Vice President/Account Executive, DoW Business Development

Overview

JOB TITLE: Vice President/Account Executive, DoW Business Development

LOCATION: Hybrid; Fairfax, VA (3 days onsite)

COMPENSATION: Competitive Base Salary + Performance Bonus + Long-Term Equity Incentives

BENEFITS: Medical, Dental, Vision, 401(k), Tuition Reimbursement, FSA, 11 Federal Holidays, 3 Weeks PTO

 

JOB OVERVIEW

ITC Federal is seeking a Vice President / Account Executive to own the full growth, operations, and P&L performance of its Department of War (DoW) account — with a primary focus on the Department of the Air Force (U.S. Air Force and U.S. Space Force) and expansion into other DoW components, including the Army, Navy, Marine Corps, and Defense Agencies such as DISA and DLA. This is a mission-critical leadership role for a company undergoing a deliberate and high-stakes portfolio transformation, and DoW is central to ITC’s next stage of growth.

As ITC transitions its historically small-business-set-aside portfolio to full and open competition, DoW represents the company’s most significant opportunity for net-new growth. Success requires building a qualified pipeline across Air Force, Space Force, and other DoW customers, winning competitive full-and-open pursuits, protecting and expanding existing DoW work, and using creative partnering, teaming, and joint venture structures to accelerate market entry. The VP will be the central figure driving all of this.

This is not a role for someone who manages from a distance. The right candidate wakes up every morning thinking about how to keep the work, win the recompetes, and build the relationships that generate the next contract. They bring deep technical credibility in IT infrastructure, cloud, application development, cybersecurity, or related disciplines, along with a working understanding of DoW priorities such as zero trust, DevSecOps, and enterprise IT modernization — and they use that fluency to earn trust with customers and partners, identify expansion opportunities, and propose innovative solutions that generate long-term engagements. The VP is the account owner but will not work in isolation: this leader will partner closely with ITC’s Chief Growth Officer (CGO) and the broader growth organization — including capture managers and BD leads — to build pipeline, pursue new business, and coordinate across the company’s growth infrastructure. The expectation is that this leader is hands-on and actively engaged in growth activities, not simply directing others from the sidelines.  This position reports directly to the CEO and operates with a high degree of autonomy. There is no micromanagement here — but there is accountability. The right person is a self-starter who can hit the ground running, set their own priorities, and drive results without waiting to be told what to do. They are highly collaborative and relationship-oriented, but equally comfortable picking up the phone to have a hard conversation, pushing back on a teaming partner who isn’t holding up their end, or navigating the friction that comes with managing a complex, multi-contract account through a period of real change. This role demands someone who doesn’t shy away from conflict when the mission requires it — who can be direct, decisive, and constructive all at once.

In recognition of the strategic importance and complexity of this role, ITC is offering both short-term performance bonuses and long-term equity incentives to the right candidate. If you want ownership in the outcome, this is that opportunity.

 

Responsibilities

Portfolio Growth & Business Development

• Own the account growth strategy — develop and drive a plan to retain existing revenue, win recompetes, and expand the portfolio through new awards, working hand-in-hand with the CGO and growth organization to align resources and prioritize pursuits
• Work in coordination with the CGO and ITC’s capture managers, BD leads, and growth team — serving as the account-level executive sponsor on all pursuits
• Develop and execute a near-term recompete strategy covering all contracts approaching expiration
• Identify and pursue partnership, teaming, and joint venture structures to accelerate DoW market entry and bridge revenue during the small-to-full-and-open conversion period
• Identify and qualify opportunities across the Department of the Air Force (USAF and USSF) and other DoW components where ITC’s capabilities are competitive
• Build and deepen relationships across the DoW customer base — including Air Force and Space Force commands, field operating agencies, and program offices — engaging with both technical and mission leadership

Operations & Portfolio Management

• Own full P&L accountability for the DoW portfolio, including cost management, margin performance, and financial forecasting
• Monitor revenue, burn rates, utilization, and indirect rates
• Partner with Finance on forecasting, budgeting, and variance analysis
• Ensure contract profitability
• Ensure successful execution across all contracts — on time, on budget, and in compliance with all deliverable requirements. Ensure strong CPARS performance
• Lead contract start-up, transition, and ramp-down activities as the portfolio evolves
• Manage program risk across the portfolio and escalate proactively
• Partner closely with the delivery team to align technical execution with customer expectations and growth objectives
• Support corporate quality, governance, and compliance activities in line with ITC’s ISO, CMMI, and CMMC 2.0 certifications and DoW cybersecurity requirements

Relationship Management & Strategic Positioning

• Establish ITC as the preferred full-and-open IT partner across key DoW customers, including the U.S. Air Force, U.S. Space Force, and other DoW components and Defense Agencies.
• Build and cultivate a partner ecosystem — large integrators, niche technology firms, small businesses — to strengthen competitive positioning
• Represent ITC with senior government stakeholders and serve as the company’s face in the DoW market

Qualifications

REQUIRED QUALIFICATIONS:

• 10+ years of direct experience in federal IT contracting, with meaningful DoW account experience (Department of the Air Force — USAF and/or USSF — strongly preferred)
• Demonstrated success leading full-and-open captures as the executive-level owner, from strategy through award
• Deep experience managing contract portfolios including IDIQs, task orders, and prime contracts — both as prime and as sub
• Strong financial acumen: proven ability to manage P&L, analyze program financials, and produce accurate forecasts and management-level reporting
• Proven ability to win recompetes and grow accounts under competitive pressure
• Technical background in IT infrastructure, cloud computing, application development, cybersecurity, or related disciplines — sufficient to hold substantive conversations with technical customers and credibly shape opportunities
• Experience navigating small business set-aside portfolios and transitioning contracts to full-and-open competition, whether through direct pursuit, partnerships, or JV structures
• Established DoW relationships, particularly within the Air Force and Space Force — the ability to pick up the phone and get a meeting
• Entrepreneurial operating style: comfortable setting goals, prioritizing under uncertainty, and moving fast without bureaucratic cover
• Not afraid of conflict or hard conversations — able to address performance issues with partners, push back on customers when necessary, and navigate difficult teaming dynamics without losing the relationship
• Proven self-starter who requires no day-to-day direction — this role reports directly to the CEO, operates with full autonomy, and demands someone who can own their agenda and execute independently from day one
• Bachelor’s degree required; Master’s preferred

Highly Valued

• Experience working in or transitioning small business contracts to F&O
• Existing relationships with Air Force, Space Force, or other DoW technology leadership, contracting offices, or program offices
• Familiarity with Air Force and Space Force acquisition and innovation organizations (e.g., AFLCMC, SSC, AFWERX, SpaceWERX)
• Experience with alternative acquisition vehicles (SBIRs, CSOs, OTAs, etc.)
• Experience structuring teaming agreements and joint ventures in competitive federal markets
• Active security clearance (Secret or higher), or the ability to obtain one

WORK ENVIRONMENT AND PHYSICAL DEMANDS:

This is a hybrid position with regular expectations for onsite participation in meetings, events, and team sessions. Candidates must be comfortable operating in a virtual-first environment while maintaining a strong presence with clients and internal stakeholders.

 

Compensation & Incentives

ITC recognizes that attracting a leader capable of navigating this kind of transformation requires a compensation structure that reflects both the challenge and the opportunity. This position offers:

• Competitive base salary commensurate with experience
• Performance bonus tied to account growth, recompete wins, and portfolio financial performance
• Long-term equity incentives for the right candidate who demonstrates the ability to protect and grow this account — creating shared upside in ITC’s growth trajectory
• Full benefits package: Health, Dental & Vision | 401(k) | Tuition Reimbursement | FSA | 11 Federal Holidays | 3 Weeks PTO