Business Development Executive, Virginia Intelligence (DIA, NGA, and NRO)

Job Description

Job Description

Title: Business Development Executive, Virginia Intelligence (DIA, NGA, and NRO)

Location: Washington, DC or Northern Virginia (must reside locally; regular on-site customer presence)

US Citizenship: Required

Clearance:  Active TS/SCI with in-scope CI Polygraph

Position Overview:

Invictus, a Red River Company, is hiring a Business Development Executive to lead growth across the Defense Intelligence Agency (DIA), the National Geospatial-Intelligence Agency (NGA), and the National Reconnaissance Office (NRO). This is a high-visibility, growth-accountable executive role reporting directly to the President and Chief Growth Officer. The Virginia Intelligence growth plan will be reviewed regularly by Red River corporate leadership and our private equity ownership, and the person in this seat will be measured on qualified pipeline, submitted value, and contract awards.

The right candidate will expand Invictus' established Defense Intelligence footprint and extend it decisively into NGA and NRO. We want a leader who already has trusted relationships with mission owners, CIO and program offices, and contracting officials across all three agencies, and who can convert that access into positioned, winnable pursuits for the combined Invictus and Red River portfolio of mission IT, cybersecurity, cloud, networking, data, and managed services.

These customers expect their partners to be present. This role requires a candidate who lives in the Washington, DC or Northern Virginia area today and can be on site regularly at DIA, NGA, and NRO facilities. Candidates who would need to relocate will not be considered.

This is not a maintenance role. Success means building a multi-year pipeline that materially changes the size of our Virginia Intelligence business, executed with the discipline, forecasting accuracy, and executive presence expected of a leader whose results are visible at the board level.

Responsibilities:

• Growth Plan Ownership: Own the Virginia Intelligence account plan and annual growth targets. Build and maintain three to five year account strategies for DIA, NGA, and NRO that tie mission priorities, budgets, and acquisition timelines to Invictus and Red River capabilities.
• Pipeline Development: Identify, qualify, and shape new opportunities, sustaining a qualified pipeline at a minimum of three times annual bookings targets. Emphasize new prime positions, recompete takeaways, and task orders on DIA, NGA, and NRO vehicles and the IC and DoD vehicles these agencies use.
• Customer Intimacy: Maintain a consistent in-person presence with senior leaders, program managers, technical directors, and contracting officers across DIA directorates and the DoDIIS enterprise, NGA mission and CIO organizations, and NRO directorates and program offices. Understand mission pain points well before requirements are written.
• Early Shaping and Win Strategy: Influence requirements through RFI and sources sought responses, white papers, capability briefings, and technical exchange meetings. Develop the early win strategy, discriminators, and price-to-win considerations before transition to capture.
• Teaming and Industry Partnerships: Build and steward relationships with large primes, mid-tier peers, and specialized small businesses across the IC, including restricted and classified contracting communities. Assess competitors and recommend teaming strategies that put Invictus in the strongest competitive position.
• Capture Transition and Pursuit Leadership: Partner closely with Capture Management, Solutions Architects, Strategic Pricing, and Proposal Operations to transition qualified opportunities without losing momentum. Serve as capture lead when needed and remain accountable for the customer relationship and competitive positioning through award.
• Gate Reviews and Executive Reporting: Prepare and brief Interest, Pursuit, and Bid decisions at formal gate reviews. Deliver disciplined weekly activity reporting, accurate CRM data, and pipeline and bookings forecasts that hold up under scrutiny from the President and CGO, Red River corporate leadership, and our private equity ownership.
• Market and Competitive Intelligence: Track budgets, acquisition forecasts, recompete calendars, and competitor moves across DIA, NGA, and NRO, and convert that intelligence into actionable win themes throughout the opportunity lifecycle.
• Cross Business Unit Growth: Bring the full weight of Red River to the customer. Identify where Red River Technology Solutions and Managed Services offerings (secure networking, cloud, collaboration, data center, and managed operations) can be paired with Invictus mission services, and pursue integrated offerings through the Corporate Growth Office.
• Brand and Community Presence: Represent Invictus at DoDIIS Worldwide, GEOINT Symposium, customer industry days, and associations such as AFCEA, INSA, and USGIF, building our reputation as a trusted mission partner.

Minimum Qualifications:

• Active TS/SCI with in-scope CI Polygraph at the time of application.
• Bachelor's degree from an accredited institution.
• 12+ years of progressive federal business development, capture, or growth leadership experience, including at least 7 years focused on DIA, NGA, and/or NRO.
• Personal, verifiable record of qualifying, shaping, and winning prime contract awards in the Defense Intelligence or National Intelligence market, including at least one award of $100M or more in total contract value within the past five years.
• Current, established relationships with senior government leaders, program managers, and contracting officials at DIA, NGA, and NRO, with meaningful depth in at least two of the three agencies.
• Working knowledge of DIA, NGA, and NRO missions, organizational structures, budget and acquisition processes, and the contract vehicles used to buy IT, cyber, and mission support services, including DIA SITE III.
• Demonstrated success building and executing multi-year account plans and growing a pipeline year over year against aggressive targets.
• Must currently reside in the Washington, DC or Northern Virginia area and be able to work on site with customers regularly. Relocation will not be considered.
• Exceptional writing, briefing, and executive communication skills, including presenting pipeline and pursuit strategy to C-suite leadership.
• Proficiency with CRM and market intelligence tools (for example, Salesforce, GovWin IQ, Bloomberg Government, or HigherGov).

Preferred Qualifications:

• Prior military or civilian service at DIA, NGA, NRO, or a Service intelligence center.
• Experience with DoDIIS enterprise and JWICS modernization, GEOINT data and analytic platforms, commercial GEOINT, or NRO ground and mission systems.
• Experience pursuing restricted and classified contracts with NRO and NGA contracting offices.
• Technical fluency in cybersecurity, zero trust, cloud, data, AI/ML, or enterprise networking.
• Experience growing a business within a private equity backed, high-growth, or recently integrated mid-tier company.
• Shipley, APMP, or equivalent formal business development and capture training.
• Active participation or leadership in AFCEA, INSA, USGIF, or NDIA.
• Master's degree or MBA.

Equal Opportunity Employer/Veteran/Disabled