Director of Business Development

Key Responsibilities

• Develop and execute comprehensive business development strategies aligned with corporate growth objectives
• Identify, qualify, and pursue new federal government opportunities across targeted agencies and contract vehicles
• Build, manage, and maintain a healthy qualified pipeline of opportunities from early-stage identification through award, ensuring accuracy
• Conduct proactive market research and competitive intelligence to identify emerging opportunities, customer priorities, acquisition trends, and procurement forecasts
• Utilize GovWin, SAM.gov, agency forecasts, industry intelligence, customer relationships, other sources to source and track opportunities
• Lead bid/no-bid recommendations and opportunity qualification assessments
• Establish and maintain strong relationships with government decision-makers, contracting officers, program managers, industry partners, and key stakeholders
• Independently schedule, coordinate, and lead business development meetings, capability briefings, and customer engagements
• Represent RPI at industry conferences, networking events, trade shows, and government industry days
• Support negotiation and management of NDAs, teaming agreements, partnership arrangements, and other pre-award relationship structures
• Lead capture efforts from opportunity qualification through proposal submission and award
• Develop and execute capture strategies, win themes, and customer engagement plans to position opportunities for success
• Shape opportunities through early customer engagement and influence acquisition strategies where possible
• Analyze competitors, incumbents, pricing, contract vehicles, and customer buying trends to strengthen positioning
• Identify key discriminators and develop compelling value propositions aligned with customer mission needs
• Transition opportunities from capture to proposal with clear strategy, solution direction, and actionable proposal guidance
• Collaborate closely with proposal managers, technical leads, solution architects, and operational teams to develop winning proposals
• Support proposal writing, review, compliance checks, and content development as needed
• Participate in proposal color team reviews and executive reviews
• Ensure proposal responses accurately reflect customer requirements, win strategies, and differentiators
• Assist in pricing strategy discussions and overall proposal readiness activities

Required Qualifications

• Bachelor’s degree from an accredited institution
• Minimum of 7–10 years of progressive experience in government contracting business development, capture management, and proposal support
• Demonstrated success winning federal government contracts in competitive environments
• Strong understanding of federal acquisition processes, including FAR-based procurements, RFIs, RFQs, RFPs, IDIQs, GWACs, BPAs, and task order competitions
• Experience selling or supporting information technology services within the federal market
• Strong technology acumen with an understanding of current and emerging technologies, including cybersecurity, artificial intelligence, IT networking, cloud computing environments, IT modernization initiatives.
• Ability to manage multiple captures and priorities simultaneously in a fast-paced environment
• Exceptional communication, presentation, negotiation, and interpersonal skills
• Strong organizational and strategic thinking capabilities
• Proficiency with Microsoft Office Suite, GovWin, CRM platforms, Teams, and related business development tools

Preferred Qualifications

• Prior military service or direct DoD experience
• Active or prior U.S. Government security clearance
• Experience supporting both prime and subcontract capture efforts
• Experience with SBIRs and OTAs; selling through them highly desired
• Experience with emerging technologies including cloud, cybersecurity, AI, automation, data analytics, and modernization initiatives
• Familiarity with federal small business programs and contract vehicles
• Experience working in a small or mid-sized federal contractor environment where business development, capture, and proposal support responsibilities may overlap.
• Existing relationships within DoD and/or civilian government agencies