Federal Growth / Business Development Manager

Mclean, VA 22102

Job Responsibilities:

• We are seeking an experienced Federal Growth, Business Development & Capture professional with a strong background in the U.S. Department of Defense (DoD) federal contracting market.


• The ideal candidate will be responsible for identifying and developing new business opportunities, building relationships with government stakeholders and industry partners, qualifying opportunities, and leading capture activities from early-stage identification through contract award.


• This role requires a strong understanding of the DoD acquisition environment, federal procurement processes, GWAC/IDIQ/BPA vehicles, prime and subcontracting strategies, and the federal competitive landscape.

Key Responsibilities:

Federal Business Development & Growth:

• Develop and execute a growth strategy focused on DoD and federal government customers.


• Identify new federal opportunities through SAM.gov, agency forecasts, FPDS, USAspending, GovWin, and other market-intelligence sources.


• Build and maintain a qualified pipeline of federal opportunities.


• Identify target agencies, programs, contracts, buying organizations, and decision-makers.


• Develop relationships with DoD program offices, contracting organizations, primes, technology partners, and small-business partners.


• Monitor federal spending, recompete opportunities, upcoming solicitations, and emerging mission requirements.


• Conduct market research and competitive analysis to identify whitespace and growth opportunities.

Capture Management:

• Lead capture activities for strategic DoD opportunities from opportunity qualification through proposal submission and award.


• Develop and maintain capture plans, win strategies, call plans, competitive assessments, and opportunity action plans.


• Analyze customer requirements, acquisition strategies, incumbent contractors, contract vehicles, and competitive positioning.


• Develop PWin assessments, bid/no-bid recommendations, and executive-level opportunity briefings.


• Coordinate solution development with technical, operations, pricing, contracts, and proposal teams.


• Develop teaming strategies and identify potential prime/subcontractor, JV, and strategic partnership opportunities.


• Engage prospective customers and industry partners to shape opportunities where appropriate and permitted.


• Support development of win themes, discriminators, value propositions, and customer-focused solutions.

DoD Federal Market Development:

• Develop a strong understanding of DoD mission areas, including areas such as:


• IT modernization


• Cloud and cybersecurity


• Digital transformation


• Data and AI


• Software development


• Systems integration


• Enterprise IT


• Mission support


• Defense technology and professional services


• Track DoD organizational priorities, budgets, acquisition strategies, and procurement trends.


• Establish relationships across relevant DoD components and defense agencies.


• Represent the company at industry days, government forums, conferences, and federal networking events.

Proposal & Pursuit Support:

• Partner with proposal teams to translate capture strategies into compelling proposal responses.


• Support development of RFP/RFI responses, sources-sought responses, white papers, capability statements, and executive briefings.


• Ensure proposals reflect customer requirements, evaluation criteria, win themes, and competitive differentiators.


• Participate in proposal reviews, color-team reviews, and executive gate reviews.

Required Qualifications:

• 7+ years of experience in federal government business development, capture management, account management, or related roles.


• Demonstrated experience supporting or selling into the U.S. Department of Defense (DoD).


• Strong understanding of the federal acquisition lifecycle and DoD procurement environment.


• Experience identifying and qualifying federal opportunities and developing capture strategies.


• Experience working with prime contractors, subcontractors, system integrators, and/or federal technology providers.


• Strong knowledge of federal contract vehicles, IDIQs, GWACs, BPAs, task orders, and competitive procurements.


• Experience with opportunity/pipeline management and CRM systems.


• Strong understanding of federal procurement terminology, including RFI, Sources Sought, RFQ, RFP, IDIQ, BPA, OCI, CMMC, NAICS, and FAR/DFARS.


• Excellent communication, presentation, relationship-building, and negotiation skills.


• Ability to work effectively with executive leadership, technical teams, proposal teams, contracts, pricing, and delivery organizations.

Preferred Qualifications:

• Existing relationships within relevant DoD organizations, defense agencies, or federal contracting ecosystem.


• Experience with large DoD programs and/or complex federal technology procurements.


• Experience developing teaming arrangements and strategic partnerships.


• Experience with GovWin, SAM.gov, FPDS, USAspending, Deltek, Salesforce, Microsoft Dynamics, or similar tools.


• Understanding of FAR/DFARS and DoD acquisition policies.


• Experience supporting contracts with organizations such as Army, Navy, Air Force, Space Force, Marine Corps, DISA, DHA, DLA, or other DoD components.


• Bachelor's degree in Business, Information Technology, Engineering, Government, or a related field preferred.

Key Performance Indicators:

• Qualified DoD/federal pipeline growth


• New federal customer acquisition


• Capture pipeline and contract value


• Opportunity qualification and conversion


• Capture-to-award performance


• Strategic account growth


• Partner/teaming relationships established


• Federal revenue growth


• Contract awards and task-order wins

Core Competencies:

• Federal Business Development


• DoD Market Development


• Capture Management


• Opportunity Qualification


• Pipeline Management


• Competitive Intelligence


• Account Management


• Customer Relationship Development


• Proposal Strategy


• Teaming & Partnerships


• Federal Acquisition


• Strategic Growth


• Executive Communication