Director, Business Development - USG

Description

Director of Business Development, you will lead efforts to drive revenue growth across U.S. Government accounts, with a focus on defense and intelligence customers. This is a high-impact individual-contributor role, with a clear path towards building and leading a government-focused business development team. You’ll oversee capture strategies, navigate complex government procurement pathways, and cultivate strong relationships with key stakeholders across the defense and intelligence communities.

• Strategic Campaigns & Leadership
  :
  Design and execute business development campaigns, leveraging a comprehensive strategy to engage customers, secure new opportunities, and achieve high win probabilities.
• End-to-End Capture Management
  :
  Drive all phases of the capture lifecycle, including customer engagement, win strategy development, teaming agreements, solution shaping, proposal oversight, and post-award execution.
• Program & Proposal Management
  :
  Lead cross-functional teams to deliver differentiated, competitive, and compliant proposals. Provide strategic direction during annual strategic and operating planning processes.
• Revenue Growth & Relationship Management
  :
  Own and expand company revenues within the Department of Defense (DoD) and Intelligence Community (IC), serving as a trusted partner to technical and procurement stakeholders.
• Procurement Pathway Expertise
  :
  Identify and pursue opportunities through traditional and non-traditional contracting methods, including BAAs, SBIRs, OTAs, and larger contract vehicles.
• Technology Advocacy
  :
  Position the company’s technologies as scalable solutions for mission-critical military and intelligence communications programs.
• Team Collaboration
  :
  Work seamlessly with internal stakeholders, including Sales Engineering, program teams, and executive leadership, on strategic proposals and technical engagements.
• Government BD Growth
  :
  Build upon and improve the foundational government-focused business development function to scale revenue, teams, and strategy.

• Proven Federal Sales Expertise
  :
  Demonstrated success selling to U.S. Government agencies, with a focus on the Department of Defense (DoD), the Intelligence Community (IC), and agencies like the Space Force and Air Force.
• Capture Management & Long Sales Cycles
  :
  Strong experience managing strategic capture efforts, cultivating long-duration sales cycles, and delivering winning solutions.
• Procurement Pathway Mastery
  :
  Deep knowledge of government acquisition vehicles, including BAAs, OTAs, SBIRs, and more.
• Track Record of Success
  :
  Consistent history of securing large-scale contracts (>$25M+) across government-funded programs.
• Defense or Space Industry Experience
  :
  Background selling hardware, software, or integrated systems tailored for defense or space mission requirements.
• Technical & Stakeholder Credibility
  :
  Ability to effectively communicate and collaborate with technical, leadership, and procurement-level decision-makers to drive influence and secure support.

• Education
  :
  Bachelor’s degree in Business, Engineering, or another relevant field (BA/BS required).
• Clearance
  :
  Must be eligible to obtain and maintain a Secret clearance.
• Experience
  :
  • Preferred:5 years
    of program management, project management, or related operational leadership experience.
• Winning Leadership
  :
  Demonstrated history of leading successful government business development and capture efforts exceeding $25M.

MUST HAVE A TS/SCI CLEARANCE

Target salary range: $200,001 - $240,000. The estimate displayed represents the typical salary range for this position based on experience and other factors.