Director, Business Development

Responsibilities

• Serve as the primary business development and account lead for assigned Department of State, DHS, GSA, HHS and other federal civilian accounts.
• Build, maintain, and expand trusted relationships with senior government leaders, contracting officers, program offices, and industry partners.
• Develop and execute account plans, customer engagement strategies, and long-term growth campaigns aligned to corporate priorities.
• Identify, qualify, shape, and advance new business opportunities valued at $50M+, with clear alignment to company capabilities in IT modernization, cybersecurity, AI/ML, data, and mission support.
• Lead early opportunity shaping, customer call planning, competitive positioning, teaming strategy, and internal qualification activities.
• Partner closely with capture managers, solution architects, pricing, finance, contracts, delivery, and proposal teams to develop compelling and differentiated pursuit strategies.
• Build and sustain strategic teaming relationships with large primes, small businesses, and technology partners to improve win probability.
• Maintain accurate and current opportunity records in the corporate CRM, including customer intelligence, next steps, opportunity milestones, forecast data, and pWin rationale.
• Provide disciplined pipeline management, forecasting, and reporting to growth and executive leadership.
• Monitor customer priorities, acquisition trends, contract vehicles, competitor activity, and budget drivers across DoS, DHS, USCIS, and related civilian agencies.
• Represent the company at DoS, DHS, GSA, HHS, and federal civilian industry events, conferences, and customer forums.
• Lead or contribute to strategic growth campaigns for Department of State, DHS, GSA, HHS, and other high-priority civilian accounts.
• Support gate reviews and opportunity qualification decisions with clear evidence of customer intimacy, competitive position, solution fit, and realistic win probability.
• Think creatively and apply innovative approaches to overcome competitive challenges, shape opportunities, and position the company for success.

Qualifications

• Minimum of 10 years of federal business development experience, with a primary focus on federal civilian markets.
• Bachelor’s degree in Business, Engineering, Information Technology, Public Policy, or a related field required.
• Minimum of 5 years of direct account ownership or senior business development responsibility within Department of State, DHS, GSA, HHS or highly comparable federal civilian agencies.
• Demonstrated record of leading, shaping, and winning large-scale federal opportunities valued at $50M or greater.
• Proven experience serving as the primary business development lead or account lead for qualified pipeline development, customer engagement, teaming strategy, and pursuit advancement.
• Demonstrated ability to build and sustain senior-level relationships with government customers, contracting officials, program leaders, and industry partners.
• Strong understanding of the federal acquisition lifecycle, including opportunity identification, qualification, shaping, capture, proposal development, source selection, and award.
• Experience managing a robust qualified pipeline and providing accurate, evidence-based forecasts against growth targets.
• Proficiency with CRM and pipeline management tools, with demonstrated discipline in maintaining accurate opportunity data.
• Ability to brief executive leadership on account strategy, pipeline health, customer intelligence, competitive position, pWin, and investment recommendations.
• Strong communication, executive presence, influencing skills, and reputation for integrity and trust-building.
• Able to work effectively across capture, proposal, solution, technical, pricing, finance, contracts, and delivery teams in a fast-paced environment.
• Strategic thinker with creative problem-solving skills and a track record of developing differentiated pursuit strategies.
• Position is located in Reston, VA – mandatory in office requirements on Tuesday/Wednesday or as needed for Proposals.