Manager of Federal Business Development

Current job opportunities are posted here as they become available.

Confidential Search | Washington DC Metropolitan Area | Remote

An established small federal consulting firm is seeking a proven growth leader to expand its federal portfolio, with an emphasis on the Department of Homeland Security (DHS) and Department of War (DoW). This is a role for a hands-on dealmaker who builds access, shapes opportunities early, and stays personally engaged until the award is won.

The right candidate is a hunter and closer, not a process administrator. You know how to walk the halls, earn trusted relationships with customers and partners, and connect every meeting, introduction, teaming decision, and capture action to a specific win. You will be accountable for protecting incumbent work, expanding existing accounts, and bringing in significant new federal business.

• Build and convert a qualified federal pipeline focused on opportunities the firm can realistically win, particularly across DHS and DoW.
• Open doors and develop durable relationships with program leaders, contracting officials, acquisition stakeholders, small business representatives, and industry partners.
• Create a clear win strategy for every priority pursuit and translate it into specific actions, owners, milestones, and customer touchpoints.
• Lead opportunities from identification through award, including qualification, customer engagement, solution shaping, competitive positioning, teaming, price-to-win, and proposal strategy.
• Protect incumbent work by anticipating recompetes, strengthening customer relationships, addressing performance risks, and positioning well before a solicitation is released.
• Expand existing accounts by identifying adjacent needs, new buyers, contract growth, and follow-on work.
• Win new prime and subcontract opportunities through disciplined account development, partner strategy, and persistent market engagement.
• Maintain a credible, actionable pipeline and give the CEO direct, evidence-based recommendations on where to invest, pursue, partner, or walk away.
• Guide and support delivery leads to protect incumbent work, expand, and land new work.
• Guide proposal teams to produce persuasive, compliant submissions while keeping the focus on customer insight, differentiation, and the path to award.

• Achieve key performance indicators, including pipeline value, revenue, and win rate.
• A healthy pipeline with sufficient qualified coverage, realistic values and timing, and clear next actions tied to each opportunity.
• Deeper access and stronger relationships within priority DHS and DoW accounts.
• Successful retention and expansion of incumbent work.
• Meaningful new bookings from federal prime and subcontract awards.
• A growth cadence driven by customer engagement and deal progress, not activity for activity's sake.

• At least eight years of federal business development or capture experience, including responsibility for a meaningful portfolio or growth target.
• A documented record of federal wins. You can explain the opportunity, value, customer, competition, relationships, strategy, and the actions you personally took to influence the outcome.
• Current relationships and demonstrated credibility within DHS, DoW, or closely aligned federal markets.
• Strong knowledge of federal buying behavior, acquisition cycles, contract vehicles, set-asides, recompetes, teaming, and competitive procurements.
• The judgment to qualify hard, focus resources, adjust quickly, and stay close to the customer throughout the pursuit.
• The confidence and executive presence to represent the firm with senior government customers, large and small business partners, and internal leadership.
• Excellent communication, negotiation, and persuasive writing skills.
• U.S. citizenship and the ability to obtain and maintain a security clearance.

Preferred: Experience selling professional services in emergency management, homeland security, defense preparedness, disaster public health, counter terrorism; knowledge of the SBA 8(a) program and the transition to full and open competition; and a bachelor's degree or equivalent relevant experience.

• You are competitive, resourceful, persistent, and comfortable being accountable for the number.
• You spend your time where it changes the outcome: with customers, partners, incumbents, competitors, and decision-makers.
• You work with urgency, follow through, and know when to challenge assumptions or change course.
• You value…