Director, Business Development (SLTT)
Position Summary
The Director of Business Development for State, Local, Tribal, Territorial (SLTT) is a strategic, revenue-driving leader responsible for steering sales, business development strategy, pipeline governance, and post sale customer success in State, Local, Tribal, and Territorial markets. This role leads cross-functional programs with Marketing, Proposals, Capture, and Operations to grow market share, improve profitability, and deliver measurable value to customers and the company.
Job Duties and Responsibilities
Build and lead a capable sales and business development team to meet or exceed SLTT revenue targets;
Translate strategy into actionable plans, budgets, and quarterly milestones.
Own pipeline governance: maintain accurate CRM data (leads, opportunities, forecast), and support disciplined stage-gate reviews to improve win rates.
Support Operations and Sales in Go/No-Go decisions for Capture and RFX activities; support capture/proposals to align with win themes and customer value.
Develop and implement comprehensive revenue strategies that align with the company's overall business objectives.
Collaborate with the marketing and operations teams to create and execute marketing campaigns that drive lead generation and customer acquisition.
Collaborate with the Capture and Proposals team to ensure coordination occurs across the full lifecycle of an opportunity. This includes win theme development and pricing strategies across a variety of programs, including emergency management, CDBG-DR, and other similar programs.
Ensure customer satisfaction and retention in concert with the operations team and expand services with current client base.
Work closely with the operations, market leads, and practice leads to ensure that products and services meet market demands and drive revenue growth.
Monitor and manage the company's revenue streams, budgets, and financial performance. Provide regular reports to leadership, including monthly leadership/board reporting.
Conduct ongoing market research to identify new revenue opportunities, competitive threats, and industry trends; translate insights into practical growth initiatives.
Recruit, coach, and retain talent; foster a culture of accountability, collaboration, and continuous improvement.
Develop relationships with partner firms and subcontractors (MBE, DBE, SDVOB, etc.) to expand capabilities and reach.
Travel 50-75% (short-term) as needed for client work, conferences, and key events.
Skills and Competencies
Strategic thinker with executive presence; strong communication, storytelling, and negotiation skills.
Proven track record of business development success, resulting in measurable year-over-year revenue growth.
Knowledge of Emergency Management, CDBG-DR, and other government grant programs is required, including price-to-win strategies.
Proficient with CRM platforms in pipeline management; ability to translate data into action.
Financial acumen for budgeting, forecasting, and performance metrics.
Dependable, self-directed, flexible, and goal-oriented.
Market research, competitive analysis, and opportunity assessment capabilities.
Education and Experience
Bachelor's degree in Emergency Management, Political Science, Public Administration, or Business Management preferred, or an equivalent combination of education and work experience.
Experience: 8–12 years in sales leadership or business development with a track record in SLTT markets and complex deals; experience in disaster recovery, emergency management, technology, or infrastructure is preferred.