Business Unit:

Cubic Defense

Company Details:

When you join Cubic, you become part of a company that creates and delivers technology solutions in transportation to make people’s lives easier by simplifying their daily journeys, and defense capabilities to help promote mission success and safety for those who serve their nation. Led by our talented teams around the world, Cubic is committed to solving global issues through innovation and service to our customers and partners.

We have a top-tier portfolio of businesses, including Cubic Transportation Systems (CTS) and Cubic Defense (CD). Explore more on Cubic.com.

Job Details:

Job Description

Company Overview

Cubic Digital Intelligence (CDI) provides mission-critical software solutions that empower defense and intelligence professionals with real-time data visualization, GEOINT dissemination, advanced full-motion video (FMV), and operational decision-support capabilities. CDI’s solutions deliver decision-quality insights from the tactical edge to the enterprise and back, enabling users to access, analyze, disseminate, and act on critical information with speed, confidence, and mission relevance.

Position Summary

The Senior Business Development Lead for Army and U.S. Special Operations Command (SOCOM) is responsible for leading growth across CDI’s portfolio within two of the company’s most strategically important customer accounts. This individual will develop and execute growth strategies, identify and shape high-value opportunities, build and maintain senior-level relationships, and position CDI’s commercial software offerings against priority Army and SOCOM mission needs.

This role requires a senior business development professional with strong customer access, operational credibility, market insight, and the ability to influence opportunities early in the acquisition lifecycle. The Senior BD Lead will operate across the full business development lifecycle, from market shaping and customer engagement through opportunity qualification, capture support, partner alignment, and contract award.

Key Responsibilities

Market Strategy & Account Growth

Develop, own, and execute a multi-year growth strategy for Army and SOCOM aligned to CDI’s revenue targets and strategic priorities.

Serve as the primary account growth lead for Army and SOCOM markets, ensuring coordinated business development, capture, product, and executive engagement activities.

Identify priority mission areas, programs, funding streams, and acquisition pathways where CDI’s software products provide differentiated value.

Maintain a deep understanding of customer priorities, budget cycles, programmatics, acquisition strategies, operational requirements, and the competitive landscape.

Translate Army and SOCOM mission needs into targeted growth campaigns, customer engagement plans, and opportunity pursuit strategies.

Provide senior-level market intelligence and recommendations to CDI leadership to inform investment decisions, product positioning, partnerships, and capture priorities.

Opportunity Identification, Qualification & Shaping

Build, manage, and mature a qualified pipeline of opportunities across Army and SOCOM, with emphasis on high-probability, high-value growth pursuits.

Lead early opportunity shaping activities, including customer discovery, stakeholder mapping, requirements influence, competitive assessment, and teaming strategy.

Qualify opportunities using disciplined business development and capture frameworks, including probability of win, customer access, competitive positioning, funding visibility, and strategic fit.

Partner with capture, proposals, product, engineering, contracts, and executive leadership to transition qualified opportunities into active pursuits.

Support bid/no-bid recommendations, capture planning, win theme development, solution positioning, and customer messaging.

Identify and pursue opportunities across multiple acquisition pathways, including FAR-based procurements, IDIQs, BPAs, OTAs, SBIR/STTR transitions, software acquisition pathways, and other rapid acquisition vehicles.

Customer and Stakeholder Engagement

Establish, maintain, and expand senior-level relationships with key decision-makers, program managers, operators, acquisition officials, requirements owners, and influencers across Army and SOCOM.

Serve as a trusted advisor to customers by aligning CDI capabilities to mission outcomes, operational challenges, and modernization priorities.

Plan and coordinate executive-level engagements, customer visits, demonstrations, industry meetings, and strategic account reviews.

Represent CDI at relevant industry events, customer forums, exercises, technology demonstrations, and mission-focused engagements.

Partner Development

Identify, develop, and manage strategic relationships with large primes, non-traditional defense companies, technology partners, systems integrators, and mission-focused small businesses.

Shape teaming strategies that improve CDI’s access, competitiveness, contract vehicle reach, and probability of win.

Evaluate partner capabilities, customer access, and strategic alignment to support Army and SOCOM growth objectives.

Collaborate with partners to identify joint pursuits, integrated solutions, and differentiated approaches to customer mission needs.

Internal Leadership and Cross-Functional Coordination

Act as the internal account lead for Army and SOCOM growth activities, ensuring alignment across business development, capture, product management, engineering, contracts, finance, marketing, and executive leadership.

Provide regular pipeline updates, account reviews, opportunity assessments, and growth forecasts to senior leadership.

Help inform product roadmap discussions by bringing forward customer mission needs, operational feedback, competitive insights, and emerging requirements.

Mentor or guide more junior BD, capture, or account team members as needed.

Contribute to CDI’s broader growth strategy by identifying repeatable sales motions, scalable go-to-market approaches, and cross-account opportunities.

Required Qualifications

Bachelor’s degree in business, defense studies, national security, engineering, technology, or a related field.

8–12+ years of experience in business development, capture, account management, program leadership, or operational leadership within the defense sector.

Demonstrated success identifying, shaping, pursuing, and winning business with the U.S. Army and/or SOCOM.

Strong understanding of DoD acquisition processes, including FAR/DFARS-based procurements, IDIQs, OTAs, rapid acquisition pathways, and software-related acquisition models.

Established senior-level network within Army and/or SOCOM communities, including operational, programmatic, acquisition, and industry stakeholders.

Proven ability to develop and manage opportunity pipelines, qualify pursuits, influence capture strategy, and contribute to revenue growth.

Ability to communicate effectively with senior military, government civilian, industry, technical, and executive audiences.

Ability to obtain and maintain a U.S. security clearance; active clearance strongly preferred.

Preferred Qualifications

Prior experience serving in, working with, or directly supporting Army operational units, Special Operations Forces, or joint mission environments.

Experience supporting or selling mission software, GEOINT, ISR, FMV, data platforms, AI/ML, tactical edge capabilities, command and control, or digital transformation solutions.

Familiarity with key organizations such as Army PEOs, PM offices, Army Futures Command, Program Executive Office SOF Digital Applications, USSOCOM components, TSOCs, innovation units, and relevant operational commands.

Track record of building successful partnerships with large primes, systems integrators, emerging technology companies, and non-traditional defense firms.

Experience supporting capture efforts for software, data, ISR, GEOINT, tactical edge, or mission command opportunities.

Advanced degree or relevant military education preferred.

Key Competencies

Strategic account leadership and market insight.

Senior-level relationship building and customer influence.

Opportunity shaping, qualification, and capture execution.

Strong understanding of Army and SOCOM missions, priorities, and acquisition environments.

Executive communication, storytelling, and value proposition development.

Cross-functional leadership and internal alignment.

Partner ecosystem development and teaming strategy.

Results-oriented mindset with strong ownership, accountability, and business judgment.

Ability to operate independently in complex, ambiguous, and fast-moving customer environments.

Location & Travel

Preferred locations: Fort Bragg, Tampa, FL, or National Capital Region.

Travel: Up to 30–50% to customer sites, industry events, partner meetings, demonstrations, exercises, and internal meetings.

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Cubic Pay Range:

$160,000.00 - $220,000.00* + benefits.

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*Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from our lowest geographic market up to our highest geographic market.

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The Cubic pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.

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Worker Type:

Employee

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We are committed to creating an inclusive workplace and welcome applications from people of all backgrounds. We do not discriminate based on any protected characteristic under applicable law.