Business Development Manager

Position Overview

We are seeking a high-performing, growth-oriented Business Development (BD) Professional to drive new business acquisition, expand our market footprint, and lead strategic capture initiatives across federal and defense agencies.

In this role, you will be responsible for identifying, qualifying, and maturing a multi-million-dollar pipeline of opportunities aligned with our core capabilities. You will serve as the primary interface between our company and government clients, industry partners, and key stakeholders. The ideal candidate brings a proven track record of winning prime contracts, managing complex teaming arrangements, and steering opportunities seamlessly through the Shipley business development lifecycle.

• Market Intelligence: Proactively identify upcoming federal requirements, market trends, and competitive intelligence using tools such as Gov Win IQ, SAM.gov, GSA eBuy, and USA spending.
• Pipeline Management: Build, maintain, and mature a robust, multi-year pipeline of qualified opportunities to achieve corporate revenue and growth targets.
• Gate Reviews: Lead formal Gate Reviews (Identification, Qualification, Capture) to brief executive leadership on pursuit viability, resource requirements, and return on investment (ROI).

• Customer Engagement: Establish, cultivate, and maintain strong, trusted relationships with government buyers, including Contracting Officers (COs), Program Managers, and Small Business Liaison Officers (SBLOs).
• Teaming Strategy: Identify, vet, and negotiate agreements with strategic industry partners (prime contractors, subcontractors, joint ventures, and small/large business partners) to build winning teams.
• Brand Representation: Represent the company at industry days, match-making events, networking forums, and professional association meetings.

• Capture Strategy: Develop comprehensive capture plans for high-priority targets, defining the Win Strategy, Price-to-Win (PTW), value proposition, and competitive discriminators.
• Pre-RFP Shaping: Engage with agencies during the RFI/Sources Sought phase to shape requirements and positioning ahead of formal solicitations.
• Proposal Integration: Partner closely with Proposal Managers, Technical Writers, and Subject Matter Experts (SMEs) to ensure the win themes, teaming strengths, and past performance narratives are accurately woven into the final submission.

• Experience: 8+ years of progressive experience in federal business development and capture management within the government contracting sector.
• Track Record: Documented success in qualifying and winning individual federal contract vehicles, task orders, or schedules of all sizes (or adjusted to scale).
• Vehicle Familiarity: Deep understanding of federal procurement pathways, including IDIQs, GWACs (e.g., GSA OASIS+, Alliant, STARS III), and agency-specific vehicles.
• Procurement Literacy: Thorough knowledge of the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), and small business socioeconomic set-aside programs (e.g., 8(a), SDVOSB, WOSB, HUBZone).
• Clearance: Ability to obtain or maintain a U.S. government security clearance is highly preferred (Secret/TS-SCI depending on target market).
• Travel: Ability to travel as needed for client meetings, industry days, and partner site visits.

• The Shipley Process: Mastery of the Shipley business development and capture lifecycle.
• Strategic Thinking: Exceptional analytical skills with the ability to synthesize complex technical capabilities into clear, compelling value propositions.
• Communication: Elite communication, presentation, and negotiation skills, with a proven ability to brief and influence C-suite executives and senior government officials.
• Tools: High proficiency with Gov Win, Salesforce or similar BD/CRM tools, and Microsoft Office Suite.

Pay: $80,000.00 - $ per year

Work Location:

In person