Director of Business Development

Job Description

Director of Government Business Development & Capture — Telecom & Infrastructure

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Location: Remote within the United States

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Travel: Approximately 25%–40%

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Employment type: Full-time

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Reports to: Executive Leadership

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Compensation:

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• $195,000–$205,000 base
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• $68,250–$71,750 target bonus
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• $263,250–$276,750 target total cash compensation
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• Equity is also available in place of cash compensation
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Build TEAM’s government and public-sector business from the ground up:

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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.

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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.

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

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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.

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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.

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What you will own

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• 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.
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• 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.
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• 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.
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• 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.
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• Develop prime, subcontracting, teaming and joint pursuit strategies based on TEAM’s qualifications, past performance, capacity and the requirements of each opportunity.
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• 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.
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• Lead or coordinate responses to RFQs, RFPs, IDIQ opportunities, task-order pursuits and A/E qualifications-based solicitations, including SF 330 submissions where applicable.
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• 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.
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• 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.
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• Work closely with engineering, operations, finance, legal and executive leadership to ensure that opportunities are technically deliverable, commercially sound and compliant.
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• Coordinate the transition from award to execution, ensuring that commitments made during the pursuit are clearly transferred to the delivery team.
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• Build the business case for additional capture, proposal, contract-management or account resources as the government pipeline grows.
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What success looks like:

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During your first 90 days

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

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

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

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

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