Director of Business Development

Job Description

Director of Government Business Development & Capture — Telecom & Infrastructure

Location: Remote within the United States

Travel: Approximately 25%–40%

Employment type: Full-time

Reports to: Executive Leadership

Compensation:

• $195,000–$205,000 base
• $68,250–$71,750 target bonus
• $263,250–$276,750 target total cash compensation
• Equity is also available in place of cash compensation

Build TEAM’s government and public-sector business from the ground up:

Telecommunications Engineering & Architecture Management—TEAM—is a national engineering firm delivering structural, civil, electrical and outside plant/fiber engineering services across telecommunications, utilities, EV charging and distributed infrastructure.

With more than 150 professionals, broad professional licensure and a delivery model that combines experienced technical teams with automation and AI-supported workflows, TEAM is positioned to bring speed, consistency and scale to complex public infrastructure programs.

We are seeking an experienced government business development and capture leader to establish and grow TEAM’s federal, state and local government business.

This is a hands-on, zero-to-one growth role. You will develop the strategy and execute it: identifying the right markets, establishing TEAM’s contracting readiness, building agency and prime-contractor relationships, qualifying opportunities, forming teams, leading pursuits and converting the resulting work into a durable government revenue channel.

We are not looking for a résumé-only strategist or a relationship-only salesperson. We need a builder who combines a current, relevant network with disciplined capture, proposal and contracting execution.

What you will own

• Develop and execute a focused 12–24-month government go-to-market strategy aligned with TEAM’s telecom, fiber, structural, civil, electrical, utility and distributed-infrastructure capabilities.
• Identify and prioritize federal agencies, state and local organizations, public utilities, transportation authorities, public-safety organizations, prime contractors and contract vehicles where TEAM has a strong right to win.
• Conduct an initial government-contracting readiness assessment covering SAM registration, applicable NAICS and PSC codes, state and local vendor registrations, representations and certifications, capability statements, A/E qualifications materials, past-performance documentation and supporting compliance requirements.
• Build credible, ethical relationships with government program leaders, procurement and small-business professionals, A/E and telecom prime contractors, systems integrators, infrastructure firms and industry partners.
• Develop prime, subcontracting, teaming and joint pursuit strategies based on TEAM’s qualifications, past performance, capacity and the requirements of each opportunity.
• Own the capture lifecycle, including market intelligence, account planning, forecasts, sources-sought notices, RFIs, bid/no-bid recommendations, win themes, competitive positioning, teaming agreements, proposal strategy, solution development, pricing coordination, oral presentations and negotiations.
• Lead or coordinate responses to RFQs, RFPs, IDIQ opportunities, task-order pursuits and A/E qualifications-based solicitations, including SF 330 submissions where applicable.
• Create a reusable government growth infrastructure: capability statements, proposal content, resumes, project descriptions, past-performance records, partner profiles, compliance materials, capture templates and a disciplined review process.
• Maintain an accurate, stage-gated pipeline in the company’s CRM, with clear opportunity values, probabilities, next actions, decision dates, partner roles, risks and revenue forecasts.
• Work closely with engineering, operations, finance, legal and executive leadership to ensure that opportunities are technically deliverable, commercially sound and compliant.
• Coordinate the transition from award to execution, ensuring that commitments made during the pursuit are clearly transferred to the delivery team.
• Build the business case for additional capture, proposal, contract-management or account resources as the government pipeline grows.

What success looks like:

During your first 90 days

• Complete a government-market and contracting-readiness assessment.
• Recommend the highest-potential federal and state/local market segments.
• Develop prioritized agency, customer, prime-contractor and partner account lists.
• Establish TEAM’s government opportunity qualification and capture process.
• Produce or upgrade TEAM’s government capability statement and A/E qualifications materials.
• Build an initial qualified pipeline and relationship-development plan.
• Present a practical 12-month government growth roadmap to executive leadership.

During months four through six

• Establish active relationships with selected agencies, primes and teaming partners.
• Position TEAM for relevant subcontracting and qualifications-based opportunities.
• Lead responses to appropriate sources-sought notices, RFIs, RFQs, SF 330 requests and RFPs.
• Create a measurable, stage-gated pipeline with accountable next steps.
• Put repeatable proposal, review and partner-management processes in place.

During months seven through twelve

• Advance TEAM into competitive shortlists, teaming arrangements, subcontracting engagements and prime pursuits.
• Produce early subcontracting or project wins where procurement timing permits.
• Establish a credible path to recurring government revenue.
• Recommend the people, systems, investments and contract vehicles needed to scale the practice.

Required experience

• At least eight years of progressively responsible government business development, capture, account management or public-sector growth experience.
• A demonstrated record of personally contributing to government contract wins—not merely working for a company that held government contracts.
• Experience selling professional or technical services in at least one relevant market, such as telecommunications infrastructure, broadband/fiber, architecture and engineering, structural engineering, civil engineering, electrical engineering, utilities, transportation, critical infrastructure or construction.
• A current, relevant network involving government customers, program stakeholders, procurement professionals, prime contractors and industry partners in one or more target markets.
• Strong working knowledge of federal and/or state and local procurement, including opportunity identification, acquisition cycles, contract vehicles, teaming, subcontracting and proposal processes.
• Hands-on capture experience, including account planning, opportunity qualification, competitive analysis, win strategy, partner selection, proposal leadership and executive reviews.
• Experience translating complex technical capabilities into clear, differentiated customer value.
• Strong business judgment, including the ability to disqualify weak opportunities rather than chase every available solicitation.
• Experience managing a government pipeline, forecast and pursuit activity through a CRM or comparable system.
• Executive-level communication, presentation, negotiation and relationship-management skills.
• Ability to travel regularly for customer meetings, conferences, site visits, industry events and partner engagements.
• Authorization to work in the United States and the ability to satisfy government or customer screening requirements when applicable.

Preferred experience

• Direct experience with architecture and engineering procurement, FAR Part 36, qualifications-based selection and SF 330 submissions.
• Relevant relationships within federal civilian, defense, transportation, public safety, utility, broadband or state and local infrastructure markets.
• Experience taking a company from limited government presence to a repeatable public-sector pipeline and first awards.
• Experience establishing or improving SAM profiles, NAICS and PSC positioning, capability statements, past-performance libraries and government proposal infrastructure.
• Familiarity with IDIQs, BPAs, MATOCs, GSA vehicles, agency-specific vehicles and task-order capture.
• Experience winning work through large-prime subcontracting programs or contractor teaming arrangements.
• Familiarity with government-market intelligence and proposal platforms such as Deltek GovWin, Bloomberg Government, HigherGov, GovTribe or comparable tools.
• Experience evaluating small-business certifications, mentor-protégé arrangements, joint ventures or other contracting strategies where legally and commercially appropriate.
• Prior leadership of capture, proposal, account-management or contract-management personnel.