Job Description
If you're experienced in closing deals across the defense and national security community and want to directly shape growth in a mission-driven organization, we'd love to connect!
What you'll do:
You will lead business development for FedTech's defense and national security portfolio, driving growth across the Department of Defense, Intelligence Community, and service-level innovation organizations. In this role, you will identify, shape, and close new business opportunities while owning the full business development lifecycle-from pipeline generation and opportunity capture to contract award. You'll also collaborate closely with cross-functional teams to develop winning strategies, deliver compelling proposals, and ensure successful execution throughout the sales process.
Typical functions include:
- Business Development and Sales
- Manage and grow a portfolio of relationships across the defense and national security ecosystem, including key stakeholders within the Department of Defense, service branches (Army, Navy, Air Force, Space Force), and innovation-focused organizations such as DIU, AFWERX, and OSD R&E, as well as the broader intelligence community.
- Identify, develop, and close new business opportunities, with a focus on building long-term customer relationships and generating new revenue streams for FedTech.
- Expand FedTech's pipeline by leveraging both existing organizational relationships and independently developed connections within the defense and national security community.
- Meet quarterly revenue and pipeline targets, with performance measured against defined business development objectives and key results.
- Qualify and prioritize opportunities using structured evaluation criteria and maintain accurate, up-to-date records in CRM systems.
- Capture and Proposal Strategy
- Lead capture efforts for federal opportunities, including RFPs and BAAs, from initial opportunity assessment through proposal submission.
- Participate in key capture activities such as bid/no-bid decisions, teaming strategy, proposal development, pricing coordination, and submission planning in collaboration with internal stakeholders.
- Build and manage strategic partnerships with prime contractors, federal integrators, and specialized firms to strengthen competitive positioning on major pursuits.
- Contribute to the development and refinement of new service offerings within the defense and national security practice.
- Stakeholder and Account Management
- Develop and maintain strong relationships with government agencies, prime contractors, venture partners, national laboratories, and other key organizations within the defense and national security ecosystem.
- Collaborate closely with internal delivery teams to ensure alignment on account strategy, customer engagement, and post-award transition.
- Represent FedTech at industry events, conferences, and government/defense innovation forums to strengthen visibility and partnerships.
- Identify and support new growth opportunities that may evolve into recurring programs or long-term partnerships.
Successful candidates will have the following qualifications:
- 8+ years of business development, capture, or growth experience within defense, national security, or adjacent federal markets.
- Proven track record of winning and closing new business opportunities with the Department of Defense (DoD), Intelligence Community (IC), or related federal organizations.
- Strong understanding of the defense and national security innovation ecosystem, including SBIR/STTR, OTAs, BAAs, federal laboratories, major contract vehicles, and technology transition pathways.
- Experience leading the full business development lifecycle, from opportunity identification and capture strategy through proposal development, customer engagement, and contract award.
- Established relationships within the defense, national security, or federal innovation community, including organizations such as DIU, AFWERX, service innovation units, OSD R&E, federal laboratories, or IC innovation offices, are highly desirable.
- Strong communication, presentation, and stakeholder management skills, with the ability to engage senior government leaders and communicate complex technical, business, and contracting concepts.
- Ability to operate across multiple functions, including business development, partnerships, capture, proposals, and customer-facing engagements in a fast-paced environment.
- Experience using CRM, collaboration, productivity, and AI-enabled tools (e.g., HubSpot, Google Workspace, Slack, Unanet, Claude, and similar platforms) to drive efficiency and business outcomes.
- Active or recent security clearance preferred (Secret minimum; TS/SCI a plus).
- Highly organized, adaptable, entrepreneurial, and results-oriented, with a strong sense of ownership and commitment to continuous learning.
Our Values:
- Boldness: We have the fortitude to forge new paths and push beyond our comfort
- Unity: We treat our clients, team members and partners as we would like to be treated - we are one united team
- Introspection: We recognize introspection is the necessary ingredient in which self-improvement flourishes
- Leadership: We embrace servant leadership - putting the interests of client, team partners and partners first
- Decisiveness: We have a strong bias towards action
Compensation:
- Base salary range: $120-140k
- The salary range listed for this position is based on market data and internal compensation structure. The final compensation package will be determined based on a variety of factors including, but not limited to, relevant experience, skills and education. This range is not a guarantee of compensation, and offers may fall outside this range in exceptional cases.
- In addition to the base salary, compensation includes performance-based bonus (OTE) and ability to earn equity
- A competitive benefits package including 401K with employer match, health/dental/vision plans through Blue Cross Blue Shield, accrued PTO, professional development funds, employer paid disability insurance, parental leave, transportation and wellness reimbursements, amongst others.
Location: The position will be set up as a hybrid work arrangement in any of the following locations:
- 3 days in person at our headquarters in Arlington, VA, and 2 days remote
- 2 days in person at our office in Boston, MA and 3 days remote
- 2 days in person at our office in Austin, TX and 3 days remote
Travel: Up to 20-30% based on business needs
