Business Development Manager, INDOPACOM
Firestorm
Sales & Business Development
Hawaii, USA
USD 152k-193k / year + Equity
Posted on Feb 7, 2026
Business Development Manager, INDOPACOM
Hawaii
Business Development
Hybrid
Full-time
Who We Are
At Firestorm, we’re on a mission to revolutionize how defense solutions are designed and delivered. Our goal is to empower U.S. ally nations to effectively deter aggressors—regardless of their defense budget—through innovative, cost-efficient technologies. We call this vision “democratized deterrence.” As a VC-backed company at the intersection of defense and Silicon Valley, we’re pioneering the development of mission-adaptable aerial vehicles that put power back into the hands of operators. By prioritizing operator effectiveness, we’re pioneering a new era of aerial vehicle design. We aim to upend the traditional defense procurement model by delivering world-class capabilities at a fraction of the usual cost. Join us at Firestorm as we redefine defense procurement, making cutting-edge technology accessible to all at a fraction of the cost.
About the Role
Firestorm is seeking a Business Development Manager to lead our efforts in expanding and deepening our presence within U.S. Indo-Pacific Command (INDOPACOM). This role, based in Hawaii, is essential to driving strategic growth and delivering innovative solutions that meet the evolving needs of U.S. military and defense operations in the Indo-Pacific region.
This is a mission-critical position, where you’ll identify, qualify and capture, high-value business opportunities within the U.S. military and its allied partners. You’ll collaborate closely with key government officials, and defense industry stakeholders to shape acquisition strategies that meet the evolving defense needs of the Indo-Pacific. This role will be critical in navigating complex government contracting processes, developing tailored capture strategies, and supporting high-impact proposal eorts will directly influence the future of regional defense operations and Firestorm’s footprint.
As a key member of the business development team, this role will aid in driving Firestorm’s strategic vision with INDOPACOM by identifying emerging and advancing innovative defense solutions. This role is also critical in shaping key relationships with high-level stakeholders within INDOPACOM and the defense community, ensuring Firestorm’s solutions align with the highest priorities of U.S. military operations in the region. With a focus on growth and mission success, you’ll be integral to both Firestorm’s regional expansion and its broader global defense mission.
What You’ll Do
- Lead the identification, qualification, and pursuit of new business opportunities within INDOPACOM, U.S. military, and allied government agencies, ensuring alignment with Firestorm’s strategic objectives and capabilities in the region.
- Develop comprehensive market strategies, leveraging industry insights, emerging geopolitical dynamics, and Firestorm’s core competencies to position the company as a go-to solutions provider for INDOPACOM’s evolving needs.
- Build and execute a cohesive, operationally-informed strategy to help shape, capture, and close growth opportunities in INDOPACOM, PACFLEET, USARPAC and other DoD, defense and International opportunities for Firestorm.
- Assist in facilitating the capture lifecycle from opportunity identification to proposal submission, ensuring all efforts are closely aligned with INDOPACOM’s operational priorities, U.S. defense objectives, and market demands.
- Shape, develop, and assist with winning proposals in response to RFIs, RFPs, and other acquisition initiatives, ensuring compliance, competitiveness, and alignment with both Firestorm’s technical capabilities and the specific needs of U.S. military operations.
- Lead strategic engagements with senior leaders within INDOPACOM and across the Department of Defense (DoD), cultivating relationships that influence acquisition decisions, program priorities, and long-term business development opportunities.
- Drive program planning and strategy for key defense initiatives, aligning with both regional defense objectives and Firestorm’s business goals. You’ll actively monitor and respond to changes in regional security priorities and U.S. defense strategies.
- Collaborate with internal teams (e.g., engineering, product, operations) to ensure solutions are tailored to INDOPACOM’s requirements, while meeting budget, schedule, and quality standards.
- Manage and coordinate cross-functional efforts to develop competitive responses that address INDOPACOM’s needs and position Firestorm as the preferred provider.
- Analyze competitive intelligence and conduct market analysis to understand the dynamics of regional defense contracting, adjusting strategies as necessary to maintain a competitive edge.
- Represent Firestorm at high-level industry events, defense and strategic forums enhancing the company’s reputation as a thought leader in the defense and security sectors within the Indo-Pacific.
Required Qualifications
- Minimum 8 years of experience in business development, capture management, or a related role within the defense sector supporting U.S. government contracts OR 8+ years of military or operational leadership experience within INDOPACOM or adjacent commands with demonstrated exposure to acquisition, capability development & industry engagement.
- U.S. Citizenship required due to ITAR regulations & the ability to obtain and maintain a Department of Defense (DoD) security clearance
- Ability to travel up to 25% of the time, as the role requires engagement with customers and partners, both CONUS & OCONUS.
- Demonstrated experience navigating Foreign Military Sales (FMS) programs, including engagement with DSCA processes, security cooperation authorities, and international defense stakeholders.
- Demonstrated experience leading end-to-end capture and proposal efforts (RFIs, RFPs, etc.) including pipeline development and customer engagement across INDOPACOM, SOCPAC and regionally aligned Service Component Commands (e.g., PACFLT, USARPAC, PACAF, MARFORPAC), with experience shaping operational requirements, supporting RDT&E initiative while coordinating with industry, academia and Program Management Offices (PMOs), to develop and field new capabilities.
- In-depth knowledge of INDOPACOM’s mission, structure, and defense priorities, with the ability to craft tailored solutions and strategies that address the region’s unique operational and security challenges.
- Robust network within the U.S. military, INDOPACOM, and related defense agencies, with a proven ability to engage senior leaders and influence acquisition decisions.
- Strong communication and interpersonal skills, with the ability to effectively lead teams and collaborate with internal and external stakeholders at all levels.
- Demonstrated ability to develop and execute business development strategies that capture large-scale contracts and drive growth.
- Excellent organizational, communication, and leadership skills with the ability to align cross-functional teams
- High level of ownership; you run toward the fire.
Preferred Qualifications
- 10+ years of experience in field operations, logistics, or operational leadership roles
- Prior military experience, particularly in operations or mission command roles
- Experience with defense solutions in maritime and autonomous systems, with a strong understanding of INDOPACOM’s specific technological, and operational requirements.
- Knowledge of regional geopolitical dynamics and the strategic needs of U.S. defense in the Indo-Pacific region.
- Established relationships with key defense contractors, regional government agencies, and defense intelligence communities.
- Multilingual capabilities or proficiency in languages spoken in the Indo-Pacific region is a plus.
- Background in startup or high-growth environments
Work Environment
- Based on site in Oahu, Hawaii
- We welcome candidates who are local or open to relocating; relocation assistance is available and may be included in the offer package where appropriate.
- Willingness to travel up to 25% domestically & internationally
This position typically operates in a standard office setting and manufacturing environment. This role requires use of standard office equipment and may involve exposure to loud noise, heat, cold, dust, or chemicals (with PPE). The physical demands described here are representative of those that must be met to successfully perform the essential functions of the job. Ability to sit, stand, bend, reach, climb, and move about regularly throughout the day. Must have manual dexterity to operate standard office equipment.
Compensation
US Salary Range: $152,000 - $193,000 USD
The posted salary range reflects an estimate based on a variety of compensation factors, including but not limited to relevant experience, education, certifications, specialized skills, geographic location, and business needs. Actual compensation may vary, and this range is subject to change as our compensation structure or market conditions evolve.
Benefits & Perks
Our culture fosters collaboration, respect, and trust, empowering passionate people to do their best work. We offer a competitive salary, comprehensive benefits, and opportunities for career growth. In addition to an opportunity to take part in an innovative, collaborative and fast-growing business with a highly motivated and skilled team, we also take pride in taking care of our employees. Here are just a few ways that we show our appreciation:
- We offer comprehensive medical, dental, and visions plans
- 401(k) Retirement Savings Plan to invest in your long-term retirement goals
- Equity grants for new hires
- Unlimited PTO
- Extremely generous company holiday calendar, including a holiday hiatus in November, & December.
- Generous Parental Leave
- Lifestyle Spending Account
- FSA
- DCFSA
- HSA
- Hospital Indemnity insurance
- Critical Illness insurance
- Accident insurance
- Basic Life/AD&D, short-term and long-term disability insurance, 100% covered by Firestorm. Plus, the option to purchase additional life insurance for you and your family.
- Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well.
Export Control Compliance
To conform to U.S. government export control regulations, including the International Traffic in Arms Regulations (ITAR) and Export Administration Regulations (EAR), you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or otherwise eligible to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce.
Equal Opportunity Statement
Firestorm is an equal opportunity employer, committed to creating a diverse and inclusive workplace, and upholding equitable hiring practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic under federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance. We actively encourage members of recognized minorities, women, Veterans, and those with disabilities to apply, and we work to create a welcoming and supportive environment for all applicants throughout the interview process.
Firestorm is committed to fostering an inclusive and accessible work environment. If you require accommodations or assistance during the application process, please don’t hesitate to reach out to us at [email protected] so we can provide the support you need.
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