VP, Federal Business Development

Senior leadership role | Washington, D.C.

Incentive Commission, participation in stock option plan, annual bonus

Benefits Health, dental, and vision coverage, and paid time off for all eligible employees

Employment type

Full time, exempt under the Fair Labor Standards Act

Location Arlington, VA

Travel Occasionally

Reports to Chief Executive Officer

Direct reports None

Clearance Ability to obtain and maintain a U.S. security clearance at the Secret level or above

This is the senior most federal growth role at Blu Juniper, and it reports directly to the Chief Executive Officer. We are looking for a leader to join our executive team and carry the organization forward by developing and executing a growth roadmap that lines up with what Blu Juniper does well. You will own the federal bookings target, build and qualify the pipeline, lead capture on the pursuits that decide the year, and develop the business development team around you.

Our size is the opportunity. You will set federal growth strategy and execute it, often in the same week. Bid decisions happen in days rather than quarters, and nothing sits between your recommendation and the decision. The person who builds the plan here is the person in the room with the customer, and the growth engine you build becomes the one Blu Juniper runs on.

If you enjoy contributing to the growth of a company that is still writing its next chapter, there is room here to do it.

• You will own the federal bookings target, the annual growth plan, and the bid and proposal budget, and you will account for the return on that investment.
• You will hold bid and no bid decision authority within thresholds you set together with the CEO.
• You will approve teaming structures and partner selection, with contracts and counsel reviewing the terms.
• You will direct our business development and capture staff and build the bench Blu Juniper needs to scale.
• You will represent Blu Juniper to customer executives at the senior executive service and flag officer level, and you will brief the Board of Advisors on how federal growth is tracking.

• Work with the leadership team to build and execute the multi-year federal growth plan, and revisit it as the budget picture changes.
• Segment the federal market and set priorities across AI and machine learning, defense technologies, and governance based on where Blu Juniper can win, rather than where the budget is largest.
• Establish teaming relationships across industry for targeted agencies and forecasted opportunities, and work with partners on strengthening our position on contracts and staff augmentation.
• Decide where bid and proposal dollars go, and step away from pursuits that no longer justify the spend.
• Recommend service offering expansion, contract vehicle investment, and strategic partnerships based on demand you have documented with real customers.

• Identify, qualify, and prioritize opportunities using SAM.gov, agency acquisition forecasts, Gov Tribe, Higher Gov, USA spending, and direct customer engagement.
• Personally lead capture on our highest value pursuits, guide capture leads on the rest, and keep a disciplined process such as Shipley in use across all of them.
• Identify price to win source data, run the analysis, and own win themes and discriminators, then defend bid and no bid recommendations at gate reviews with evidence rather than optimism.
• Track the acquisition policy shifts that change how Blu Juniper competes, including the Revolutionary FAR Overhaul, GSA consolidation and One Gov, and the Department of Defense move toward capability portfolio acquisition.

• Build and sustain relationships with program offices, contracting officers, small business specialists, and program managers across target agencies.
• Negotiate teaming agreements and joint venture arrangements, and vet partners for size status, eligibility, and ownership changes that could disqualify a team after award.
• Apply SBA set-aside rules with precision, including WOSB and EDWOSB eligibility, the limitations on subcontracting at FAR 52.219-14, the similarly situated entity rule, and mentor-protege structures.
• Maximize revenue through our GSA Multiple Award Schedule contract, and position Blu Juniper for vehicles such as OASIS+, Alliant 3, Polaris, CIO-SP4, and Sea Port-NxG where the business case justifies the investment.
• Identify organizational conflict of interest risk early, and work with contracts and counsel on mitigation.

• Lead, coach, and develop our business development and capture staff, and set standards the team holds to even when a deadline is close.
• Chair color team reviews, participate directly in proposal development, and keep every claim grounded in documented past performance. Blu Juniper does not overstate capability in order to win work.
• Maintain accurate pipeline data and deliver monthly forecast reviews to the CEO with defensible projections.
• Run win and loss…