Business Development Director - State

Aleut-Federal-LL; Arlington (VA); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Health insurance

Paid Time Off

Short- and Long-Term Disability

Life insurance

401k and match

Job summary

Aleut Federal is seeking a Senior Business Development Director to drive strategic growth and expand Aleut’s portfolio within the U.S. Department of State.

You will own pipeline development, capture strategy, and revenue growth while building executive-level relationships across DoS leadership and mission support offices. The role is hunter-leader oriented, requiring established relationships with SES and DoS procurement leaders.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• 12+ years of federal business development and capture experience.
• Proven success winning federal contracts in excess of $25M annually.
• Experience working with Department of State Bureau-level leadership.
• Established relationships with SES and senior acquisition officials within State.
• Willingness to travel up to 25% for customer engagement and industry events.

Responsibilities

• Develop executive-level relationships within DoS leadership and regional bureaus.
• Own pipeline development, capture strategy, and revenue growth across mission support areas.
• Lead capture efforts from qualification through award and collaborate with pricing, technical, and proposal teams.
• Forecast pipeline and provide regular executive briefings on growth performance.
• Shape requirements pre-solicitation and influence acquisition strategies where possible.

Skills

Federal BD leadership

Capture management

Executive engagement

Strategic networking

Education

Bachelor’s degree

Advanced degree preferred

Job description

Aleut Federal is seeking a senior Business Development Director to drive strategic growth. This role will own and grow Aleut’s portfolio within the U.S. Department of State, including Bureau-level and mission support organizations, with full accountability for pipeline development, capture strategy, and revenue growth. The Business Development Director is responsible for expanding executive-level relationships, shaping requirements pre-solicitation, and leading capture efforts that result in measurable revenue growth.

This is a hunter-leader role. The ideal candidate brings established relationships within targeted federal agencies, a history of influencing acquisition strategies prior to RFP release, and a demonstrated track record of winning complex technical and professional services contracts.

This role requires disciplined pipeline ownership, executive engagement, and close partnership with capture and proposal teams to convert positioned opportunities into wins.

Responsibilities

Executive Engagement & Account Growth

• Develop relationships within Bureau-level leadership including IRM, Diplomatic Security, INL, Consular Affairs, and regional bureaus.
• Engage Assistant Secretary and Deputy Assistant Secretary-level stakeholders in support of global mission operations and modernization initiatives.
• Position Aleut capabilities within overseas mission support, secure IT, facilities, logistics, and operational environments.
• Engage early with mission and technical stakeholders to shape requirements prior to solicitation.
• Expand presence within assigned agencies through deliberate account planning and white-space identification.

Strategic Opportunity Development

• Build and maintain a qualified pipeline of 3 - 5x annual revenue target.
• Identify and qualify opportunities 12–36 months ahead of solicitation.
• Generate new business awards within 18 - 24 months.
• Provide opportunity qualification discipline, win rate, and revenue realization.
• Develop and execute capture strategies including teaming, competitive positioning, and pricing strategy alignment.
• Influence acquisition approach where possible (contract vehicle, small business strategy, set-aside structure).

Capture & Proposal Leadership

• Lead capture efforts from qualification through award.
• Influence requirements prior to solicitation release.
• Engage customers during budget formulation and acquisition strategy development.
• Drive win themes and solution positioning aligned to customer mission priorities.
• Collaborate with technical, pricing, and proposal teams to ensure compelling, compliant submissions.
• Support executive-level color team reviews and customer engagement throughout the lifecycle.

Internal Collaboration & Forecasting

• Partner with operations leadership to ensure delivery credibility and past performance alignment.
• Provide accurate pipeline forecasting and revenue projections.
• Deliver regular executive briefings on account strategy and growth performance.

Requirements

• Bachelor’s degree required; advanced degree preferred.
• 12+ years of federal business development and capture experience within technical and professional services.
• Demonstrated success winning and growing federal contracts in excess of $25M annually.
• Demonstrated experience working with Department of State Bureau-level leadership.
• Established relationships with SES and senior acquisition officials within State.
• Familiarity with overseas operating environments and global program execution.
• Understanding of State-specific procurement processes and funding structures
• Proven experience shaping opportunities pre-RFP and influencing acquisition strategy.
• Deep understanding of federal procurement processes and contract vehicles.
• Ability to obtain and maintain a security clearance.
• Willingness to travel up to 25% for customer engagement and industry events.
• Experience supporting or partnering with ANC/8(a) organizations is a plus.

Aleut offers the following benefits to eligible employees:

• Health insurance
• Paid Time Off
• Short- and Long-Term Disability
• Life insurance
• 401k and match

At Aleut, our culture thrives on diversity, inclusion, and collaboration. By integrating diverse perspectives, we open up new possibilities, foster innovation, and fully harness our team's potential. We are committed to creating an environment where every employee feels valued, included, and inspired to grow and find purpose. Join us and be part of a culture that celebrates differences and belonging for everyone, without regard to race, color, religion, or belief, national, social, or ethnic origin, genetic information, sex, sexual orientation, gender identity and/or expression pregnancy, reproductive health decision, familial responsibilities, marital status, age, physical, mental, or sensory disability, or military/veteran status. We welcome everyone as they are!

Benefits:

Aleut offers the following benefits to eligible employees:

• Health insurance
• Paid Time Off
• Short- and Long-Term Disability
• Life insurance
• 401k and match

At Aleut, our culture thrives on diversity, inclusion, and collaboration. By integrating diverse perspectives, we open up new possibilities, foster innovation, and fully harness our team's potential. We are committed to creating an environment where every employee feels valued, included, and inspired to grow and find purpose. Join us and be part of a culture that celebrates differences and belonging for everyone, without regard to race, color, religion, or belief, national, social, or ethnic origin, genetic information, sex, sexual orientation, gender identity and/or expression pregnancy, reproductive health decision, familial responsibilities, marital status, age, physical, mental, or sensory disability, or military/veteran status. We welcome everyone as they are!

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