Vice President, Business Development

Role Overview

• Partner with the CGO to define and execute the company’s growth strategy, target markets, and priority accounts.
• Build and maintain a qualified pipeline aligned to revenue targets and corporate objectives.
• Provide executive-level reporting on pipeline health, forecasts, and strategic pursuits.
• Represent the company at defense industry events, military forums, and government-industry partnership engagements.
• Drive industry partnerships, joint ventures, and teaming arrangements to enhance competitiveness and expand solutions.
• Implement tools, processes, and KPIs to drive disciplined business development and capture excellence.
• Foster a culture of collaboration, ownership, and continuous improvement.
• Lead, manage, and mentor a team of capture managers, establishing best practices, governance, and accountability.
• Serve as a player and coach by directly leading capture efforts on priority, high-value opportunities.
• Oversee the full capture lifecycle including qualification, shaping, win strategy development, and customer engagement.
• Drive disciplined capture reviews, gate processes, and pursuit decision-making.
• Identify, qualify, and shape strategic opportunities across target federal agencies
• Develop and execute account strategies, call plans, and engagement approaches with key stakeholders
• Build and maintain senior-level customer and partner relationships to position the company for growth
• Ensure alignment across business development, capture, solutioning, pricing, and proposal teams to deliver compliant, compelling, and differentiated proposals.
• Collaborate with engineering, cyber, operations, and program management leaders to align solutions with mission-critical requirements.
• Guide win themes, discriminators, and competitive positioning for major bids.
• Support proposal development and pricing strategies to maximize probability of win.

Requirements

• 15+ years of progressive experience in federal business development, capture management, and growth leadership, with increasing responsibility at the senior or executive level
• Proven track record of leading and winning large, complex federal programs (typically $50M–$500M+) across DoD, Federal Civilian, and/or Intelligence Community markets
• Demonstrated success building, qualifying, and converting high-value pipelines aligned to corporate growth targets
• Experience leading and developing capture organizations, including direct management of capture managers and oversight of capture lifecycle processes
• Strong experience operating as a player and coach, with the ability to both lead teams and personally own and execute strategic pursuits
• Established relationships with senior government leaders, program executives, contracting officers, and industry partners
• Deep domain expertise in one or more of the following areas: enterprise IT, cloud and digital transformation, cybersecurity, zero trust, mission systems, or secure communications.
• Expert knowledge of federal acquisition lifecycle and regulations, including FAR, DFARS, Commercial Service Offerings (CSOs), and agency-specific procurement practices.
• Strong understanding of capture best practices, win strategy development, competitive positioning, and proposal integration.
• Demonstrated ability to lead cross-functional teams across business development, capture, solutioning, pricing, and proposal functions.
• Executive-level leadership, team building, and mentoring skills with a focus on accountability and performance.
• Strong strategic thinking and analytical skills, with the ability to translate market intelligence into actionable growth strategies.
• Excellent communication and executive presence, with the ability to influence internal and external stakeholders.
• Strong organizational and operational discipline, with the ability to manage multiple high-value pursuits simultaneously.
• Proficiency with growth and pipeline management tools such as Salesforce, GovWin, and related platforms.
• Experience leveraging AI-enabled growth and capture tools to support pipeline development, opportunity qualification, competitive analysis, and proposal effectiveness

Tech Stack

• Cloud
• Cyber Security

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off