Vice President of Sales & Business Development

Vice President of Sales & Business Development

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This executive leader will drive revenue growth by defining and executing a comprehensive growth strategy within the federal marketplace for DSG’s services. Responsibilities include identifying strategic opportunities, building and maintaining key relationships with government decision-makers and partners, and overseeing the business development lifecycle, from initial qualification through capture, proposal, and contract negotiation.

Essential Duties and Responsibilities

• Strategic leadership: develop and implement the overall federal sales and business development strategy, aligning with company objectives and financial targets.

• Analyze market trends, government budgets, and competitor activities to identify emerging opportunities and position the company for success.

• Establish key performance indicators (KPIs) and provide regular executive-level reporting on pipeline health, sales metrics, and growth objectives.

• Formulate and execute account plans for specific federal agencies (e.g., Defense Health Agency, Department of War, Department of Homeland Security) to maximize market penetration.

Business Development and Capture Management

• Oversee the entire business development lifecycle, from opportunity identification and qualification to proposal submission and post‑award transition.

• Lead capture efforts for complex federal contracts, developing win strategies, competitive assessments, and teaming arrangements.

• Actively manage the opportunity pipeline using CRM tools and conduct rigorous go/no‑go reviews.

• Engage in market‑shaping activities to influence and shape customer requirements before official solicitations are released.

Relationship Management

• Cultivate and maintain strong, trusted relationships with senior government officials, procurement officers, and program managers.

• Build and manage a network of strategic industry partners, including prime contractors and subcontractors.

• Represent the company at industry conferences and events to increase brand visibility.

Team and People Leadership

• Build, lead, and mentor a high‑performing business development team, fostering a culture of accountability and success.

• Provide guidance and training to develop the capture skills of staff.

• Collaborate with cross‑functional teams to ensure alignment and support for growth initiatives.

Requirements

• Must be located in Maryland, DC, or Northern VA. The role is remote, with travel as needed.

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Education:

Bachelor’s degree in business, marketing, or a related field. MBA or other advanced degree preferred.

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Experience:

10+ years in federal government business development, with a proven record of winning contracts and driving significant revenue growth.

• Domain expertise:
Deep understanding of the federal acquisition process, the Federal Acquisition Regulation (FAR), and major contract vehicles (GWACs, IDIQs, GSA Schedules).

• Federal market knowledge:
Strong network within target federal agencies (e.g., DHS, DoW, HHS).

• Leadership:
Demonstrated ability to inspire and motivate teams.

• Security clearance:
Ability to obtain and/or maintain a U.S. security clearance (Secret or Top Secret) may be required.

• Tools:
Proficiency in CRM software and federal market research tools (e.g., Gov Win, SAM.gov).

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