Senior Director, Business Development & Capture – National Security

About the position

We are seeking a dynamic and results-driven Senior Director, Business Development & Capture to own and drive the full business development lifecycle for our National Security portfolio, with deep expertise across the Department of Homeland Security (DHS) and/or Department of State (State) markets. This is not a support role - this leader will personally identify, shape, capture, and win new business opportunities while building the pipeline that fuels our next phase of growth. The ideal candidate combines a hunter mentality with strategic vision: someone who can walk the halls of an agency one day and brief the executive team on pipeline health the next. We are looking for a proven growth leader with a track record of winning deals valued at \$25M+ in the Federal National Security space.

Responsibilities

  • Full-Lifecycle Capture & Win Strategy: Own opportunities from identification through award, developing and executing capture plans, win strategies, competitive assessments, and pricing strategies for pursuits valued at \$25M+.
  • Lead gate reviews and present opportunity assessments, win probability analyses, and investment recommendations to executive leadership.
  • Develop and drive teaming strategies, negotiate teaming agreements and subcontracting arrangements to build competitive teams.
  • Pipeline Development & Revenue Accountability: Build and actively manage a qualified pipeline of opportunities targeting \$500M+ in total addressable value within the DHS and State portfolios.
  • Own pipeline health metrics and provide regular executive briefings on pipeline status, win rates, and growth trajectory.
  • Develop and execute client call plans, assessing win probability and working with agency contacts to shape acquisition strategies.
  • Customer Engagement & Opportunity Shaping: Serve as the primary customer-facing growth leader for the National Security portfolio, developing trusted advisor relationships with senior government decision-makers (SES, Contracting Officers, PMs) at DHS and State.
  • Proactively engage customers early in the acquisition lifecycle to shape requirements, influence acquisition strategies, and position the company competitively before RFP release.
  • Conduct thorough call planning and execute disciplined customer engagement campaigns.
  • Proposal Leadership: Drive the development of compelling, compliant, and competitive proposals by translating capture intelligence into actionable win themes, discriminators, and solution approaches.
  • Lead proposal strategy sessions including color team reviews; ensure alignment between capture strategy and proposal execution.
  • Oversee pricing strategy development in collaboration with finance and delivery.
  • Market Intelligence & Strategic Growth Planning: Monitor and analyze industry trends, regulatory changes, budget dynamics, and competitive activities impacting the DHS, State, and broader National Security market.
  • Identify emerging opportunities in adjacent National Security agencies (e.g., DOJ, Intelligence Community) and develop market entry strategies.
  • Contribute to corporate growth strategy and annual planning by providing market insights and portfolio-level pipeline analysis.
  • Industry Presence & Ecosystem Development: Represent the company as a visible thought leader at industry events, conferences, and associations, and agency-specific industry days.
  • Build and maintain a professional network of partners, competitors, and industry contacts to support opportunity identification and teaming.
  • Engage in leadership roles within relevant associations to elevate company brand.

Requirements

  • Education: Bachelor’s degree in Business, Marketing, or related field.
  • Experience/Skills: 10+ years of progressive experience in Federal business development and capture management, with significant depth in the National Security domain (DHS, State)
  • Demonstrated track record of personally leading and winning capture efforts valued at \$25M+ in prime contract awards.
  • Deep understanding of the full Federal acquisition lifecycle - from opportunity identification through proposal submission, negotiation, and award - including familiarity with FAR/DFARS, IDIQ/BPA/GWACs, and DHS-specific procurement vehicles.
  • Experience building and managing a qualified pipeline of \$300M+ in total value.
  • Strong executive presence with the ability to engage senior government leaders (SES-level) and present growth strategy to C-suite leadership.
  • Excellent skills in competitive analysis, win strategy development, pricing strategy, and teaming/partner management.
  • Demonstrated ability to work across a matrixed organization, collaborating with delivery, solutions, pricing, and proposal teams.

Nice-to-haves

  • Existing relationships and recent (within 3 years) customer engagement experience at DHS (CBP, ICE, USCIS, CISA, TSA, FEMA, or HQ) and/or Department of State.
  • Prior government service or deep understanding of agency missions and organizational structures within target accounts.
  • Experience selling solutions into government, not just staff augmentation.

Benefits

  • PTO including paid parental, military, and bereavement leave
  • Eleven (11) paid Federal holidays, five of which are floating holidays (as designated by the company’s holiday schedule each year)
  • Health and Dental Insurance (including 100% employer paid premiums for employee coverage under the HDHP health plan)
  • Life Insurance, STD/LTD term disability coverage, with employer paid premiums
  • 401 (k) plan with a match that is 100% vested after you complete two years of service
  • FSA/DFSA/HSA flexible benefit plans
  • Annual Tuition & Professional Development Reimbursement benefit
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