Job DescriptionSr Director of GrowthReports To: President/CEO
Location: Hybrid - Vienna, VA
Base Salary: $175K - $215K (plus Commission Plan)
Position SummaryAAC is seeking an experienced Sr Director of Growth to lead the company's federal business development and capture activities across civilian and defense agencies. The successful candidate will develop and execute growth strategies that expand AAC's presence in enterprise IT, cybersecurity, cloud, AI-enabled solutions, service management, and mission support.
This leader will be responsible for identifying, qualifying, capturing, and helping win new business while managing day-to-day business development activities and mentoring AAC's Business Development staff. The position works closely with executive leadership, proposal management, solution architects, and operations to drive sustainable growth.
Success in this role is measured by pipeline quality, capture execution, proposal win rate, contract awards, and long-term customer relationships.
Primary Responsibilities:Strategic Growth- Develop and execute AAC's annual business development strategy.
- Build and maintain a qualified pipeline supporting annual revenue growth objectives.
- Identify new contract opportunities across:
- GWACs
- IDIQs
- BPAs
- Stand-alone procurements
- Analyze market trends and agency spending.
- Recommend strategic investments and bid priorities.
Opportunity Identification- Identify and qualify opportunities early in the acquisition lifecycle.
- Maintain a disciplined qualification process.
- Track opportunities through GovWin, SAM.gov, agency forecasts, and customer engagement.
- Develop account plans for priority agencies.
Capture ManagementLead capture activities including:
- Customer engagement
- Competitive assessments
- Win strategies
- Black Hat reviews
- Price-to-win assessments
- Solution development
- Teaming strategy
- Partner selection
- Capture plans
- Proposal readiness
Customer RelationshipsDevelop trusted relationships with:
- Contracting Officers
- Program Managers
- CIO organizations
- Industry partners
- Prime contractors
- Represent AAC at industry days, conferences, networking events, and customer meetings.
Proposal SupportPartner with proposal teams by:
- Developing win themes
- Reviewing technical approaches
- Assisting with pricing strategy
- Supporting color team reviews
- Participating in proposal reviews
- Conducting lessons learned after submissions
Team Leadership- Supervise and mentor AAC's Business Development staff.
- Establish measurable goals and KPIs.
- Improve BD processes and CRM discipline.
- Foster collaboration across capture, proposals, operations, and executive leadership.
Executive ReportingProvide executive leadership with regular reporting on:
- Pipeline status
- Qualification decisions
- Capture progress
- Win probability
- Revenue forecasts
- Competitive intelligence
- Strategic risks
Required Qualifications:- Bachelor's degree (Business, Engineering, Information Technology, or related discipline)
- 10+ years federal IT business development and capture experience
- Demonstrated recent success winning competitive federal IT services contracts
- Thorough understanding of FAR-based procurements
- Experience managing opportunities from qualification through award
- Excellent executive communication and presentation skills
- Existing network within the federal contracting community (particularly Federal staff)
- Experience selling:
- Enterprise IT
- Cybersecurity
- Cloud
- IT Service Management
- Digital Transformation
- Experience with GWACs/IDIQs/BPAs
Core Competencies:- Strategic Thinking
- Capture Leadership
- Executive Presence
- Customer Engagement
- Team Leadership
- Collaboration
- Negotiation
- Analytical Decision Making
- Communication
- Accountability
Desired Characteristics:The ideal candidate:
- Is highly organized and process-oriented
- Is equally comfortable meeting customers and leading internal capture reviews
- Makes disciplined bid/no-bid recommendations
- Can independently drive opportunities while coaching junior staff
- Understands the realities of a growing federal contractor
- Values collaboration and accountability over hierarchy
