Director of Business Development

Loyal Source Government Services; Washington (District of Columbia); Hybrid; USD 158,000 - 193,000; Full time

Job summary

Loyal Source Government Services is seeking a Director of Business Development – Federal Civilian in the Washington, DC area. You will identify, qualify, shape, and advance strategic government contract opportunities across Federal Civilian agencies, leading engagement, account development, and pipeline growth.

You will develop agency-focused growth plans, build trusted relationships with government customers and partners, and drive win strategies with cross-functional teams, including Growth,

Qualifications

• Bachelor’s degree in business, public administration, healthcare administration, marketing, communications, or a related field is required.
• A master’s degree is preferred.
• 8–12 years of federal business development experience preferred; strong capture and growth track record in Federal Civilian.

Responsibilities

• Develop and execute business development strategies for Federal Civilian agencies and accounts.
• Build and maintain relationships with government executives and acquisition officials.
• Identify, qualify, and shape new opportunities aligned with Loyal Source capabilities and growth goals.
• Maintain a robust pipeline across near-, mid-, and long-term horizons.
• Lead opportunity qualification and gate-review recommendations with cross-functional teams.
• Partner with Operations, Proposals, and Marketing to ensure winning solutions and compliant submissions.

Skills

Strategic selling

Relationship development

Opportunity qualification

Capture planning

Competitive analysis

Negotiation

Executive communication

Cross-functional leadership

Education

Bachelor’s degree in business / related field

Master’s degree preferred

Tools

CRM platforms

Pipeline reporting

Market intelligence tools

Microsoft Office

Job description

Summary

The Director of Business Development – Federal Civilian is responsible for identifying, qualifying, shaping, and advancing strategic government contract opportunities across the Federal Civilian market. This role leads customer engagement, account development, opportunity strategy, and pipeline growth to expand Loyal Source’s presence with targeted civilian agencies.

The Director of Business Development – Federal Civilian is responsible for identifying, qualifying, shaping, and advancing strategic government contract opportunities across the Federal Civilian market. This role leads customer engagement, account development, opportunity strategy, and pipeline growth to expand Loyal Source’s presence with targeted civilian agencies. The Director develops and executes agency-focused growth plans, builds trusted relationships with government customers and industry partners, and translates customer missions, priorities, acquisition strategies, and challenges into actionable pursuit plans. The role maintains a qualified pipeline and leads early-stage capture activities, including competitive assessment, solution positioning, teaming, and win-strategy development. Working closely with Growth, Capture, Proposals, Operations, Finance, Legal, and executive leadership, the Director drives and advises within a disciplined opportunity advancement model, from market identification through solicitation and award. Success requires strong knowledge of the Federal Civilian acquisition environment, a demonstrated ability to create and convert customer demand, and consistent accountability for pipeline quality, bookings, and long-term revenue growth.

Job Classification

Salary Exempt

Pay: $175,000 / year

Duties And Functions

Federal Civilian Business Development:

• Loyal Source has accountable individuals for each functional area called Division Managers (DM’s) these individuals are accountable for the effective operation and profitability of their programs. The Business Developer supports the DM in driving towards corporate goals and strategies in their specific area. In this case, federal civilian agencies.
• Develop and execute business development strategies for assigned Federal Civilian agencies, accounts, and mission areas
• Build and maintain relationships with government executives, program leaders, acquisition officials, small business offices, industry partners, and other key stakeholders
• Identify, qualify, and shape new business opportunities aligned with Loyal Source’s capabilities, growth priorities, and financial objectives
• Maintain a robust, accurate, and actionable pipeline of Federal Civilian opportunities across near-, mid-, and long-term horizons
• Assess customer missions, budgets, priorities, pain points, acquisition strategies, and procurement timelines to inform account and pursuit plans
• Monitor SAM.gov, agency forecasts, IDIQ task-order portals, eBuy, industry events, and other market-intelligence sources for emerging opportunities
• Lead opportunity qualification and gate-review recommendations based on strategic fit, customer access, competitive position, solution readiness, and probability of win
• Develop account plans, opportunity plans, call plans, stakeholder maps, competitive assessments, and growth forecasts
• Shape acquisition requirements before solicitation release by aligning Loyal Source capabilities with validated customer needs and mission outcomes
• Identify capability gaps, strategic investments, contract vehicles, partnerships, and differentiators required to improve market access and competitive position
• Establish measurable annual and quarterly growth objectives and report progress against pipeline, bookings, and revenue targets
• Represent Loyal Source at customer meetings, industry days, conferences, partner engagements, and other Federal Civilian market events

Capture, Teaming, And Growth Leadership

• Lead early-stage capture activities and transition qualified opportunities to designated capture and proposal leaders with clear customer, competitive, and solution context
• Develop and refine win themes, value propositions, discriminators, pricing considerations, and executive engagement strategies in partnership with cross-functional teams, works as an advisor on late-stage capture and proposal efforts.
• Identify, evaluate, and cultivate teaming partners, subcontractors, and strategic alliances that strengthen Loyal Source’s Federal Civilian position
• Support bid/no-bid, color-team, solution, pricing, and executive reviews by providing market intelligence and customer-informed recommendations
• Partner with Operations and subject-matter experts to develop credible, differentiated, and executable solutions responsive to agency requirements
• Collaborate with Proposal Development to ensure submissions reflect customer priorities, approved win strategy, and a compelling business and mission case
• Maintain timely and accurate opportunity, activity, milestone, and forecast data within CRM and business development systems
• Provide leadership with concise reporting on account health, customer activity, pipeline movement, pursuit risk, and investment needs
• Conduct post-pursuit reviews and apply lessons learned to improve account strategy, capture effectiveness, and win rates
• Coordinate with Marketing and Communications on account-based outreach, thought leadership, and market-facing content that supports Federal Civilian growth
• Mentor business development, capture, and proposal team members and promote consistent use of established growth processes and governance
• Perform additional duties consistent with leadership of the Federal Civilian business development lifecycle

Education And Experience (Required)

Bachelor’s degree in business, public administration, healthcare administration, marketing, communications, or a related field is required. A master’s degree is preferred.

Preferred Requirements

• 8–12 years of progressively responsible experience in federal business development, capture, account management, or a related growth role, including experience supporting Federal Civilian customers.
• Demonstrated success identifying, shaping, qualifying, and advancing government contract opportunities through the federal acquisition lifecycle.
• Established relationships within relevant Federal Civilian agencies and the government contracting community are strongly preferred.
• Experience with federal procurement methods, contract vehicles, teaming arrangements, competitive intelligence, and proposal development.
• Proficiency with CRM platforms, pipeline reporting, market intelligence tools, and Microsoft Office applications.
• Ability to travel as needed for customer meetings, industry events, partner engagements, and internal planning sessions.

Knowledge/Skills/Abilities (KSA)

Knowledge—Comprehensive knowledge of the Federal Civilian marketplace, federal acquisition lifecycle, appropriations and budget environment, procurement methods, contract vehicles, capture practices, competitive positioning, and government customer engagement. Understands how to align organizational capabilities with agency missions, acquisition priorities, and measurable customer outcomes.

Skill—Strong strategic selling, relationship development, opportunity qualification, capture planning, competitive analysis, negotiation, executive communication, and cross-functional leadership skills. Demonstrates sound business judgment, disciplined pipeline management, persuasive written and verbal communication, and the ability to translate complex customer needs into actionable growth strategies.

Ability—Able to independently build markets and customer relationships, manage multiple complex pursuits, influence internal and external stakeholders, operate effectively in a deadline-driven environment, and remain accountable for measurable growth outcomes. Demonstrates integrity, initiative, adaptability, persistence, discretion, and consistent follow-through.

Supervisory Responsibilities

This position may supervise business development personnel and may lead cross-functional pursuit teams. Supervisory responsibilities may vary based on organizational needs.

Work Environment/Condition

Work is performed in a professional office or remote environment and may require regular travel to customer sites, industry events, conferences, partner locations, and Loyal Source offices. The role routinely uses standard office equipment and virtual collaboration tools.

Physical Demands

Ability to perform the essential functions of a professional office-based role, including prolonged periods of sitting, working at a computer, communicating by telephone or video conference, and traveling as required. Must be able to occasionally lift and carry materials weighing up to 25 pounds.

About Loyal Source

Loyal Source provides healthcare and technology solutions designed to improve outcomes and support mission-critical operations. Guided by innovation and purpose, we help organizations achieve success across complex challenges worldwide. Loyal Source is a military friendly employer and proud partner of the Military Spouse Employment Partnership program.

Loyal Source uses AI‑powered voice screening as part of our application process. After you apply, you will receive a brief qualification survey via text or email. Candidates who meet the position requirements will then be invited to complete a quick AI‑powered voice assessment. This easy, no‑scheduling‑required process helps us and the candidate move the hiring process forward faster.

We are committed to providing equal employment opportunities to all applicants. If you have a disability or medical condition and need a reasonable accommodation to participate in this step of the hiring process, you may request an alternative method or accommodation at any time by contacting Human Resources at [e-mail].