Business Development Director - DHS

Business Development Director – DHS

Location: Arlington, VA
Compensation: Base Salary + Sales Incentive Plan (SIP)

Summary

Mc3 Partners is seeking a senior Business Development Director to lead strategic growth within the U.S. Department of Homeland Security (DHS) , with a focus on owning and expanding market presence across key DHS components (e.g., TSA, CISA, CBP, USCIS, FEMA, or others).

This role is responsible for full lifecycle business development—pipeline creation, capture strategy, customer engagement, and revenue growth. The ideal candidate is a hunter‑leader with deep DHS relationships, a history of shaping acquisition strategies before RFP release, and a proven record of winning complex technical and professional services contracts.

Success in this role requires disciplined pipeline management, executive‑level engagement, and close collaboration with capture and proposal teams to convert positioned opportunities into wins.

Responsibilities

Executive Engagement & Account Growth

• Build and maintain trusted executive‑level relationships within one or more DHS components, including SES leaders, mission directorate executives, and senior acquisition officials.
• Engage customer stakeholders early to shape requirements prior to solicitation.
• Position Mc3 capabilities within component‑specific mission priorities and funding cycles.
• Demonstrate deep understanding of at least one DHS component’s structure, mission, and acquisition environment.
• Expand presence through deliberate account planning and white‑space identification.

Strategic Opportunity Development

• Build and maintain a qualified pipeline of 3–5x annual revenue target .
• Identify and qualify opportunities 12–36 months ahead of solicitation.
• Generate new business awards within 18–24 months .
• Apply disciplined opportunity qualification, win‑rate management, and revenue forecasting.
• Develop and execute capture strategies including teaming, competitive positioning, and pricing alignment.
• Influence acquisition approaches (contract vehicles, small business strategies, set‑aside structures).

Capture & Proposal Leadership

• Lead capture efforts from qualification through award.
• Shape requirements and influence acquisition strategy prior to RFP release.
• Engage customers during budget formulation and acquisition planning.
• Drive win themes and solution positioning aligned to mission priorities.
• Partner with technical, pricing, and proposal teams to produce compelling, compliant submissions.
• Support executive‑level color team reviews and customer engagement throughout the lifecycle.

Internal Collaboration & Forecasting

• Partner with operations leadership to ensure delivery credibility and alignment with past performance.
• Provide accurate pipeline forecasting and revenue projections.
• Deliver regular executive briefings on account strategy, pipeline health, and growth performance.

Requirements

• U.S. Citizenship required.
• Bachelor’s degree required; advanced degree preferred.
• 12+ years of federal business development and capture experience in technical and professional services.
• Proven success winning and growing federal contracts exceeding $25M annually .
• Demonstrated experience supporting DHS or a DHS component.
• Established executive‑level relationships within at least one DHS component (TSA, CISA, CBP, USCIS, FEMA, etc.).
• Strong track record of shaping and winning opportunities.
• Ability to articulate DHS buying patterns and acquisition vehicles.
• Experience navigating both headquarters and field environments preferred.
• Deep understanding of federal procurement processes and contract vehicles.
• Ability to obtain and maintain a security clearance.
• Willingness to travel up to 25% for customer engagement and industry events.
• Experience supporting or partnering with ANC/8(a) organizations is a plus.

Benefits

Mc3 Partners offers a competitive benefits package for eligible employees, including:

• Health insurance
• Dental and vision insurance
• Paid Time Off
• Short‑ and long‑term disability
• Life insurance
• 401(k) with company match

Commitment to Inclusion

Mc3 Partners is committed to fostering a culture of diversity, inclusion, and belonging. We value the unique perspectives and backgrounds of every team member and strive to create an environment where all employees feel respected, supported, and empowered to grow. We welcome applicants of all identities and backgrounds, without regard to race, color, religion, national origin, genetic information, sex, sexual orientation, gender identity or expression, pregnancy, family status, marital status, age, disability, or military/veteran status.

Disclaimer

This job description is intended to provide a general overview of the role and responsibilities. It is not an exhaustive list of all duties, responsibilities, or qualifications associated with the position. Mc3 Partners reserves the right to modify, add, or remove duties as necessary to meet business needs.