We are seeking a Senior Business Development Executive who will lead and scale Vibrint's Intelligence Community (IC) and Defense business by deepening and expanding our customer footprint across agencies such as NGA, NRO, DoD and other federal organizations. This leader will identify, shape, qualify, and execute business development opportunities through customer, industry and partner outreach; and lead/support proposal, RFI and white paper response development.
You will build and execute targeted customer engagement plans, cultivate industry, government and strategic partnerships. Working closely with Vibrint business units and technology leaders, you will strengthen Services and Solutions offerings and ensure our value propositions align to mission and enterprise priorities in enterprise IT, cybersecurity, cloud, DevSecOps, analytics, and high-performance computing (HPC).
An active TS/SCI clearance required with the ability to obtain a polygraph is desired. CORE RESPONSIBILITIES Pipeline Development and Opportunity Shaping- Identify customer needs early through insight into mission priorities, acquisition plans, funding signals, and opportunity announcements.
- Build and maintain a robust, diversified pipeline in Salesforce across Virginia Intelligence Community Agencies, , including strategic B2B partnerships.
- Discover, document, and continuously qualify new, relevant, winnable opportunities across DoD/IC/federal customers; keep pipeline data current and decision-quality.
- Shape opportunities strategically, both near-term and long-term, through customer engagement, solution framing, teaming, and acquisition influence.
Customer Engagement and Relationship Management- Establish and grow executive and working-level relationships across priority accounts.
- Develop and execute pursuit strategies that advance opportunities through the funnel-from identification to award.
- Coordinate with delivery teams to ensure customer satisfaction, expansion opportunities, and long-term account growth.
Partnerships, Teaming and Market Strategy- Build and leverage networks across the customer and industry communities to form effective teams, alliances, and strategic partnerships.
- Conduct market analysis and track industry trends to identify customer needs, whitespace, competitor positioning, and growth opportunities.
Offering Alignment and Go-to-Market Enablement- Define and refine differentiators and value propositions; position offerings for adjacent missions and enterprise needs.
- Produce go-to-market assets such as demos, white papers, use-case collateral, conference content, and targeted briefing material.
- Partner with technology and delivery leaders to strengthen solution offerings, improve messaging, and align R&D/investments with customer demand.
- Recommend product/service efficiencies that improve revenue, margin, and resource productivity; counter competitor threats through clear differentiation.
REQUIRED QUALIFICATIONS - 10+ years in DoD/IC growth, capture, and consultative solution sales, with a record of closing complex, multi-stakeholder deals and building strategic partnerships.
- 8+ years of leadership experience (people leadership and/or leading cross-functional pursuit teams), with strong coaching, communication, and negotiation skills.
- Broad understanding of IC/DoD intelligence customer missions and enterprise environments, spanning enterprise IT, data platforms/architectures, and mission familiarity (e.g., ISR, threat assessments, pattern-of-life analysis, data exploitation).
- Strong working knowledge of the USG acquisition lifecycle (RFI/RFP shaping, capture management, proposal development, source selection dynamics).
- Bachelor's degree in a technical field (computer science, engineering, physical sciences, cyber/IT, data security, etc.).
PERSONAL ATTRIBUTES- Independent, outcomes-driven operator who is also collaborative and mission-focused.
- Technically curious; able to translate capabilities into clear customer outcomes and mission impact.
- Builder mindset, turns strategy into measurable execution, repeatable process, and scalable growth.
- Innovative problem solver with strong judgment and the ability to operate effectively in ambiguity.
The pay range for this position is a general guideline only and not a guarantee of compensation or salary. Our approach to crafting offers considers various factors to provide an equitable and competitive comprehensive compensation package. These considerations include, but are not limited to, contracted rates, education, certification(s), experience, specific competencies required for this position, and geographic location.
Vibrint's comprehensive compensation package includes but is not limited to: competitive salary; annual merit-based salary increase and discretionary bonus program; 401(k) plan with a company contribution; 11 paid federal holidays; 160 hours of paid time off; medical, dental, vision, life and short- & long-term disability insurance; employee assistance program; and a generous professional development allowance.
Please apply for immediate consideration.
