Director, Business Development - USG

Director of Business Development , you will lead efforts to drive revenue growth across U.S. Government accounts, with a focus on defense and intelligence customers. This is a high-impact individual-contributor role, with a clear path towards building and leading a government-focused business development team. You’ll oversee capture strategies, navigate complex government procurement pathways, and cultivate strong relationships with key stakeholders across the defense and intelligence communities.

Key Responsibilities

- Strategic Campaigns & Leadership : Design and execute business development campaigns, leveraging a comprehensive strategy to engage customers, secure new opportunities, and achieve high win probabilities.

- End-to-End Capture Management : Drive all phases of the capture lifecycle, including customer engagement, win strategy development, teaming agreements, solution shaping, proposal oversight, and post-award execution.

- Program & Proposal Management : Lead cross-functional teams to deliver differentiated, competitive, and compliant proposals. Provide strategic direction during annual strategic and operating planning processes.

- Revenue Growth & Relationship Management : Own and expand company revenues within the Department of Defense (DoD) and Intelligence Community (IC), serving as a trusted partner to technical and procurement stakeholders.

- Procurement Pathway Expertise : Identify and pursue opportunities through traditional and non-traditional contracting methods, including BAAs, SBIRs, OTAs, and larger contract vehicles.

- Technology Advocacy : Position the company’s technologies as scalable solutions for mission-critical military and intelligence communications programs.

- Team Collaboration : Work seamlessly with internal stakeholders, including Sales Engineering, program teams, and executive leadership, on strategic proposals and technical engagements.

- Government BD Growth : Build upon and improve the foundational government-focused business development function to scale revenue, teams, and strategy.

What We’re Looking For

- Proven Federal Sales Expertise : Demonstrated success selling to U.S. Government agencies, with a focus on the Department of Defense (DoD), the Intelligence Community (IC), and agencies like the Space Force and Air Force.

- Capture Management & Long Sales Cycles : Strong experience managing strategic capture efforts, cultivating long-duration sales cycles, and delivering winning solutions.

- Procurement Pathway Mastery : Deep knowledge of government acquisition vehicles, including BAAs, OTAs, SBIRs, and more.

- Track Record of Success : Consistent history of securing large-scale contracts (>$25M+) across government-funded programs.

- Defense or Space Industry Experience : Background selling hardware, software, or integrated systems tailored for defense or space mission requirements.

- Technical & Stakeholder Credibility : Ability to effectively communicate and collaborate with technical, leadership, and procurement-level decision-makers to drive influence and secure support.

- Education : Bachelor’s degree in Business, Engineering, or another relevant field (BA/BS required).
- Clearance : Must be eligible to obtain and maintain a Secret clearance.
- Experience : Preferred: 5 years of program management, project management, or related operational leadership experience.

- Winning Leadership : Demonstrated history of leading successful government business development and capture efforts exceeding $25M.

MUST HAVE A TS/SCI CLEARANCE