Director, Client Growth & Strategy, DHS

Director, Client Growth & Strategy, DHSThis is a hybrid position.JOB ID #940Ad Hoc is a technology company that empowers organizations to deliver scalable, impactful digital services. Using modern, agile methods, our team creates products that meet peoples needs and transform their experience of government.Work on things that matterOur collaborations have shaped some of the defining moments in public-sector service delivery. Weve helped build products that connect Veterans to tailored services, help millions access affordable health care, and support important programs like Head Start. As we work with agencies to deliver critical services, were also changing how the government approaches technology.Built for a remote lifeOur culture, communications, and tools are built for remote work, enabling us to bring together top talent nationwide. At Ad Hoc, remote life empowers our teams to design work environments that fit their lives and that foster flexibility and collaboration to achieve positive outcomes for our customers.Committed to high expectations and a welcoming cultureAd Hoc values acceptance, accountability, and humility. We arent heroes. We learn from our mistakes and improve the process for the next time. We build small, inclusive teams to collaborate closely with our partners to solve the right problems and deliver software that works.Primary ResponsibilitiesAs a Director of Client Growth and Strategy, DHS, you will help drive Ad Hocs growth across mission-aligned opportunities within the Department of Homeland Security, with particular focus on U.S. Citizenship and Immigration Services (USCIS) and other programs where modern digital services can improve how government serves the public.This is a hands-on growth role for someone who understands federal customers beyond the opportunity pipeline. You bring knowledge of customer missions, acquisition environments, technology priorities, and key stakeholders, along with the ability to turn customer relationships and market knowledge into qualified opportunities and new business.Successful candidates may come from several paths. You may have built your foundation in federal program delivery, technology, consulting, or operations before transitioning into growth and capture. You may be a former federal professional who has successfully transitioned into industry. Or, you may come from a high-performing technology or product company where you have owned strategic federal accounts and helped customers adopt modern platforms and solutions.Regardless of path, you are comfortable wearing multiple hats. You can build customer relationships, develop account strategy, identify whitespace, shape opportunities, work with technical teams on solutions, lead capture activities, and help convert opportunities into booked business.Primary expectations include:DHS Growth & Account StrategyDevelop and execute growth strategies across USCIS and other mission-aligned DHS organizations and programsDevelop deep knowledge of assigned accounts, including customer missions, organizational structures, key stakeholders, acquisition strategies, technology environments, budgets, and competitive landscapesLeverage existing customer and industry relationships while developing new relationships that strengthen Ad Hocs position within target accountsIdentify opportunities where Ad Hocs capabilities can improve public-facing services, accessibility, resilience, cybersecurity, and the delivery of essential government servicesBuild, qualify, and manage multi-year pipeline aligned with company growth objectivesIdentify and pursue new business, recompetes, takeaways, task orders, and on-contract growth opportunitiesIdentify whitespace within existing customers and opportunities to expand into adjacent programs, offices, and mission areasDevelop and execute customer call plans and account strategiesMaintain accurate pipeline forecasts and communicate opportunities, risks, and recommended actions to Growth and executive leadershipUnderstand relevant contract vehicles and identify pathways for Ad Hoc to access and compete for new opportunitiesCapture & Opportunity LeadershipLead and support strategic pursuits throughout the federal opportunity lifecycle, from early identification and qualification through capture, proposal, negotiation, and awardShape opportunities before solicitation through customer engagement, mission knowledge, competitive intelligence, and understanding of federal acquisition strategyDevelop capture strategies, win themes, customer engagement plans, competitive positioning, and teaming approachesCoordinate multidisciplinary pursuit teams that may include solution architects, technical SMEs, delivery leaders, pricing, contracts, recruiting, proposals, and executive leadershipParticipate in gate reviews and provide recommendations regarding opportunity qualification, positioning, and pursuit strategyDevelop relationships with strategic technology partners, primes, subcontractors, small businesses, and other organizations within the federal ecosystemMaintain momentum throughout the pursuit lifecycle with a focus on converting qualified opportunities into booked businessCustomer, Technology & Mission EngagementDevelop and maintain relationships with federal executives, program leaders, acquisition stakeholders, technology leaders, mission owners, and industry partnersUnderstand customer mission and technology challenges and connect those needs to Ad Hocs digital services capabilitiesPartner with technical and delivery teams to develop differentiated solutions across areas such as digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, and emerging technologiesTranslate successful program delivery and customer satisfaction into organic and adjacent account growthDevelop relationships with commercial technology and product partners to identify joint go-to-market opportunitiesRepresent Ad Hoc with customers, partners, industry organizations, and at relevant federal eventsHelp increase Ad Hocs visibility and credibility within strategic accountsGrowth PracticeContribute to the continued development of Ad Hocs business development and capture practicesPartner closely with Growth, Delivery, Technology, Contracts, Finance, Talent Acquisition, and executive leadership throughout strategic pursuitsMaintain disciplined account plans, pipeline data, capture activities, and forecastsPresent account strategies, opportunities, capture plans, and recommendations to Growth and executive leadershipShare customer and market intelligence that informs broader growth strategySupport and mentor teammates as appropriate while remaining actively engaged in customer development and pursuitsBasic QualificationsBachelors degree and 8+ years of relevant professional experienceRelevant years of experience may be substituted for educationExperience supporting USCIS or other mission-aligned DHS organizations and programs through business development, capture, delivery, consulting, technology, account management, government service, or a combination of these areasDemonstrated experience supporting federal account growth and developing qualified opportunitiesExisting customer, partner, and/or industry relationships within relevant DHS marketsExperience across the federal growth and capture lifecycle, including account planning, opportunity identification, qualification, capture, proposal, and awardDemonstrated experience building pipeline and contributing to federal contract winsExperience with new business, recompetes, task orders, takeaways, and/or on-contract growthWorking knowledge of federal acquisition processes, contract vehicles, competitive positioning, and government contractingExperience coordinating multidisciplinary teams during federal pursuitsAbility to operate as a hands-on growth professional across customer engagement, account strategy, capture, and business developmentStrong communication, relationship management, presentation, and organizational skillsAbility to work in a hybrid environment, including regular in-person collaboration, customer meetings, industry events, capture activities, and proposal effortsAbility to travel within the Washington, DC metropolitan area and to customer or partner locations as neededPreferred QualificationsDeep account knowledge and established relationships within USCIS, FEMA, CISA, or other mission-aligned DHS programsCareer progression from federal delivery, program leadership, technology, consulting, engineering, data, cybersecurity, or operations into growth, capture, or account leadershipExperience as a former federal employee who has successfully transitioned into industry, consulting, technology, or federal growthExperience as an Account Executive, Account Manager, Sales Engineer, Client Executive, or growth professional within a commercial technology or product company supporting relevant federal customersDemonstrated personal contribution to measurable pipeline creation, bookings, revenue growth, or federal contract winsExperience supporting or leading large, complex federal pursuits, including $50M+ TCV opportunitiesExperience shaping opportunities prior to RFP releaseExperience with GWACs, IDIQs, BPAs, and other federal contract vehiclesExperience with Shipley or similar capture methodologiesExperience developing teaming relationships and technology partnershipsExperience selling or shaping solutions involving digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, or emerging technologiesExperience expanding established accounts into new programs, offices, or mission areasDemonstrated understanding of technology and digital services supporting mission areas such as immigration services, emergency preparedness and response, cybersecurity, public-facing digital services, accessibility, and modernization of essential government systemsTo learn more about working at Ad Hoc, please visit:Benefits:Company-subsidized health, dental, and vision insuranceFlexible PTO401K with employer matchPaid parental leave after one year of serviceEmployee Assistance ProgramAd Hoc LLC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, ancestry, sex, sexual orientation, gender identity or expression, religion, age, pregnancy, disability, work-related injury, covered veteran status, political ideology, marital status, or any other factor that the law protects from employment discrimination.We value the unique skills gained through military service and encourage veterans and transitioning service members to apply.In support of various state and city equal pay transparency laws, Ad Hoc job descriptions feature the starting range we reasonably expect to pay to candidates who would join our team with little to no need for training on the responsibilities we've outlined above. Actual compensation is influenced by a wide range of factors including but not limited to skill set, level of experience, and responsibility. The range of starting pay for this role is $150,000 - $200,000 Our recruiters will be happy to answer any questions you may have, and we look forward to learning more about your salary requirements.job reference: Growth & Strategy Location: Washington, DC