VP, Business DevelopmentBoingo is seeking a strategic, results-oriented Vice President, Business Development to lead the growth strategy and business development organization, while supporting the company's Military and Federal markets. This is a "Player-coach", who will close deals, in addition to supporting the team. Reporting to the SVP & General Manager, Military, this executive will be accountable for developing and executing a sustainable growth strategy across Boingo's wireless solutions portfolio, including distributed antenna systems (DAS), Wi-Fi, private networks, fiber, and emerging connectivity solutions.
This role goes beyond ownership of individual sales opportunities. The Vice President will set the business development direction, establish market and account priorities, build a high-quality multiyear pipeline, strengthen senior-level relationships across the Department of Defense and federal ecosystem, and develop a high-performing sales organization. The successful candidate will anticipate changes in federal priorities, budgets, leadership, procurement practices, and funding cycles and translate those changes into timely adjustments to Boingo's strategy and execution.
Responsibilities- Develop and execute a multi-year Military and Federal business development strategy aligned with Boingo's corporate growth objectives and the strategic priorities of the Military business unit. Build and maintain a robust, diversified pipeline that supports current-year commitments and future-year growth objectives.
- Lead, coach, and develop a high-performing Military and Federal business development organization. Translate business objectives into clear team priorities, individual goals, territories, account assignments, and measures of success.
- Maintain executive oversight of significant pursuits while establishing clear ownership and accountability within the business development team.
- Translate changes in federal budgets, agency priorities, administration policies, appropriations, leadership, procurement practices, and technology requirements into actionable business strategies.
- Monitor pipeline coverage, conversion rates, win rates, sales cycle velocity, forecast accuracy, strategic account penetration, and other meaningful performance indicators.
- Establish a disciplined sales operating cadence, including pipeline inspections, opportunity reviews, forecast updates, account planning, and monthly business-line reviews.
- Partner with Legal, Finance, Contracts, Engineering, Product, and Operations to develop commercially viable, technically sound, and operationally executable solutions.
- Direct the strategy for high-value RFIs, RFPs, proposals, contract vehicles, and other competitive pursuits.
Requirements- 15+ years of growing responsibility in business development, sales, strategic accounts, or related commercial leadership, preferably within telecommunications, wireless infrastructure, defense, federal government.
- Working knowledge of DAS, Wi-Fi, private networks, fiber, cellular infrastructure, or related wireless technologies; direct DAS experience strongly preferred.
- Established network across the Department of Defense, military services, federal civilian agencies, prime contractors, systems integrators, and government technology partners
- Proven success developing and executing growth strategies within the Department of Defense, federal civilian agencies, military markets, or similarly complex government environments. Understanding of Government budgets and sales cycles based on Federal funding cycles
- Demonstrated record of building qualified pipelines and closing complex, multiyear agreements valued $10 million or more.
- Strong executive presence and exceptional verbal, written, presentation, and negotiation skills.
- Demonstrated ability to lead through uncertainty, respond to market and government changes, and maintain organizational focus during challenging business conditions.
- Ability and willingness to travel (~25%) based on customer and business needs.
- The position is based either in the greater DFW area -near Boingo's Frisco HQ, or in the DMV area - near our Washington, DC clients.
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