Director of Business Development

Loch-Harbour-Group; Fairfax (VA); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Competitive salary

Performance-based incentive plan

Medical, dental, and vision insurance

401(k) with Company match

Paid time off and paid holidays

Professional development and liderazgo

Collaborative executive leadership env

Job summary

Loch Harbour Group is seeking an accomplished Director of Business Development to lead the company's growth in the federal government marketplace, focusing on DoD and Federal Civilian agencies. The role combines strategic leadership with active engagement in capture activities, proposals, and customer relationships.

You will partner with the CEO and executive team to set growth priorities, expand markets, and win contract awards by building strong partnerships and shaping winning capture

Qualifications

• Bachelor's degree in Business, Marketing, Engineering, Computer Science, or related field.
• 10–12 years of progressive experience leading business development and capture efforts in federal contracting.
• Proven success winning prime and subcontract opportunities with DoD and Federal Civilian agencies.
• Experience with FAR and federal procurement lifecycle; GWACs, IDIQs, BPAs, GSA MAS.
• Excellent leadership, communication, negotiation, and presentation skills.
• Ability to travel as required.

Responsibilities

• Develop and execute the Company's annual and long-term business development strategy.
• Lead a high-performing BD organization including business development, capture, and proposal personnel.
• Establish BD policies, processes, metrics, and best practices that support scalable growth.
• Partner with executive leadership to set annual revenue and growth objectives.
• Develop market expansion strategies aligned with customer priorities.
• Identify, qualify, and prioritize federal government opportunities and lead capture from qualification through award.
• Develop customer engagement strategies and competitive win themes; lead bid/no-bid decisions.
• Develop account plans for targeted federal agencies and build strong relationships with government decision-makers.
• Develop and negotiate teaming agreements and strategic partnerships; identify opportunities through GWACs, IDIQs, BPAs, and agency vehicles.
• Represent the Company at customer meetings, conferences, industry days, and networking events.
• Collaborate on proposals to improve quality, compliance, and win probability.
• Monitor budgets, procurement forecasts, and competitive intelligence.

Skills

Leadership

Strategic Planning

Business Development

Capture Management

Proposal Leadership

Education

Bachelor's degree in Business/Marketing/Engineering/CS

MBA preferred

Tools

Salesforce

GovWin

GovTribe

SAM.gov

Job description

Description

Loch Harbour Group is seeking an accomplished and results-driven Director of Business Development to lead and execute the Company's growth strategy within the federal government marketplace. This executive will be responsible for building and leading a high-performing Business Development organization while driving opportunity identification, capture management, proposal strategy, strategic partnerships, and revenue growth.

The Director of Business Development will work closely with the CEO and executive leadership team to establish growth priorities, expand customer relationships, develop new markets, and increase contract awards across the Department of Defense (DoD) and Federal Civilian agencies.

This is a hands-on leadership role requiring both strategic vision and active participation in customer engagement, capture activities, and business development execution.

Key Responsibilities

Strategic Leadership

• Develop and execute the Company's annual and long-term business development strategy.
• Build, lead, mentor, and grow a high-performing Business Development organization, including business development, capture, and proposal personnel.
• Establish business development policies, processes, metrics, and best practices that support scalable growth.
• Partner with executive leadership to establish annual revenue and growth objectives.
• Develop market expansion strategies aligned with Company capabilities and customer priorities.

Business Development & Capture

• Build and maintain a qualified pipeline that supports short- and long-term revenue goals.
• Identify, qualify, and prioritize federal government opportunities.
• Lead capture planning from qualification through contract award.
• Develop customer engagement strategies and competitive win themes.
• Lead bid/no-bid decisions.
• Develop account plans for targeted federal agencies.
• Build strong relationships with government decision-makers, contracting officials, program managers, and industry partners.
• Develop and negotiate teaming agreements and strategic partnerships.
• Identify opportunities through GWACs, IDIQs, BPAs, and agency-specific contract vehicles.
• Represent the Company at customer meetings, conferences, industry days, and networking events.

Proposal Leadership

• Collaborate with proposal managers, capture managers, technical leads, and operations personnel to develop winning proposals.
• Ensure proposal strategies align with customer requirements and competitive positioning.
• Participate in color team reviews and executive proposal reviews.
• Improve proposal quality, compliance, and win probability.

Market Intelligence & Innovation

• Monitor federal budgets, procurement forecasts, acquisition trends, and competitive intelligence.
• Identify emerging growth opportunities in Artificial Intelligence (AI), cybersecurity, cloud computing, digital transformation, data analytics, software engineering, and systems engineering.
• Advise executive leadership on emerging technologies and changing federal acquisition priorities.
• Evaluate new markets, strategic partnerships, and mergers or acquisitions that support Company growth.

Business Development Operations

• Maintain accurate opportunity pipeline data, forecasts, and key performance metrics.
• Utilize CRM and opportunity management systems to track business development activities.
• Develop measurable KPIs for business development performance.
• Provide regular growth updates and executive reports.

Requirements

Required Qualifications

• Bachelor's degree in Business, Marketing, Engineering, Computer Science, or a related discipline.
• 10 to 12 years of progressive experience leading business development and capture efforts in the federal government contracting industry.
• Demonstrated success winning prime and subcontract opportunities with DoD and Federal Civilian agencies.
• Proven experience developing and executing successful capture strategies.
• Experience building and leading Business Development organizations.
• Strong understanding of the Federal Acquisition Regulation (FAR) and federal procurement lifecycle.
• Experience with GWACs, IDIQs, BPAs, GSA MAS, and agency-specific contract vehicles.
• Established relationships with federal customers, industry partners, and teaming organizations.
• Excellent leadership, communication, negotiation, and presentation skills.
• Ability to travel as required.

Preferred Qualifications

• MBA or other advanced degree.
• Experience working for a small or mid-sized federal government contractor.
• Knowledge of AI, cybersecurity, cloud computing, digital engineering, software development, and other emerging federal technology initiatives.
• Familiarity with GovWin, GovTribe, SAM.gov, Salesforce, or similar CRM and opportunity management tools.
• Experience supporting agencies such as DoD, DHS, HHS, VA, DOJ, or other Federal Civilian organizations.
• Experience leading business development organizations through periods of rapid growth.

Desired Leadership Competencies

The ideal candidate will demonstrate:

• Strategic and entrepreneurial thinking.
• Strong customer relationship management skills.
• Executive presence and professionalism.
• Exceptional collaboration across business development, operations, finance, and technical teams.
• Ability to build and motivate high-performing teams.
• Strong analytical and decision-making skills.
• Results-oriented leadership with a proven record of contract wins.
• Integrity, accountability, and sound business judgment.

Performance Expectations

Success in this role will be measured by:

• Growth of a qualified opportunity pipeline.
• Successful contract awards and revenue growth.
• Development of strategic customer and partner relationships.
• Increased proposal win rates.
• Successful recruitment and development of the Business Development team.
• Accurate pipeline forecasting and executive reporting.
• Expansion into new customers, agencies, and contract vehicles.
• Contribution to the Company's long-term strategic growth objectives.

Benefits

• Competitive salary.
• Performance-based incentive plan.
• Medical, dental, and vision insurance.
• 401(k) with Company match.
• Paid time off and paid holidays.
• Professional development and leadership training.
• Collaborative executive leadership environment.

We are an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.