Federal Business Development Leader (DoD & Civilian)
Location: Mid‑Atlantic preferred (DC / VA / MD)
Employment Type: Full‑Time
Travel: As required
Clearance: Must be clearable (U.S. Person)
About the Role
We are seeking a Federal Business Development Leader to drive net‑new growth across Department of Defense (DoD) and civilian agencies, with a focus on command‑and‑control audiovisual solutions and structured cabling. This is a true hunter role responsible for originating opportunities, shaping pursuits, leading capture strategy, and winning federal business in partnership with an internal capture/proposal team.
This position carries a high level of visibility and ownership, with a mandate to build and scale a federal pipeline and deliver $3M+ in revenue in Year 1.
What You’ll Be Selling
Custom‑designed, mission‑focused technology and infrastructure solutions, including:
- Command & Control AV environments (operations centers, watch floors, mission spaces)
- Video walls and advanced visualization systems
- Secure video conferencing solutions
- KVM and operator workstation environments
- Multi‑enclave and mission‑partner solutions
- Structured cabling as part of integrated deployments
- Full turnkey construction services
Every solution is tailored to the customer’s mission and requirements.
Key Responsibilities
Federal Business Development (Hunter Motion)
- Build and execute a federal growth strategy across DoD and civilian agencies
- Generate net‑new qualified pipeline through targeted outreach, relationships, and partner engagement
- Strategically pursue opportunities as a prime or subcontractor, based on best path to win
Capture Leadership & Pursuit Execution
- Own capture strategy including win themes, customer mapping, competitive positioning, and teaming
- Direct internal capture and proposal resources—set the strategy and drive the narrative
- Ensure compliant, compelling, and on‑time proposal submissions
Account & Relationship Development
- Build trusted relationships with program offices, contracting stakeholders, primes, OEMs, and partners
- Lead discovery conversations and translate mission needs into solution concepts
Pipeline Management & Forecasting
- Maintain accurate pipeline and forecasting in HubSpot
- Coordinate estimating and design inputs using tools such as D‑Tools and Microsoft O365
- Provide regular updates on pipeline health, risks, and next actions
Performance Expectations
- Deliver $3,000,000+ in revenue in Year 1
- Build a sustainable, qualified federal pipeline
- Establish repeatable pursuit and capture processes that improve win rates
Required Qualifications
- Proven success as a net‑new federal sales hunter selling complex technical or engineered solutions
- Experience leading federal pursuits from early shaping through award
- Strong capture instincts including customer mapping, win strategy, and teaming
- Excellent communication and leadership skills
- Ability to obtain a U.S. government security clearance (U.S. Person)
Preferred Qualifications
- Federal sales experience in command & control, secure collaboration, or mission environments
- Existing relationships across DoD and/or civilian agencies
- Experience selling as both prime and subcontractor
- Familiarity with AV, IT infrastructure, and secure collaboration ecosystems
Why This Opportunity
- High‑impact leadership role focused on growing a federal business line
- Dedicated internal capture and proposal support
- Strong federal positioning with multiple contract vehicles and socio‑economic certifications
- Ability to shape strategy, own pursuits, and directly influence growth
