Senior Director, Business Development & Capture – National Security

Job Title: Senior Director, Business Development & Capture – National Security

Clearance Required: Ability to Obtain Secret Clearance

Work Location: Hybrid, Washington, DC Metro

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.

• 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.

• Bachelor’s degree in Business, Marketing, or related field.

• 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 –…