Director of Business Development

Wingbrace; Lincoln (MA); On-site; USD 120,000 - 175,000; Full time

Benefits offered by this job

Flexible work schedule

Medical, Dental, Vision Insurance

401(k) with company match

Paid Time Off & Holidays

Professional Development

Job summary

Wingbrace, a mission-driven SDVOSB, seeks a Director of Business Development to expand the DoD footprint, focusing on the Air Force, Space Force, Army, Navy, and other defense sectors. You will cultivate executive relationships, shape opportunities early, and drive revenue growth through hunting and capture activities.

You will report to the CEO, own a revenue target, and lead pursuit strategies across Digital Engineering, analytics, and data management solutions.

Qualifications

• Recent experience carrying a quota selling to the government.
• Experience calling on the Wingbrace target market.
• Experience developing a territory rather than account management.
• Demonstrated ability to hunt and close.
• A basic understanding of technology.
• Ability to identify client pain.
• Ability to pass Sales Director test.

Responsibilities

• Own and achieve annual revenue, pipeline, and sales activity goals with the CEO.
• Develop and execute strategic account and territory growth plans.
• Identify, qualify, shape, and pursue new DoD opportunities.
• Establish relationships with government decision-makers and program managers.
• Build and maintain a qualified opportunity pipeline for growth.
• Lead opportunities from identification to contract award.
• Conduct meetings with prospective and existing clients (in-person/virtual).
• Coordinate customer demonstrations and capability briefings.
• Support proposal development with insights and win themes.

Skills

Government sales

Hunter mentality

Executive relationship building

Territory development

Strong communication

Sales leadership

Education

Bachelor's degree

Tools

CRM software

Job description

Lead Wingbrace's Expansion Across the Department of Defense

Location: Northeast Region (Washington, DC to Massachusetts)

Travel: Up to 30% as required

About The Opportunity

As Wingbrace continues its rapid growth across the Department of Defense market, we are seeking an exceptional Director of Business Development to help expand our presence with the U.S. Air Force, U.S. Space Force, U.S. Army, U.S. Navy, and other defense organizations. This individual will play a critical role in identifying, qualifying, shaping, and capturing new business opportunities that align with Wingbrace's capabilities in Digital Engineering, Mission Engineering, Decision Intelligence, Data Analytics, and Authoritative Data Management.

The ideal candidate is an energetic, highly motivated sales professional with a proven ability to build executive-level relationships, shape opportunities early in the acquisition lifecycle, and convert those relationships into long-term revenue growth. This role is heavily focused on hunting, market expansion, and relationship development, with approximately 80% of time dedicated to new business generation and capture activities.

The successful candidate will bring an established network within the Department of Defense and possess the credibility, experience, and business acumen to create executive-level relationships that lead to measurable growth. This individual must be comfortable operating independently, opening new doors, shaping opportunities before requirements are released, and influencing customer decisions in highly competitive environments.

Reporting directly to the CEO, the Director of Business Development will own a revenue target and sales activity plan, helping to drive Wingbrace's continued growth while serving as the voice of the customer across strategic pursuits and proposals.

Position Overview

The Director of Business Development is responsible for developing and executing growth strategies that result in new business opportunities and revenue growth across Wingbrace's target markets.

Key Responsibilities

Business Development & Growth

• Own and achieve annual revenue, pipeline, and sales activity goals established jointly with the CEO
• Develop and execute strategic account and territory growth plans
• Identify, qualify, shape, and pursue new business opportunities within the Department of Defense
• Establish and strengthen relationships with government decision-makers, acquisition officials, program managers, and industry partners
• Build and maintain a healthy, qualified opportunity pipeline capable of supporting company growth objectives
• Lead opportunities from early identification through contract award

Customer Engagement

• Conduct in-person, virtual, and telephone meetings with prospective and existing clients
• Build trusted relationships with key stakeholders across customer organizations
• Understand customer missions, priorities, funding environments, and acquisition strategies
• Identify and pursue growth opportunities within assigned existing accounts

Capture & Proposal Support

• Serve as the business development lead on assigned pursuits
• Collaborate with technical teams, solution architects, and executive leadership to develop winning strategies
• Coordinate customer demonstrations, technical exchanges, and capability briefings
• Support proposal development through customer insights, competitive intelligence, win themes, and relationship mapping
• Serve as the Voice of the Customer throughout the capture and proposal lifecycle

Sales Operations

• Maintain current and accurate opportunity information within the CRM system
• Deliver weekly pipeline, forecast, and activity reports to leadership
• Participate in sales, growth, and strategy reviews
• Monitor competitive activity, acquisition forecasts, and emerging market opportunities

Required Qualifications

• Recent experience carrying a quota selling to the government
• Experience calling on the client base that is the Wingbrace target market
• Experience developing a “territory” rather than “Account Management”
• Demonstrated ability to hunt and close
• A basic understanding of technology
• Ability to identify client pain
• Ability to pass Sales Director test

Security Requirements

• U.S. Citizen
• Active Security Clearance will require Top Secret level

Experience

• Minimum of 8 years of progressively responsible business development, capture, sales, or growth experience supporting Federal Government or Department of Defense customers
• Demonstrated success carrying and achieving revenue targets
• Proven experience developing new accounts and creating growth within strategic customers
• Experience identifying, qualifying, shaping, and winning complex government opportunities
• Strong understanding of the Department of Defense acquisition environment
• Demonstrated ability to influence customer decisions and engage executive‑level stakeholders

Preferred Experience

• Existing relationships within one or more of the following organizations:
  • U.S. Air Force
  • U.S. Space Force
  • U.S. Army
  • U.S. Navy
• Experience supporting Digital Engineering, MBSE, Mission Engineering, Data Analytics, AI/ML, Decision Intelligence, Systems Engineering, Software Development, or related technology solutions
• Experience with IDIQs, GWACs, OTAs, BAAs, SBIRs, or other federal acquisition vehicles

Education

• Bachelor's Degree from an accredited college or university

Desired Characteristics

• Possess a strong hunter mentality
• Be highly self‑motivated and results‑oriented
• Thrive in a fast‑growing entrepreneurial environment
• Demonstrate exceptional communication and relationship‑building skills
• Have strong strategic thinking and opportunity‑shaping abilities
• Operate with professionalism, integrity, accountability, and perseverance

Compensation

The anticipated compensation range for this position is:

• Base Salary: $120,000 - $175,000 annually
• Target On-Target Earnings (OTE): Up to $275,000 annually

Actual compensation offered will depend on a variety of factors, including but not limited to relevant experience, demonstrated business development performance, security clearance status, existing customer relationships, market expertise, geographic location, and overall qualifications.

Commission and incentive compensation are performance-based and are governed by the terms of Wingbrace's applicable incentive compensation plans, which may be modified from time to time at the Company's discretion. Compensation figures presented are not guarantees of future earnings and may vary based on individual and company performance.

Wingbrace reserves the right to adjust compensation ranges, incentive plans, and benefits consistent with applicable law and business needs.

Benefits

We believe customer experience starts with employee experience, so we invest heavily in our team.

• Flexible work schedule
• Medical, Dental, and Vision Insurance
• Wingbrace pays up to 80% of employee and dependent premiums on select plans
• Company-paid Life and Disability Insurance
• 401(k) with 4% company match
• Paid Time Off, Federal Holidays, and Floating Holidays
• Professional Development, Certifications, Conferences, and Training Opportunities

About Wingbrace

Wingbrace is a mission-driven, customer-focused Service-Disabled Veteran-Owned Small Business (SDVOSB) that transforms Digital Engineering and Authoritative Data into Decision Intelligence.

We deliver advanced systems engineering, mission engineering, digital engineering, modeling and simulation, and data-driven solutions that support the nation's most critical defense missions. Through our innovative AFFINITY Labs™, world-class engineering talent, and commitment to customer success, we help organizations make faster, better-informed decisions in increasingly complex operational environments.

We code. We architect. We engineer. We innovate.

Join Wingbrace and help shape the future of defense technology.

Wingbrace LLC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable law.