Business Development Account Manager

Business Development & Capture Manager

Defense & National Security Accounts — DoD, DOE, DHS

Reports to: Business Development Director

Location: Fairfax, VA (Hybrid) — with regular presence in the DC/MD/VA region

Position Type: Full-time, Exempt

OnPoint Consulting, Inc. is an ISO/CMMI/CMMC-certified Information Technology and management consulting firm serving the United States Government, and is a wholly owned subsidiary of Publicis.Sapient. OnPoint delivers solutions across cybersecurity, Zero Trust, cloud architecture, infrastructure services, enterprise systems management, and program management, for Federal clients. We are a lean, senior-level team, and everyone — including BD — pitches in wherever the mission needs it.

Summary/Objective

OnPoint is seeking an experienced, entrepreneurial Business Development & Account Manager to oversee our National Security portfolio to include, but not limited to, Department of War (DOW), Department of Homeland Security (DHS), and Department of Energy (DOE). This is a full life-cycle role: you will help qualify and shape opportunities early, lead capture strategy, and stay engaged through solutioning, teaming, pricing input, and getting the proposal out the door. As a lean headquarters, we need someone who takes ownership rather than waits for direction — someone who arrives with a recommended solution rather than asking "what's next," and who is equally comfortable building an account plan and running a proposal kickoff call. Beyond your own accounts, you will flex to support proposal management and other BD needs firm-wide.

Essential Functions

Owns the full opportunity life-cycle for the National Security portfolio — from early qualification (market and pipeline research, SAM.gov, agency budget and acquisition forecasts, etc.) through capture strategy, teaming, competitive positioning, price-to-win input, and proposal submission.

Builds and maintains account plans, cultivates customer relationships, and represents OnPoint directly with agency contacts.

Brings, or rapidly builds, a network of relationships within, but not limited, to DOW, DHS, and/or DOE components, and/or with prime and subcontracting partners active in those markets. Builds and continually nurtures a personal network of Federal customers, primes, and small-business partners relevant to OnPoint's target markets.

Leads teaming strategy — identifying, vetting, and negotiating relationships with partners, and closing capability gaps through teaming.

Conducts or directs competitive intelligence, price-to-win analysis, and win-theme development for assigned pursuits.

Presents opportunities and capture status at internal Gate/Step Reviews with clear, decision-ready recommendations for leadership.

Runs proposal kickoff calls for National Security opportunities and manages the schedule and compliance for assigned pursuits, coordinating volume leads, writers, subject matter experts, contracts, and pricing.

Serves as OnPoint's proposal manager when teaming as a subcontractor, including responding accurately and on time to prime data calls, RFIs, and teaming requests.

Leads, contributes to, and/or reviews RFI and proposal content to make sure win themes, discriminators, and compliance are clearly reflected.

Maintains accurate, current opportunity and account data in OnPoint's BD pipeline/CRM tools.

Represents OnPoint at industry days, conferences, and association events (e.g., AFCEA, NDIA, ACT-IAC) primarily in the DC/MD/VA region, with occasional out-of-town travel.

Prepares for events with purpose — researching attendees and speakers, setting meeting objectives, and following up promptly and consistently afterward.

Stays current on Federal acquisition trends, agency priorities, relevant executive orders and OMB/agency memoranda, and industry developments, and shares insights that sharpen OnPoint's positioning.

Contributes to BD process improvement which includes templates, playbooks, and lessons learned.

Flexes to support proposal management and other BD tasks outside of assigned accounts as needed — "that's not my account" isn't part of our culture.

Competencies

Demonstrated success qualifying, capturing, and winning Federal opportunities from lead to award, including single-award and IDIQ/task order pursuits.

Working knowledge of the Federal acquisition lifecycle, FAR, and common contract vehicles (e.g., GSA MAS, SeaPort NxG, CIO-SP3/4, SEWP, DHS EAGLE).

Familiarity with a structured proposal methodology (e.g., Shipley) and the discipline to run a compliant, on-schedule proposal with a lean team.

Existing relationships within, but not limited to, DOW, DHS, and/or DOE, and/or with partners or primes serving those markets, strongly preferred.

Self-starter who brings recommendations and solutions rather than waiting to be told what's next; comfortable operating with minimal oversight.

Highly detail-oriented, with strong organizational skills and follow-through.

Personable and confident in networking and relationship-building settings, one-on-one and in groups.

Genuine curiosity and a habit of tracking Federal and industry trends, executive orders, and agency memoranda; technical-focused background not required, but an "always be learning" mindset is essential.

Strong written and verbal communication skills; comfortable presenting to executive leadership.

Proficiency with MS Office and BD/CRM or pipeline tools (e.g., GovWin, Deltek, Salesforce, or similar).

Supervisory Responsibility

None initially.

Work Environment

Hybrid — Remote/OnPoint headquarters (Fairfax, VA) combined with regular time at client sites, partner offices, and industry events across the DC/MD/VA region.

Physical Demands

The physical demands described here are representative of those that must be met to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear, and frequently required to stand, walk, and use hands and arms.

Expected Hours of Work

Monday–Friday, core business hours, with occasional evenings/early mornings/weekends around events and proposal deadlines.

Travel

Regular local travel within the DC/MD/VA region for events, agency meetings, and partner meetings. Occasional out-of-town travel (estimated 10–20%) for conferences, agency site visits, or partner engagements.

Required Education and Experience

Bachelor's degree, or an equivalent combination of education and experience.

A minimum of 7–10 years of Federal business development, capture, and/or proposal management experience, ideally including direct work supporting DOW, DHS, and/or DOE clients or programs.

Demonstrated track record of contributing to or leading Federal proposal wins.

Work Authorization/Security Clearance

US Citizenship required.

Active or previously-held security clearance (Secret or above) preferred; willingness and ability to obtain/reinstate a clearance may be required depending on program need.

Compensation and Benefits

Base Salary $110K - $130K

Business Development WIN Bonus (as appropriate) based on Direct Management of Winning Proposals.

Other Duties

This job description is not designed to cover or contain a comprehensive listing of all activities, duties, or responsibilities required of the employee. Duties, responsibilities, and activities may change at any time, with or without notice.

AAP/EEO Statement

As part of our dedication to an inclusive and diverse workforce, OnPoint is committed to Equal Employment Opportunity without regard for race, color, national origin, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity, or religion. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at View email address on click.appcast.io or call View phone number on click.appcast.io.