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.

Key Responsibilities:

1. 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.

1. 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.

1. 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.

1. 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.

1. 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.

1. 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.

Required Qualifications:

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 fu