Position SummaryThe
Director, Federal Civilian Business Development is responsible for driving new business growth across the Federal Civilian market through strategic account development, opportunity identification, capture leadership, customer engagement, teaming, and expansion of existing relationships.
This is a senior, growth-oriented role requiring a demonstrated record of identifying, shaping, capturing, and winning federal business. The successful candidate will bring established relationships across Federal Civilian agencies, a strong understanding of the federal acquisition environment, and the ability to translate agency mission requirements into executable growth strategies.
The ideal candidate will have demonstrated progression from supporting business within a single federal agency to capturing and winning business across at least four Federal Civilian agencies, including success expanding scope, services, and customer relationships into new or adjacent areas of government.
The Director will work closely with executive leadership, operations, technical teams, contracts, pricing, recruiting, and proposal teams to develop qualified opportunities, build competitive strategies, establish teaming relationships, and convert pipeline into contract awards.
Key Considerations- This role is remote with regular engagement in the DC/metro area.
- U.S. Citizenship is necessary due to federal contract requirements.
- Applicants must be prepared to verify citizenship at interview stage.
Key Responsibilities- Develop and execute Federal Civilian business development and account growth strategies aligned with organizational revenue objectives.
- Identify, qualify, shape, capture, and win new federal contract opportunities from early market intelligence through award.
- Build and maintain a qualified Federal Civilian opportunity pipeline, including opportunity identification, qualification, competitive positioning, gate reviews, forecasting, and pursuit strategy.
- Demonstrate measurable growth across Federal Civilian accounts, including expansion of existing relationships, services, contract scope, and customer footprint.
- Develop and execute strategies to diversify business across multiple Federal Civilian agencies rather than relying on a single account or agency.
- Build trusted relationships with federal customers, contracting officials, program stakeholders, acquisition personnel, industry partners, prime contractors, and subcontractors.
- Translate agency missions, strategic priorities, acquisition forecasts, and customer requirements into actionable account and growth strategies.
- Lead or materially contribute to capture strategy, including customer engagement, competitive analysis, teaming strategy, solution development, pricing strategy, win themes, and proposal positioning.
- Develop customer call plans and engagement strategies designed to influence opportunities before formal solicitation.
- Monitor and analyze Federal Civilian market intelligence, acquisition forecasts, procurement trends, incumbent contracts, and competitive activity.
- Utilize tools and data sources such as GovWin, SAM.gov, FPDS/USAspending, Bloomberg Government, agency procurement forecasts, and similar market intelligence platforms.
- Identify and develop teaming relationships with large and small federal contractors to improve competitive positioning and access to opportunities.
- Negotiate or support teaming arrangements, subcontracting relationships, and strategic partnerships.
- Coordinate with technical, operational, contracts, pricing, recruiting, and proposal teams to ensure proposed solutions are executable, competitive, and aligned with customer requirements.
- Participate in and lead executive-level customer briefings, industry events, capability discussions, and strategic meetings.
- Maintain accurate CRM and pipeline information and provide regular executive-level reporting on pipeline health, probability, forecast, pursuit status, and expected bookings.
- Establish and monitor business development performance measures, including qualified pipeline, opportunity progression, contract awards, win rate, agency diversification, and revenue growth.
- Stay current on Federal acquisition regulations, procurement trends, contract vehicles, emerging mission requirements, and competitive dynamics.
- Support continuous improvement of business development and capture processes, tools, and methodologies.
Qualifications:Experience Requirements- 7-10+ years of professional experience in Federal Government contracting business development, capture, account growth, or a closely related growth function.
- Substantial experience supporting and growing business within Federal Civilian agencies.
- Demonstrated success identifying, qualifying, shaping, capturing, and winning federal contract opportunities.
- Documented individual or team contribution to federal contract wins across multiple Federal Civilian agencies.
- Demonstrated career progression from supporting business within one agency to expanding scope, services, and/or customer relationships to capture and win across at least four agencies is strongly preferred.
- Demonstrated ability to expand business beyond an initial agency or customer relationship and develop a diversified Federal Civilian portfolio.
- Established knowledge of the Federal Civilian market, including agency missions, acquisition environments, buying organizations, procurement trends, and competitive dynamics.
- Existing relationships with federal customers, contracting officials, program stakeholders, industry partners, and prime/subcontractor organizations.
- Experience developing and managing a qualified opportunity pipeline, including opportunity identification, qualification, competitive positioning, gate reviews, and forecasting.
- Strong working knowledge of the federal acquisition lifecycle and FAR-based procurement environment.
- Experience with common federal procurement structures and contract vehicles, including RFIs, RFPs, IDIQs, GWACs, BPAs, task orders, and other federal acquisition mechanisms.
- Experience leading or materially contributing to capture strategy, including customer engagement, competitive analysis, teaming strategy, solution development, pricing strategy, win themes, and proposal positioning.
- Experience developing account plans and growth strategies based on agency mission requirements and customer priorities.
- Experience using federal market intelligence and opportunity tools such as GovWin, SAM.gov, FPDS/USAspending, Bloomberg Government, or comparable platforms.
- Experience developing teaming relationships with both large and small federal contractors and negotiating or supporting teaming arrangements.
- Strong executive-level communication, presentation, negotiation, and relationship-management skills.
- Ability to operate as a strategic growth leader while also executing hands-on business development and capture activities.
- Ability to collaborate effectively with operations, technical, contracts, pricing, recruiting, and proposal teams.
Work Environment- This position requires regular use of a computer and standard office equipment.
- Ability to participate in virtual and in-person customer meetings, industry events, conferences, and business development activities.
- Travel may be required to support customer engagement, industry events, conferences, partner meetings, and other business development activities.
- Work arrangement: Remote
- Location: DC/metro area
Education Requirements- Bachelor's degree in Business, Management, Technology, Public Administration, or a related discipline.
- Equivalent directly relevant Federal Business Development or capture experience may substitute for formal education depending on the seniority and scope of the candidate's experience.
U.S. Government Contract Requirements- U.S. Citizenship is required based on applicable federal contract requirements. Applicants must be prepared to verify citizenship at interview stage.
- Ability to obtain and maintain applicable federal credentials or security clearances required.
Compensation & BenefitsSalary Range: $190,000 - $240,000 with the potential for long-term incentives.
Comprehensive Benefits Package:- Medical, dental, and vision insurance
- Life and short-term/long-term disability insurance
- Exceptional 401(k) retirement plan
- Generous vacation and holiday leave
- Educational assistance program
This is an opportunity to join a forward-thinking organization where your leadership and technical expertise will drive enterprise-wide impact 
