Senior Director, Client Growth & Strategy, DHS

This is a hybrid position. JOB ID #938 Ad Hoc is a technology company that empowers organizations to deliver scalable, impactful digital services. Using modern, agile methods, our team creates products that meet people’s needs and transform their experience of government. Work on things that matter Our collaborations have shaped some of the defining moments in public-sector service delivery. We’ve helped build products that connect Veterans to tailored services, help millions access affordable health care, and support important programs like Head Start. As we work with agencies to deliver critical services, we’re also changing how the government approaches technology. Built for a remote life Our culture, communications, and tools are built for remote work, enabling us to bring together top talent nationwide. At Ad Hoc, remote life empowers our teams to design work environments that fit their lives and that foster flexibility and collaboration to achieve positive outcomes for our customers. Committed to high expectations and a welcoming culture Ad Hoc values acceptance, accountability, and humility. We aren’t heroes. We learn from our mistakes and improve the process for the next time. We build small, inclusive teams to collaborate closely with our partners to solve the right problems and deliver software that works. Primary Responsibilities As a Senior Director of Client Growth and Strategy, DHS, you will help shape and execute Ad Hoc’s growth strategy across mission-aligned opportunities within the Department of Homeland Security, with particular focus on U.S. Citizenship and Immigration Services (USCIS) and other programs where modern digital services can improve how government serves the public. This is a hands-on growth leadership role for someone who understands the customer beyond the opportunity pipeline. You bring deep knowledge of the mission, organizational landscape, acquisition environment, technology priorities, and key stakeholders. You understand how strong delivery creates customer trust and how to turn that trust, market knowledge, and existing relationships into pipeline, capture strategies, and booked business. Successful candidates may come from several paths. You may have built your foundation in federal program delivery, technology, consulting, or operations before transitioning into growth and capture. You may be a former federal leader who has successfully transitioned into industry. Or, you may come from a high-performing technology or product company where you have owned strategic federal accounts and helped customers adopt modern platforms and solutions. Regardless of path, you are comfortable wearing multiple hats. You can move from an executive customer conversation to developing an account strategy, identifying whitespace, shaping an opportunity, working with technical teams on a solution, leading capture, and presenting a strategic pursuit to executive leadership. Primary Expectations Include DHS Growth & Account StrategyDevelop and execute growth strategies across USCIS and other mission-aligned DHS organizations and programsBring deep knowledge of assigned accounts, including customer missions, organizational structures, key stakeholders, acquisition strategies, technology environments, budgets, and competitive landscapesLeverage established customer and industry relationships to strengthen Ad Hoc’s positioning and identify new opportunitiesIdentify opportunities where Ad Hoc’s capabilities can improve public-facing services, accessibility, resilience, cybersecurity, and the delivery of essential government servicesBuild and manage qualified, multi-year pipelines aligned with company growth objectivesIdentify and pursue new business, recompetes, takeaways, task orders, and on-contract growth opportunitiesIdentify whitespace within existing customers and expand into adjacent programs, offices, and mission areasDevelop and execute customer call plans and account strategiesForecast pipeline and bookings, communicate risks and opportunities, and maintain accountability for growth objectivesMaximize existing contract vehicles while identifying additional vehicles, partnerships, and teaming opportunities necessary to support account strategyCapture & Opportunity LeadershipLead strategic pursuits throughout the federal opportunity lifecycle, from early identification and qualification through capture, proposal, negotiation, and awardShape opportunities before solicitation by combining customer relationships, mission knowledge, competitive intelligence, and an understanding of federal acquisition strategyDevelop capture strategies, win themes, customer engagement plans, competitive positioning, teaming strategies, and price-to-win approachesLead multidisciplinary pursuit teams that may include solution architects, technical SMEs, delivery leaders, pricing, contracts, recruiting, proposals, and executive leadershipLead or participate in gate reviews and provide clear recommendations regarding pursuit strategy and investmentDevelop relationships with strategic technology partners, primes, subcontractors, small businesses, and other organizations within the federal ecosystemMaintain momentum and accountability throughout the pursuit lifecycle with a focus on converting qualified pipeline into booked businessCustomer, Technology & Mission EngagementMaintain and expand relationships with federal executives, program leaders, acquisition stakeholders, technology leaders, mission owners, and industry partnersUnderstand customer mission and technology challenges and connect those needs to Ad Hoc’s digital services capabilitiesPartner with technical and delivery leadership to develop differentiated solutions across areas such as digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, and emerging technologiesTranslate successful program delivery and customer satisfaction into organic and adjacent account growthBuild strategic relationships with commercial technology and product partners to develop joint go-to-market opportunitiesRepresent Ad Hoc with customers, industry organizations, technology partners, and at relevant federal industry eventsStrengthen Ad Hoc’s visibility, relationships, and reputation within target accountsGrowth LeadershipHelp cultivate and mature Ad Hoc’s business development and capture practicesLead, coach, and develop growth professionals while remaining actively engaged in accounts and pursuitsEstablish clear expectations for pipeline development, account planning, capture execution, forecasting, and performancePartner with Growth, Delivery, Technology, Contracts, Finance, Talent Acquisition, and executive leadership to execute strategic pursuitsPresent strategic accounts, pipeline, pursuits, risks, and investment recommendations to senior and executive leadershipContribute to broader market strategy and identify emerging mission and technology opportunitiesManage team performance, development, and operational responsibilities as appropriate Basic Qualifications Bachelor’s degree and 10+ years of relevant professional experienceRelevant years of experience may be substituted for educationSignificant experience supporting USCIS or other mission-aligned DHS organizations and programs through business development, capture, delivery, consulting, technology, account leadership, government service, or a combination of these areasDemonstrated experience developing and executing federal growth strategiesEstablished customer, partner, and industry relationships within relevant DHS marketsDemonstrated understanding of the full federal growth and capture lifecycle, from account planning and opportunity identification through capture, proposal, award, and bookingsProven track record developing qualified pipeline and winning federal businessExperience with new business, recompetes, takeaways, task orders, and/or on-contract growthStrong understanding of federal acquisition processes, contract vehicles, competitive positioning, and government contractingExperience leading multidisciplinary teams through complex federal pursuitsDemonstrated ability to operate as a hands-on leader who can balance account strategy, customer engagement, capture execution, team leadership, and organizational prioritiesStrong executive communication, relationship management, negotiation, and presentation skillsExperience leading and developing growth, capture, business development, account, or related teamsAbility to work in a hybrid environment, including regular in-person collaboration, customer meetings, industry events, capture activities, and proposal effortsAbility to travel within the Washington, DC metropolitan area and to customer or partner locations as needed Preferred Qualifications Deep account knowledge and established relationships within USCIS, FEMA, CISA, or other mission-aligned DHS programsCareer progression from federal delivery, program leadership, technology, consulting, engineering, data, cybersecurity, or operations into dedicated growth, capture, or account leadershipExperience as a former federal employee or leader who has successfully transitioned into industry, consulting, technology, or federal growthExperience as an Account Executive, Account Manager, Sales Engineer, Client Executive, or growth leader within a commercial technology or product company supporting relevant federal customersProven track record of personally contributing to measurable pipeline creation, bookings, revenue growth, and contract winsExperience leading strategic opportunities of $50M+ TCV, including large Prime and Full and Open pursuitsExperience shaping opportunities prior to RFP release and influencing acquisition strategyExperience with GWACs, IDIQs, BPAs, and other federal contract vehiclesExperience with Shipley or similar capture methodologiesExperience developing strategic teaming and technology partnershipsExperience selling or shaping solutions involving digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, or emerging technologiesExperience successfully expanding established accounts into new programs, offices, and mission areasDemonstrated understanding of the technology and digital services landscape supporting mission areas such as immigration services, emergency preparedness and response, cybersecurity, public-facing digital services, accessibility, and modernization of essential government systems To learn more about working at Ad Hoc, please visit: https://adhocteam.us/join Benefits Company-subsidized health, dental, and vision insuranceFlexible PTO401K with employer matchPaid parental leave after one year of serviceEmployee Assistance Program Ad Hoc LLC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, ancestry, sex, sexual orientation, gender identity or expression, religion, age, pregnancy, disability, work-related injury, covered veteran status, political ideology, marital status, or any other factor that the law protects from employment discrimination. We value the unique skills gained through military service and encourage veterans and transitioning service members to apply. In support of various state and city equal pay transparency laws, Ad Hoc job descriptions feature the starting range we reasonably expect to pay to candidates who would join our team with little to no need for training on the responsibilities we've outlined above. Actual compensation is influenced by a wide range of factors including but not limited to skill set, level of experience, and responsibility. The range of starting pay for this role is $200,000 - $250,000 Our recruiters will be happy to answer any questions you may have, and we look forward to learning more about your salary requirements. Job Reference https://adhoc.team/