Federal Business Development Sales Leader

Federal Business Development Leader (DoD & Civilian)

Location: Mid-Atlantic preferred (DC / VA / MD) Employment Type: Full-Time Travel: As required Clearance: Must be clearable (U.S. Person)

About the Role

We are seeking a Federal Business Development Leader to drive net-new growth across Department of Defense (DoD) and civilian agencies, with a focus on command-and-control audiovisual solutions and structured cabling. This is a true hunter role responsible for originating opportunities, shaping pursuits, leading capture strategy, and winning federal business in partnership with an internal capture/proposal team. This position carries a high level of visibility and ownership, with a mandate to build and scale a federal pipeline and deliver $3M+ in revenue in Year 1.

What You'll Be Selling

Custom-designed, mission-focused technology and infrastructure solutions, including:

• Command & Control AV environments (operations centers, watch floors, mission spaces)
• Video walls and advanced visualization systems
• Secure video conferencing solutions
• KVM and operator workstation environments
• Multi-enclave and mission-partner solutions
• Structured cabling as part of integrated deployments
• Full turnkey construction services

Every solution is tailored to the customer's mission and requirements.

Key Responsibilities

Federal Business Development (Hunter Motion)

• Build and execute a federal growth strategy across DoD and civilian agencies
• Generate net-new qualified pipeline through targeted outreach, relationships, and partner engagement
• Strategically pursue opportunities as a prime or subcontractor, based on best path to win

Capture Leadership & Pursuit Execution

• Own capture strategy including win themes, customer mapping, competitive positioning, and teaming
• Direct internal capture and proposal resources—set the strategy and drive the narrative
• Ensure compliant, compelling, and on-time proposal submissions

Account & Relationship Development

• Build trusted relationships with program offices, contracting stakeholders, primes, OEMs, and partners
• Lead discovery conversations and translate mission needs into solution concepts

Pipeline Management & Forecasting

• Maintain accurate pipeline and forecasting in HubSpot
• Coordinate estimating and design inputs using tools such as D-Tools and Microsoft O365
• Provide regular updates on pipeline health, risks, and next actions

Performance Expectations

• Deliver $3,000,000+ in revenue in Year 1
• Build a sustainable, qualified federal pipeline
• Establish repeatable pursuit and capture processes that improve win rates

Required Qualifications

• Proven success as a net-new federal sales hunter selling complex technical or engineered solutions
• Experience leading federal pursuits from early shaping through award
• Strong capture instincts including customer mapping, win strategy, and teaming
• Excellent communication and leadership skills
• Ability to obtain a U.S. government security clearance (U.S. Person)

Preferred Qualifications

• Federal sales experience in command & control, secure collaboration, or mission environments
• Existing relationships across DoD and/or civilian agencies
• Experience selling as both prime and subcontractor
• Familiarity with AV, IT infrastructure, and secure collaboration ecosystems

Why This Opportunity

• High-impact leadership role focused on growing a federal business line
• Dedicated internal capture and proposal support
• Strong federal positioning with multiple contract vehicles and socio-economic certifications
• Ability to shape strategy, own pursuits, and directly influence growth