Senior Director, Business Development & Capture – National Security

Job Details Description 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 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. Education Required Qualifications: 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 p