Regional Director, Business Development - T3G

Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services to empower IT executives and their organizations through a process of Integrate, Automate, Innovate. Our culture embodies the spirit of a startup with the advantage of a scalable business, offering employees the opportunity to grow their careers while having fun. Headquartered in Irvine, California, Trace3 employs over 1,200 people across the United States, with major field offices in Denver, Indianapolis, Grand Rapids, Lexington, Los Angeles, Louisville, Texas, and San Francisco.

About the role

This position is primarily remote with travel to client sites. The Director, Business Development, is responsible for driving new business growth and expanding Trace3 Government’s presence across assigned federal markets, including DOD, MDA, DOE, and Fed Civ. This role leads regional pipeline development, market strategy, and partner engagement, working closely with delivery, technical, and proposal teams to turn opportunities into long-term customer relationships. The ideal candidate thrives in a culture that values autonomy, accountability, collaboration, and measurable outcomes, bringing an entrepreneurial mindset and strong customer orientation.

Responsibilities

• Develop and execute regional business development strategies that support annual revenue and growth targets.
• Identify, qualify, and pursue new opportunities across assigned federal government markets.
• Build, manage, and advance a healthy pipeline of net-new, expansion, prime, and teaming opportunities.
• Lead complex, multi-stakeholder sales and capture cycles from early customer engagement through contract award.
• Establish and maintain trusted relationships with government decision-makers, mission leaders, influencers, and procurement stakeholders.
• Understand agency missions, challenges, and priorities to position Trace3 Government as a trusted advisor and strategic partner.
• Expand existing accounts by identifying cross-sell and upsell opportunities aligned to customer needs.
• Develop regional account plans, capture strategies, and pursuit plans that align customer priorities with Trace3 Government capabilities.
• Partner with marketing, alliances, and technology partners to generate demand and create joint pursuit opportunities.
• Monitor market trends, competitive activity, agency priorities, and procurement vehicles to identify actionable growth opportunities.
• Collaborate with proposal, sales engineering, delivery, contracts, and program management teams to shape customer solutions and competitive proposals.
• Support proposal development, RFP responses, pricing strategy, partner coordination, and contract negotiations.
• Ensure a smooth transition from capture and sales to delivery while maintaining strong customer engagement after award.

Requirements

• 15+ years of experience in government markets, including business development, capture, acquisition, sales, or program leadership.
• Experience selling enterprise-level technology, services, or complex solutions to government customers.
• Proven success managing and closing complex, high-value government technology opportunities.
• Strong understanding of government procurement processes, contract vehicles, capture practices, and compliance requirements.
• Demonstrated ability to build executive-level relationships, influence outcomes, and lead opportunities through ambiguity.

Skills

Trace3 values the following cultural attributes in its team members:

• Street-Smart: Flexible and resilient in a fast-changing environment, continuously innovating while maintaining focus on the "big picture."
• Juice: Drives results with a can-do attitude, leading without a title and empowering others to achieve success.
• Teamwork: Humble, hungry, and smart, treating others with respect, admitting mistakes, and fostering transparency and collaboration.

Pay

Estimated pay range: $150,000 USD - $220,000 USD, with an on-target earnings potential of $220k. Actual salary will be based on factors such as location, experience, skill set, performance, licensure, and certification. Certain positions may also be eligible for variable incentive compensation, such as bonuses or commissions.

Benefits

• Comprehensive medical, dental, and vision plans for you and your dependents.
• 401(k) Retirement Plan with Employer Match.
• 529 College Savings Plan.
• Health Savings Account (HSA).
• Life Insurance and Long-Term Disability.
• Competitive compensation.
• Training and development programs.
• Major offices stocked with snacks and beverages.
• Collaborative and cool culture.
• Work-life balance and generous paid time off.

Physical Demands

The physical demands described are representative of those required to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

• Remain in a stationary position for extended periods of time.
• Operate a computer, keyboard, and other office equipment using hands and fingers.
• Communicate effectively in person, over the phone, and through electronic means.
• Occasionally move about the office to access files, office equipment, and meeting spaces.
• Lift and/or move up to 15 pounds as needed.
• Maintain specific vision abilities, including close vision and the ability to adjust focus.

Work Environment

If working at a Trace3 office, the employee is frequently surrounded by other employees and their conversations on the telephone and in person. The noise level and indoor office temperature may vary.