal business development, capture management, or acquisition experience with OTA/CSO/SBIR/STTR.
• Active network of DoD Agreements Officers, CMOs, SBIR program managers, and defense innovation hubs.

Responsibilities

• Identify and qualify opportunities across OTA consortia, DIU, AFWERX, SBIR.gov, and related portals.
• Lead capture for OTA, CSO, and SBIR/STTR pursuits with win themes, pricing strategies, and value propositions.
• Track and report pipeline metrics, win rates, and portfolio performance to senior leadership.
• Advise on non-traditional acquisition compliance, IP/data rights, and SBIR data protections.
• Architect transition plans from prototype OTAs to follow-on production or FAR contracts.

Skills

Business development

Capture management

OTA

CSO

SBIR/STTR

DoD networks

Education

Bachelor's degree (Business/Engineering/Public Policy)

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

The ideal candidate will demonstrate the following 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.

Qualifications

Required Qualifications

• Bachelor's degree in Business, Engineering, Public Policy, or a related discipline is required
• Excellent written and verbal communication skills with demonstrated experience briefing senior government and corporate leadership are required.
• Candidates must bring a minimum of 10 years of direct, hands-on federal business development, capture management, or acquisition experience with a documented focus on OTA, CSO, and/or SBIR/STTR opportunities. A proven track record of winning OTA/CSO awards ($20M+ individual wins or $150M+ aggregate portfolio) across consortia and direct channels, with documented SBIR/STTR capture success, is required.
• Candidates must possess an active network of professional relationships with DoD Agreements Officers, rapid-fielding Program Managers, Consortium Management Organizations, SBIR program managers, and defense innovation hubs. SME-level expertise is required across NDC definitions, 1/3rd cost-sharing rules, IP and data rights in non-FAR environments, and SBIR Phase III sole-source authority. A strong understanding of the DoD acquisition lifecycle, including OTA, FAR Part 12, and FAR Part 15 pathways, is essential.

Preferred Qualifications

Preferred candidates will hold an active Top Secret / SCI clearance and a Master's degree in Business, Law, Public Policy, or Engineering. Proven success transitioning a prototype OTA to a Follow-on Production OTA or sole-source FAR contract, and/or a SBIR Phase II award to a Phase III commercialization contract, is strongly preferred.
Advanced credentials are highly desirable, including DAU credentials in Other Transaction Authority and professional certifications such as Shipley, APMP, Certified Federal Contracts Manager (CFCM), or National Contract Management Association (NCMA). Prior military or government civilian acquisition experience with organizations such as DARPA, DIU, AFWERX, Army Futures Command, or SOCOM is a significant differentiator. Technical familiarity in AI/ML, C4ISR, Unmanned Systems and Autonomy, Space and Directed Energy Systems, and Cybersecurity is also preferred.

Target Domain: National Security, Defense (DoD), Intelligence Community (IC), and Federal Civilian

Target salary range: $200,001 - $240,000. The estimate displayed represents the typical salary range for this position based on experience and other factors.

Overview

SAIC accepts applications on an ongoing basis and there is no deadline.
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 our newsroom.