Position: Director of Business Development (Federal – DoD)
Location: Hybrid / Remote (U.S.)
Travel: ~10–20% (customer meetings, industry days, conferences)
Reports To: President / CEO
Position Summary
We are seeking a hands-on Business Development leader to drive growth across the Department of Defense (DoD) portfolio. This role is ideal for a doer, not just a strategist – someone who actively identifies opportunities, builds customer relationships, shapes deals, and supports proposal efforts from capture through award.
The ideal candidate understands small-business federal contracting, knows how to operate in pre-RFP and capture phases, and is comfortable working closely with leadership, technical teams, and partners to win work.
Key Responsibilities
Business Development & Pipeline Growth
- Identify, qualify, and pursue new DoD opportunities aligned with company capabilities
- Own and manage the BD pipeline from market intelligence → capture → proposal → award
- Conduct market and customer research (SAM.gov, agency forecasts, RFIs, industry days)
- Develop win strategies, pricing inputs, and competitive positioning
- Track BD activity and pipeline metrics using CRM or BD tools
Customer & Partner Engagement
- Build and maintain relationships with:
- Government customers and program offices
- Contracting officers and small business offices
- Prime contractors, teaming partners, and subcontractors
- Represent the company at industry days, matchmaking events, and conferences
- Lead or support teaming negotiations, NDAs, and TAs
Capture & Proposal Support (Hands-On)
- Serve as Capture Lead on priority pursuits
- Contribute directly to:
- Capture plans and call plans
- Solution shaping and storyboarding
- Proposal outlines, executive summaries, and past performance inputs
- Collaborate with proposal managers, SMEs, and pricing teams
- Support post-submission customer engagement and debriefs
Strategy & Leadership Support
- Advise leadership on:
- Target agencies, contract vehicles, and on-ramps
- Bid/no-bid decisions
- Organic growth vs. partnering strategies
- Help refine company value propositions and messaging
- Identify opportunities for set-aside and small-business advantages
Target Agencies & Contracting Experience
Experience with one or more of the following is strongly preferred:
- DoD (Army, Air Force, Navy, Space Force, DISA, SOCOM, etc.)
- Contract vehicles such as:
- IDIQs, BPAs, GWACs
- GSA MAS
- DoD multiple-award vehicles
Required Qualifications
- 7–12+ years of federal business development experience
- Proven success originating and winning federal opportunities
- Deep understanding of:
- Federal acquisition process
- Capture management and proposal lifecycle
- Experience working in or with small to mid-sized federal contractors
- Ability to operate independently and wear multiple hats
- Strong written and verbal communication skills
- U.S. Citizenship required
- Ability to obtain and maintain a security clearance (if not already held)
Preferred Qualifications
- Existing customer or partner relationships in DoD
- Experience supporting IT, cybersecurity, engineering, or professional services
- Prior hands-on capture leadership on $5M–$50M pursuits
- Familiarity with CRM tools (GovWin, Deltek, Salesforce, etc.)
- Active or prior security clearance (Secret or higher)
Key Performance Indicators (KPIs)
- Qualified pipeline growth (value and quality)
- Win rate on targeted pursuits
- New customer and contract vehicle access
- Revenue contribution year-over-year
- Strength of customer and partner relationships
Compensation
- Competitive base salary
- Performance-based bonus tied to wins and pipeline contribution
- Benefits package (medical, PTO, holidays, etc.)
Why This Role
- Direct access to executive leadership
- Real influence over company growth strategy
- Opportunity to build something, not inherit a fixed machine
- High visibility and impact in a growing federal small business
EOE- GCI reviews all applications for employment and gives preference to veterans.