Senior Director of Business Development

Role Overview

• Own annual growth targets including bookings, recognized revenue, and gross margin contribution aligned to company objectives
• Develop and execute the company growth strategy across federal agencies, DoD, prime contractors, and strategic partners
• Recruit, coach, and manage a team of BD and support professionals, creating accountability for measurable outcomes
• Build and manage a qualified pipeline maintaining minimum coverage of annual growth targets
• Lead and institutionalize capture management processes (Shipley or equivalent), ensuring disciplined approach from Identify through Award including all CRM related processes
• Own the strategic management of contract vehicles (eg GSA schedules, GWACs, BPAs, IDIQs, etc) including pursuit, leverage, and renewal
• Drive new logo acquisition with priority customers and expand footprint within strategic accounts
• Oversee bid/no-bid governance, ensuring disciplined opportunity selection based on PWIN, margin profile, and strategic alignment
• Partner with Operations and Finance leadership to ensure growth is margin-accretive and operationally executable
• Shape market awareness and specific opportunities by building capability statements, white papers, and solicitation responses
• Shape opportunities pre-RFP, including customer engagement, requirement influence, teaming strategy, and competitive positioning
• Establish and manage strategic teaming relationships with primes, OEMs, and subcontractors to expand addressable market access
• Lead proposal strategy and win theme development, ensuring compelling value propositions and differentiated positioning
• Drive pricing and margin discipline in coordination with Finance to protect gross margin and EBITDA targets
• Develop and implement growth targets and KPIs, reporting performance monthly and on demand
• Support executive-level customer engagement, including participation in key agency meetings, industry days, and executive briefings
• Ensure all proposals comply with FAR/DFARS regulations and other federal acquisition standards.

Requirements

• 10+ years of experience in federal and prime contract business development
• Proven track record of consistent success in securing competitive government contracts within DoD, DHS, or civilian agencies despite budget constraints
• Established government and prime contractor network in one of several focus areas (USAF, USN, DHS) with strong preference for training related networks
• Familiarity with learning and knowledge technologies and workforce development priorities, initiatives, differentiators is advantageous
• Active participation in federal contracting and business development organizations such as NDIA, AFCEA, PSC, ACT-IAC, or NCMA is preferred
• Experience with federal procurement databases (eg GovTribe, SAM.gov, FPDS) and CRM systems (eg Unanet) for managing business development pipelines and tracking opportunities
• Exceptional negotiation skills with a proven ability to conclude complex government contracts
• Bachelor’s degree required; master’s degree or other relevant certifications a plus
• Capability to obtain and maintain a security clearance (existing Top Secret preferred)
• Ability to perform sedentary work – exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.

Benefits

• Remote position
• Ability to travel frequently as required
• Opportunities for professional development