Director, Business Development - Defense and Intelligence

Director, Business Development (Federal Defense & Intelligence Agencies)

Position Title: Director, Business Development – Defense & Intelligence

Location: Washington, DC or Huntsville, AL (Preferred) | Remote Considered

Travel: Up to 25–40% (as needed for customer engagement, industry events, and capture activities)

Position Summary: Management Solutions, LLC is a growing government contractor ($30M–$50M annual revenue) providing high-impact Project and Program Management, Digital Modernization, Engineering and Technical Advisory, and Workforce Solutions to Federal customers. We are seeking an experienced Business Development leader to expand our footprint within the Department of Defense (DoD) and Intelligence Community (IC). This role is responsible for identifying and qualifying new opportunities, building and maintaining customer relationships, shaping acquisition strategies, and leading capture efforts from early pipeline development through contract award. The ideal candidate is a hands-on, strategic seller with a strong understanding of Federal acquisition processes, proven success winning competitive prime and subcontract awards, and a disciplined approach to driving both revenue and margin performance through informed planning, opportunity selection, and capture execution. The candidate must also be comfortable working across strategic leadership, program management, project controls, and project execution teams to ensure growth efforts align with operational realities.

Key Responsibilities

• Develop and execute a business development strategy focused on growth within DoD and Intelligence Community agencies (e.g., Army, Air Force, Navy, SOCOM, DISA, DIA, NGA, NSA, NRO, CIA, ODNI).
• Build and maintain strong relationships with government decision-makers, program offices, contracting personnel, and industry partners.
• Serve as a key external-facing representative of the company at customer meetings, industry days, conferences, and partner events.
• Drive customer intimacy through regular engagement, white paper submissions, and shaping conversations.
• Identify, qualify, and mature new opportunities aligned with the company's core capabilities in program/project management and project controls, systems engineering, technical integration, and operational support.
• Own and manage the opportunity pipeline using CRM tools, ensuring accurate forecasting and actionable capture plans.
• Conduct market research and competitive analysis to position the company effectively.
• Track customer budget trends, mission priorities, and acquisition forecasts.
• Lead or support capture activities including opportunity shaping, win strategy development, competitive positioning, pricing collaboration, and teaming.
• Develop capture plans, customer call plans, win themes, and proposal outlines.
• Collaborate with internal proposal teams to develop compliant and compelling responses to RFIs, RFPs, and task order solicitations.
• Support negotiations and post-award transition activities.
• Identify and establish strategic teaming relationships with prime contractors and niche partners.
• Support the development of subcontracting opportunities that position the company for future prime wins.
• Work closely with executive leadership to define and refine growth priorities, capability investments, and customer targets.
• Coordinate with delivery leaders to align BD efforts with current capabilities and customer performance strengths.
• Communicate customer feedback and market intelligence to internal stakeholders.
• Participate in strategic planning sessions and support long-range growth initiatives.
• Collaborate closely with program managers, project controls leads, and project execution teams to ensure growth efforts are grounded in operational realities, customer performance, and delivery strengths.
• Translate strategic growth priorities into actionable plans that align with program execution and project controls capabilities, with deeper expectations discussed during the interview process.
• Partner with executive leadership and finance teams to support annual and multi-year budget planning, ensuring BD activities align with revenue, margin, and investment priorities.
• Maintain accountability for meeting growth, revenue, and margin targets through disciplined pipeline management, opportunity qualification, and capture execution.

Required Qualifications

• Bachelor's degree in Business, Engineering, Political Science, or related field (or equivalent experience).
• 7+ years of business development experience supporting Federal customers, with emphasis on DoD and/or Intelligence Community.
• Demonstrated success identifying and winning new business in competitive Federal environments.
• Strong working knowledge of Federal acquisition processes including FAR/DFARS, IDIQ task orders, GWACs, and BPAs.
• Proven ability to manage a pipeline and execute capture strategy from early shaping through award.
• Strong communication skills with ability to brief executives, customers, and technical teams.
• Ability to obtain and maintain a security clearance (Active clearance strongly preferred).

Preferred Qualifications

• Active Secret or Top Secret (TS/SCI) clearance.
• Existing customer relationships within DoD, IC, or adjacent mission organizations.
• Experience supporting or winning work on contract vehicles such as: GSA MAS, OASIS, CIO-SP3 / CIO-SP4, SEWP, Alliant, Navy SeaPort, etc.
• Experience supporting growth in one or more service areas:
• Program/Project Management Office (PMO) support
• Systems engineering and integration (SE&I)
• Test and evaluation support
• Mission operations support
• Engineering and technical advisory services
• IT modernization and transformation programs
• Familiarity with Shipley capture methodology or structured capture frameworks.

Key Competencies

• Strategic thinking and opportunity shaping
• Relationship building and customer engagement
• Capture management discipline
• Strong writing and proposal collaboration ability
• Teaming and partner development
• Persuasive communication and executive presence
• Self-starter mindset suited for a small-to-mid-sized contractor environment

Performance Expectations / Success Measures

• Growth of qualified pipelines aligned with company priorities.
• Quality and maturity of capture plans and customer engagement activity.
• New contract awards and revenue contribution.
• Achievement of revenue and margin goals tied to pipeline growth, win rates, and contract performance.
• Demonstrated ability to prioritize and pursue opportunities that strengthen both top-line growth and profitability.
• Effective collaboration in budget planning and resource allocation to support strategic growth initiatives.
• Strength of customer relationships and partner ecosystem.
• Contribution to long-term positioning on key contract vehicles.

Work Authorization: U.S. Citizenship and ability to obtain a security clearance required due to federal contract requirements.

Working Conditions: This position is primarily performed in an office environment or a home office setting. Ability to sit for extended periods, use computer keyboard and mouse, and participate in virtual/in-person meetings. Candidates located in the Washington, DC or Huntsville, AL areas are strongly preferred due to proximity to client activities. Remote candidates may be considered based on qualifications and business needs. Washington, DC Metro Area (Hybrid) or Remote (with travel to customer sites).

Equal Employment Opportunity Statement: Management Solutions is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We encourage applications from individuals of all backgrounds and experiences.

Pay Transparency Nondiscrimination Notice: Management Solutions will not discharge or discriminate against employees or applicants for discussing or disclosing compensation information, except as permitted under federal regulations.

Reasonable Accommodation Statement: If you require a reasonable accommodation to complete the application process, please contact us. We will work with you to ensure your accessibility needs are met.

Disclaimer: This job description is intended to convey information essential to understanding the scope of the position and is not a complete list of skills, efforts, duties, responsibilities or working conditions associated with it.