Director Business Development

Role Overview

Director, Business Development will lead commercial growth initiatives across the corporation’s federal markets. The role oversees the identification, qualification, development, and execution of business opportunities, manages a team of Business Development Managers, and ensures disciplined pipeline management aligned to corporate growth objectives.

Responsibilities

• Team Leadership: Lead Business Development Managers by market/portfolio, set expectations, monitor progress, and drive accountability for pipeline and capture activities.
• Pipeline Development: Build, manage, and qualify a robust pipeline of federal opportunities, including sources such as SAM.gov, GovWin, OTAs, agency forecasts, and industry networks.
• Sales Database / Forecasting: Validate pipeline accuracy and fidelity, capture planning progression, and high-probability forecasts.
• Capture Management: Lead capture efforts including customer engagement, competitive analysis, solution shaping, and win-theme development.
• Customer Engagement: Build and maintain relationships with contracting officers, program managers, and key government stakeholders.
• Teaming & Partnerships: Identify, negotiate, and manage teaming agreements and strategic partnerships with primes and subcontractors.
• Sales Accountability: Support annual sales goals by improving opportunity quality and driving successful contract wins.
• Brand & Presence: Represent the company at industry days, conferences, and agency outreach events.
• Internal Collaboration: Partner with Capture, Proposals, Pricing, Contracts, Operations, and Executive Leadership; support go/no-go decisions and ensure customer intelligence flows into capture/proposal work.

Required Qualifications

• 10+ years of federal Business Development or capture experience.
• Strong understanding of compliance, regulatory, and operational requirements in federal contracting.
• Proven success winning work with agencies such as DoD, DHS, VA, HHS (or other agencies aligned with the portfolio).
• Strong understanding of the full proposal lifecycle, including Shipley (or similar) methodologies.
• Demonstrated ability to implement and maintain internal systems/tools/processes to drive pipeline and backlog development and improve win rates.
• Proven ability to build and maintain senior-level government and industry relationships.
• Strong written and verbal communication skills, including executive-level briefings.

Preferred Qualifications

• Demonstrated success in federal professional services.
• Shipley certification or equivalent capture/proposal training.
• Experience managing IDIQs, GWACs, BPAs, and OTAs.
• Background leading capture for large, complex federal programs.
• Established relationships with targeted federal agencies.
• Experience in mid-size or large government contracting environments.
• Ability to obtain and maintain a security clearance.