Director Business Development - Defense

Job Description

Quantam is a leading recruitment firm helping our clients discover top talent. We are recruiting for a Director Business Development – Defense.

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Clearance Required for Start: Yes

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Clearance Type: Secret

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Travel: Yes, 50% Of the Time

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Job Description:

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Our client is seeking a is seeking an experienced Director of Business Development to lead strategic growth and customer engagement initiatives supporting the U.S. Air Force.

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The selected candidate must be local to one of these locations and has the option to hybrid telework: Linthicum, MD, Newport News, VA, McLean, VA, or Falls Church, VA . This position will report to the Senior Director, Strategic Customer Engagement and supports engagements with various Air Force locations as needed. This role will require travel 50% of the time.

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Responsibilities:

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• Manage the US Air Force account as the primary sector customer-facing business development lead; accountable for meeting growth objectives, pipeline health, win rate, and customer relations.
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• Lead the full account lifecycle—early shaping and solution scoping through proposal, award, and post‑award relationship stewardship—ensuring seamless handoffs to programs and disciplined execution against account plans.
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• Integrate divisions, product lines, and capture teams to present a unified value proposition to the US Air Force; align portfolios and investments to US Air Force priorities and sector growth outcomes.
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• Build and deepen executive‑level customer relationships across HAF/SAF staff, AFMC centers (e.g., AFLCMC, AFRL), PAEs, PEOs, MAJCOMs and Numbered Air Forces, and key influencers; serve as a trusted advisor by translating mission needs into actionable solutions.
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• Drive an opportunity‑rich pipeline: identify, qualify, and prioritize pursuits; apply business‑case and competitive analysis to focus resources where we can win and sustain target pipeline coverage versus Annual Operating Plan.
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• Orchestrate disciplined opportunity qualification, set win strategies and themes, and ensure rapid transitions to capture with clear customer insight, competitive positioning, and decision‑gate readiness.
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• Partner with Capture Leadership, Business Units (Profit & Loss owners), and functional teams to shape and execute capture strategies; enable proposal readiness, price‑to‑win integration, and agile decision‑making.
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• Prepare and enable senior executives (Sector President, Division General Managers, and Executive Leadership Team) with precise, timely briefs, call plans, talking points, and post‑engagement readouts; synthesize intelligence into concise, actionable decisions.
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• Coordinate and mobilize stakeholders: develop and execute integrated customer/stakeholder engagement plans; align sector engagements with Corporate Government Relations and Legislative Affairs to synchronize with enterprise and congressional priorities.
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• Capture and synthesize customer feedback and market intelligence to inform product roadmaps, IRAD/R&D priorities, and portfolio strategy; provide sector leadership with timely awareness of senior‑level customer priorities.
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• Collaborate with division business unit counterparts to represent customer needs, understand division equities, and integrate division content into executive packages and customer engagements.
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• Establish account rhythms and metrics (e.g., quarterly business reviews, pipeline and gate reviews, etc.); communicate status, risks, and recovery actions in a timely manner to sector and division leadership.
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• Uphold ethical conduct and compliance in all customer interactions and pursuit activities.
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Required Qualifications:

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• Bachelor’s degree and 10 or more years of defense‑sector business development/capture experience or relevant military experience or a Master's degree and 8 or more years of defense‑sector business development/capture experience or relevant military experience.
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• 5 or more years leading large, multi‑disciplinary teams to deliver win‑focused outcomes.
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• Deep knowledge of DoW/USAF acquisition and/or operational processes.
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• Exceptional executive‑level communication and briefing skills; experience influencing senior government officials and corporate leadership.
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• US Citizenship.
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• Current/Active Secret clearance with the ability to obtain and maintain a SAP clearance after starting.
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Preferred Qualifications:

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• Proven track record of owning full cycle account management and improving win rates.
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• Ability to translate market intelligence into agile, winning strategies.
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• Top Secret Clearance.
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• Advanced degree or MBA preferred.
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