Director Of Sales – Federal Business Development

DivIHN Integration Inc; Washington (District of Columbia); Remote; USD 120,000 - 180,000; Full time

Job summary

DivIHN Integration Inc is seeking a Director, Federal Growth & Accounts to lead the Federal Market Group. This role requires a proven federal business developer who can build relationships, shape opportunities, navigate federal contracting vehicles, and drive opportunities to award and growth.

The successful candidate will own the complete federal growth lifecycle, engage with customers, partners, and SI/tech vendors, and maintain accountability for account health and revenue growth in the DMV

Qualifications

• 15+ years in Business Development / Outside Sales, with >=5 years in Federal BD.
• Proven record leading federal contract wins with identifiable agencies and award values.
• Experience generating new federal business, not just inherited accounts.
• Deep understanding of federal procurement processes, contract vehicles, and lifecycles.
• Experience developing opportunities before solicitations through engagement and capture.
• Ability to build and maintain a meaningful network of federal customers and partners.
• Experience owning opportunities from capture to post‑award growth.
• Enterprise tech sales experience with SAP, Salesforce, ServiceNow, Microsoft, cloud, cybersecurity, data/analytics, or AI/ML.

Responsibilities

• Act as a senior salesperson and trusted advisor to federal customers.
• Leverage an established network to generate qualified pipeline and opportunities.
• Drive opportunities through the complete federal growth lifecycle to award and growth.
• Lead qualification, capture strategy, and win strategy with FMG leadership.
• Translate customer and competitive intelligence into actionable account plans.
• Own measurable bookings, pipeline, capture, and account growth with FMG.
• Maintain disciplined pipeline management and assess maturity and probability of win.

Skills

Federal BD

Executive communication

Relationship building

Capture management

Enterprise tech sales

Education

Bachelor's degree

Master's degree

Tools

SAP

Salesforce

ServiceNow

Microsoft

Cloud

Cybersecurity

Data & Analytics

AI/ML

Job description

Welcome to DivIHN. We are seeking a proven federal growth (BDM) leader to join us as Director, Federal Growth & Accounts – Federal Market Group. The right candidate is first and foremost a proven federal business developer and salesperson who knows how to win. This individual will bring established federal relationships, strong capture instincts, executive presence, and the ability to personally drive opportunities from early customer engagement through award and account growth. We are looking for someone who creates momentum rather than waits for direction and who can credibly represent DivIHN with federal customers, contracting officials, systems integrators, technology partners, and industry leaders.

***DivIHN is MBE and 8(a) certified. We are appraised at CMMI Dev ML3 and ISO 9001/20000/27001 certified***

Director Of Sales – Federal Business Development ***hands-on BDM/Outside Sales role***

Remote Work – proximity to the Washington, DC / Maryland / Virginia (DMV) area is required

Permanent / Full-time employment offering a six-figure base with a highly aggressive incentive opportunity

About the Role:

This is a mission-critical leadership role within DivIHN Integration Inc. and a cornerstone of the Federal Market Group (FMG). This role is designed for a proven/seasoned federal business developer first and foremost- someone who knows how to build relationships, create pipeline, shape opportunities, navigate federal acquisition and contracting vehicles, construct winning teams, and convert opportunities into awarded contracts.

The Director will personally drive opportunities through the complete federal growth lifecycle - from market identification and customer engagement through qualification, capture, teaming, solution development, proposal, award, transition, and organic account growth.

Once business is won, the Director will retain accountability for account growth, customer satisfaction, financial performance, and overall program health, working in coordination with the Program Owner Center of Excellence (POCOE).

This is a high-accountability role for a leader who sees what needs to be done and acts.

KEY Accountabilities/Responsibilities:

• Act as a senior salesperson and trusted advisor to federal customers, with primary responsibility for identifying, shaping, and closing new opportunities.
• Leverage an established network of federal decision-makers, contracting officials, systems integrators, and industry partners to generate qualified pipeline and create new opportunities.
• Personally drive opportunities through the complete federal growth lifecycle, including customer engagement, qualification, capture, teaming, solution development, proposal strategy, negotiation, award, and transition.
• Lead opportunity qualification, capture strategy, customer engagement, competitive positioning, and win strategy in coordination with FMG leadership.
• Develop actionable customer and competitive intelligence and translate that intelligence into account plans, capture strategies, teaming decisions, and differentiated win strategies.
• Own measurable annual bookings, qualified pipeline, capture, and account-growth objectives established in coordination with FMG leadership.
• Maintain disciplined pipeline management and provide accurate assessments of opportunity maturity, competitive position, probability of win, and required next actions.

KEY Required Qualifications:

• Overall 15+ years of Business Development/Outside Sales experience and minimum 5 years of recent Federal Business Development & Sales experience is Required (No State Government Sales experience)
• Demonstrated record of personally leading and contributing to federal contract wins, with the ability to clearly identify representative agencies, contract vehicles, approximate award values, individual role in the pursuit, and resulting account growth.
• Demonstrated success generating new federal business—not solely managing inherited accounts or responding to opportunities identified by others.
• Deep understanding of federal acquisition processes, contract vehicles, procurement lifecycles, competitive positioning, and small-business contracting strategies.
• Experience developing opportunities well in advance of solicitation release through direct customer engagement, market intelligence, partner relationships, and disciplined capture.
• Demonstrated ability to build and maintain a meaningful network of federal customers, contracting officials, systems integrators, and industry partners.
• Experience owning opportunities from early capture through award and post-award growth.
• Experience selling enterprise technology-enabled services involving SAP, Salesforce, ServiceNow, Microsoft, cloud, cybersecurity, data and analytics, AI/ML, or comparable enterprise technologies (experienced in any 2 or more of the aforementioned technologies).
• Ability to understand federal mission and business challenges and translate them into credible technology, professional services, and talent solutions.
• Experience working for a major technology platform provider, federal systems integrator, or successful federal technology services company is highly valued but not required.
• Ability to engage credibly in complex solution discussions while recognizing when to bring solution architects, technical SMEs, delivery leaders, and technology partners into the pursuit.
• Executive-level communication skills, both written and verbal.
• Ability to engage credibly with senior government leaders, contracting officers, and industry partners.
• Minimum Bachelor’s degree is required, and a Master’s degree is preferred.

What Success Looks Like:

Within the first year, the successful candidate will have established trusted relationships across assigned federal accounts; developed a substantial and qualified pipeline; personally shaped and advanced strategic pursuits; established productive relationships with major federal systems integrators and technology partners; contributed directly to new contract awards; and expanded existing accounts.

This individual will not wait for opportunities to arrive, depend on proposal teams to create strategy, or measure success primarily by meetings and activity. Success will be measured by relationships created, opportunities shaped, contracts won, customers retained, and revenue grown.

Travel:

• Ability to travel within the DMV region to generate federal business, attend customer meetings, industry conferences, partner events, and government forums.
• Occasional domestic travel outside the DMV may be required based on agency and opportunity needs.