Senior Director of Client and Strategy; FedCiv

Overview

Senior Director of Client Growth and Strategy (Fed Civ) role at Ad Hoc LLC. This is a hybrid position. 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.

The Federal Civilian business unit supports customers across federal, commercial, and nonprofit spaces, including NASA, the General Services Administration, Office of Personnel Management, Library of Congress, Health & Human Services, and the FDIC. We work with agencies to build new capabilities, deliver products, establish data as a strategic asset, modernize legacy systems, and scale digital service infrastructure to advance missions.

• Business Development & Pipeline Management – Lead opportunity pipeline development aligned with growth objectives and strategic goals; define, direct, and lead pipeline and capture strategies in target accounts; identify, qualify, and shape pursuits by analyzing market opportunities and internal capabilities; maintain and grow a qualified pipeline across multiple agencies; forecast, track, and close deals; maximize existing contract vehicles and identify new ones to support strategy and growth.
• Capture Management & Opportunity Execution – Develop and execute winning capture strategies using Shipley best practices; lead pursuits from identification through proposal submission with multidisciplinary teams; shape acquisition strategies, lead competitive intelligence, define win themes, and support price-to-win analysis; coordinate capture with proposal teams, pricing, HR, contracting, and other stakeholders; lead gate reviews and ensure readiness; manage teaming agreements and build capture teams.
• Strategic Planning & Market Positioning – Contribute to Ad Hoc business strategy; use data analytics for investment, resource, and growth decisions; implement strategic decisions for target agencies and market expansion; create business development strategies aligned with federal agencies; enhance positioning through customer experience, brand awareness, and relationships.
• Customer & Partner Engagement – Collaborate with business unit leadership on account and sales plans; engage customers and build strong relationships; communicate capture status, risks, blockers, and needs to senior executives; partner with strategic partners and internal teams for innovative solutions; initiate and manage strategic partnerships, JVs, and mentor-protégé programs.
• Miscellaneous / General Duties – Perform special projects as assigned.

• Bachelor’s degree and 10+ years of relevant experience (education may be substituted).
• Extensive government contracting experience, pipeline development, and success in winning opportunities with target agencies.
• Experience building and leading capture teams; ability to initiate and create a qualified pipeline and support account strategy driving consistent pipeline-win and growth.
• Experience winning captures across multiple contract vehicles (including GWAC/IDIQ) and price-to-win strategies.
• Ability to work in a dynamic, remote environment with internal and external stakeholders.
• Knowledge of capturing and growing multiple contract types (FFP, T&M, etc.) and proven on-contract growth (OCG) with recompetes and new business in the Federal market.
• Demonstrated ability to engage diverse employees and subcontractors for optimized resource utilization; knowledge of current Ad Hoc customers and ecosystem relationships.
• Strong communication skills, both oral and written; ability to work across multiple growth roles, opportunity types, and customers.
• Proven track record of achieving on-contract growth (OCG) with a minimum threshold of $50M+ TCV in the Federal market.

• Proven track record of achieving on-contract growth (OCG) and winning recompetes, takeaways, and new business in the Federal market of at least $100M+ TCV.
• Willingness to work at least 2 days a week in the Ad Hoc office (if requested).
• Strong knowledge and past performance with Federal Civilian, VA, and other target…