Director of Business Development, Federal

Censys Internships; Washington (District of Columbia); Hybrid; USD 285,000 - 350,000; Full time

Benefits offered by this job

Equity

Health, dental & vision

Retirement with company contribution

Parental leave

Mental health & wellness benefits

Flexible PTO

Professional development stipend

Sales incentive pay

Annual bonus plan

Job summary

Censys is seeking a Director of Business Development to lead its federal SI partner strategy from the DC area. You will drive partnerships at the highest levels, shape joint solutions, and collaborate with product, engineering and sales to win in federal environments.

In this high-impact role, you will accelerate revenue by expanding partner-led pipelines, enabling co-sell motions, and optimizing bids while representing Censys at industry events and with key government customers.

Qualifications

• Proven track record in building and scaling federal SI partnerships.
• Strong executive relationships with leading SIs like Booz Allen, Leidos, SAIC.
• Experience driving pipeline and revenue through partner-led federal motions.
• Deep understanding of federal procurement, contracting vehicles and GTM dynamics.

Responsibilities

• Own and expand strategic SI partnerships with executive sponsors.
• Drive federal opportunity strategy with sales leadership to pursue high-value bids.
• Enable and activate partners through co-sell training and ROI messaging.
• Shape customer-centric solutions with product, engineering and SMEs.
• Forecast partner-driven pipeline and provide actionable performance feedback.
• Align on federal bids and optimize positioning for competitive opportunities.
• Surface market intelligence to inform product, marketing and sales strategy.
• Represent Censys at industry events and partner engagements.
• Deliver results by meeting quarterly and annual pipeline and revenue targets.

Skills

Partnership development

Executive relationship management

Federal procurement knowledge

Go-to-market strategy

Cross-functional collaboration

Job description

Company Background

Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.

About the Role

We are looking for Director of Business Development to lead our federal systems integrator (SI) partner strategy—a critical lever for scaling our presence across key U.S. government programs.

This is a high-impact, externally facing role responsible for building and activating strategic SI partnerships to drive pipeline, expand contract access, and accelerate revenue growth. You will operate at the intersection of partnerships, sales, and product, working closely with federal leadership to prioritize pursuits, shape joint solutions, and win in competitive federal environments.

This position is required to be located in the DC vicinity in order to effectlively support local customers and partners.

What You’ll Do

• Own and expand strategic SI partnerships: Build and manage executive-level relationships across top-tier federal systems integrators to drive pipeline, program access, and long-term growth
• Drive federal opportunity strategy: Partner with the VP of Federal and sales leadership to identify, prioritize, and pursue high-value federal opportunities
• Enable and activate partners: Lead co-sell efforts with SI partners, including training, joint value propositions, ROI messaging, and go-to-market execution
• Shape winning solutions: Collaborate with product, engineering, and technical SMEs to develop customer-centric solutions aligned to federal mission needs
• Lead partner performance management: Forecast partner-driven pipeline, track performance, and provide actionable feedback to improve outcomes
• Align on federal bids and pursuits: Monitor federal solicitations and ensure optimal SI alignment and positioning for competitive bids
• Surface market intelligence: Identify trends across the federal landscape and provide insights to inform product, marketing, and sales strategy
• Represent Censys externally: Act as a key ambassador at industry events, conferences, and partner engagements
• Deliver results: Meet or exceed quarterly and annual pipeline and revenue targets

What We’re Looking For

• Proven track record of building and scaling partnerships with federal systems integrators
• Strong network of executive relationships across leading SIs (e.g., Booz Allen, Leidos, SAIC, etc.)
• Experience driving pipeline and revenue through partner-led motions in federal markets
• Deep understanding of federal procurement, contracting vehicles, and go-to-market dynamics
• Ability to operate strategically while executing tactically in a fast-paced environment
• Strong cross-functional collaboration skills, particularly with sales, product, and technical teams
• Exceptional communication and executive presence
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact

The expected salary range for this position is $285,000-$350,000 USD on target earnings.

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information.

Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Censys’s compensation and benefits are subject to change and may be modified in the future. Please see our careers page for more details.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. Additionally, if hired, we would love to bring you to our HQ in Ann Arbor for in-person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our Censys Privacy Policy.

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