Managing Director – Public Sector Business Development & Capture

Excelacom; Reston (VA); On-site; USD 130,000 - 200,000; Full time

Job summary

Excelacom in Reston, VA is launching a new public sector consulting and technology subsidiary. This executive role will establish the company, shape the strategy, and build a pipeline across federal, state, and local opportunities.

The Managing Director will lead business development, capture management, and AI solutions go‑to‑market, develop partnerships, and drive revenue, profit, and long‑term growth. The position requires relocation to Northern Virginia, travel as needed, and a passion for

Qualifications

• 12+ federal BD/capture or sales; 5+ years leading capture on $5M+ pursuits.
• Record of winning contracts as prime or major subcontractor; references available.
• Experience in a large consulting organization (e.g., Accenture, Deloitte, Booz Allen).
• Established relationships within the federal contracting ecosystem.
• Proven ability to originate business via professional relationships.
• Experience positioning or selling enterprise software/AI to government.
• Strong understanding of federal procurement processes, FAR, and vehicles.
• Experience leading business development, capture management, negotiations, and partnerships.
• Strong executive leadership, BD, financial management, negotiation, and client relations.
• Must be based in or relocate to Northern Virginia to Reston office.
• Ability to travel as required to support government clients.
• Bachelor's degree; MBA or advanced degree preferred.

Responsibilities

• Lead establishment and operations of the new public sector subsidiary.
• Develop and execute the business strategy, operating model, and growth objectives.
• Establish market presence, service offerings, and product strategy.
• Build a scalable organization delivering consulting services and software solutions.
• Set annual revenue targets, profitability goals, and investments.
• Leverage network to identify and secure new business across government.
• Develop a qualified pipeline of federal, state, and local opportunities.
• Lead BD, capture, proposal strategy, negotiations, and awards.
• Establish strategic relationships with primes, subs, SI, and partners.
• Identify government contracting vehicles (GSA, GWACs, IDIQs).
• Develop teaming agreements to accelerate market entry.
• Drive new client acquisition and recurring revenue.
• Go-to-market for AI solutions; communicate business value to agency executives.
• Understand AI governance, security, and data privacy requirements.
• Drive adoption of proprietary software and recurring services revenue.
• Develop consulting capabilities across IT modernization and data analytics.
• Collaborate with leadership to leverage capabilities.
• Recruit, develop, and lead a high-performing organization.
• Establish leadership structure and processes for sustained growth.
• Oversee contract execution, delivery, and customer satisfaction.
• Foster accountability, innovation, and customer-focused execution.
• Represent the company with government customers and partners.

Skills

Federal BD & sales

Capture management

Executive leadership

Govt contracting network

BD negotiations

Strategic partnerships

Education

Bachelor's degree in Business/Tech/Engineering

MBA or advanced degree preferred

Job description

Managing Director – Public Sector Business Development & Capture (New Venture)

Reston, VA

About the Opportunity

Excelacom is launching a new public sector-focused consulting and technology subsidiary dedicated to supporting federal, state, and local government agencies. Backed by more than 20 years of experience delivering enterprise technology solutions, systems integration, and consulting services, this new organization will focus on helping government agencies modernize their technology environments, improve operational efficiency, and leverage emerging technologies.

Our capabilities will include IT consulting, systems integration, AI, data analytics, software development, enterprise applications, and technology modernization. A key component of our strategy will be introducing and licensing proprietary AI-native workflow products and solutions across government organizations.

We are seeking an entrepreneurial Managing Director – Public Sector Business Development & Capture to establish, lead, and grow this new subsidiary. This executive will help lead the business strategy, revenue generation, profit and loss (P&L), government contract acquisition, organizational development, and overall business performance.

The ideal candidate is an accomplished consultant with extensive government contracting sales success, strong familiarity with AI technologies and their enterprise applications, and an established network of public sector and industry relationships that can be leveraged to generate immediate business opportunities.

This is an opportunity to build a new company from the ground up with the benefit of having operational backing of an established technology organization.

Key Responsibilities

Business Leadership & P&L Management

• Lead the establishment, development, and overall operations of a new public sector consulting and technology subsidiary.

• Develop and execute the company's business strategy, operating model, organizational structure, and long-term growth objectives.

• Establish the subsidiary's market presence, consulting service offerings, product commercialization strategy, and competitive positioning.

• Build a scalable organization capable of delivering public sector consulting services and proprietary software solutions.

• Partner with executive leadership to establish annual revenue targets, profitability objectives, investment priorities, and strategic growth initiatives.

Government Business Development & Contract Acquisition

• Leverage an established network of federal government decision-makers, agency executives, contracting professionals, and industry partners to identify and secure new business.

• Develop and maintain a qualified pipeline of federal, state, and local government consulting and technology opportunities.

• Lead business development, capture management, proposal strategy, contract negotiations, and contract awards.

• Establish strategic relationships with prime contractors, subcontractors, systems integrators, and technology partners.

• Identify and pursue government contracting vehicles, including GSA Multiple Award Schedules, GWACs, IDIQs, and other federal procurement mechanisms.

• Develop teaming agreements and strategic partnerships to accelerate market entry and expand government contracting opportunities.

• Drive new client acquisition while establishing long-term relationships that support recurring revenue and contract expansion.

AI Solutions & Product Commercialization

• Lead the go‑to‑market strategy and government sales efforts for the organization's proprietary AI‑native software products and technology solutions.

• Demonstrate a strong understanding of AI technologies, including large language models (LLMs), AI agents, retrieval‑augmented generation (RAG), enterprise AI applications, and AI‑enabled workflow automation.

• Identify public sector use cases where AI or other technologies can improve operational efficiency, knowledge management, data accessibility, decision‑making, and citizen services.

• Engage agency executives, technology leaders, and program stakeholders to communicate the business value, capabilities, and practical applications of our technology solutions.

• Develop product sales strategies involving direct government sales, strategic partnerships, reseller channels, demonstrations, and pilot programs.

• Maintain familiarity with government AI adoption requirements, including security, data privacy, governance, and responsible AI practices.

• Drive adoption of proprietary software products while developing recurring software and technology services revenue streams.

Consulting Services & Strategic Growth

• Develop and expand public sector consulting capabilities across IT modernization, systems integration, enterprise applications, software development, data analytics, and digital transformation.

• Identify opportunities to combine traditional IT consulting services with software sales and related implementation services.

• Build strategic relationships with government agencies and industry partners to expand the company's market presence.

• Monitor government technology initiatives, procurement priorities, agency budgets, and emerging AI adoption trends.

• Collaborate with company leadership and technical teams to leverage existing consulting expertise, delivery resources, and technology capabilities.

Organizational Development & Executive Leadership

• Recruit, develop, and lead a high‑performing organization consisting of consulting, business development, capture, delivery, technical, and operational professionals.

• Establish the leadership structure, business processes, and operational capabilities necessary to support sustained growth.

• Oversee government contract execution, consulting delivery, client satisfaction, and overall operational performance.

• Develop a culture of accountability, innovation, entrepreneurship, and customer‑focused execution.

• Serve as the representative of the company with government customers, strategic partners, and industry stakeholders.

Required Qualifications

• 12+ federal business development, capture or sales, including at least 5 years leading capture on pursuits of $5M or more.

• A record of winning contracts as a prime or major subcontractor, with references who can confirm your role.

• Experience working within an established consulting organization such as Accenture, Deloitte, Booz Allen Hamilton, Slalom, CGI, IBM Consulting, or a comparable firm.

• Established and actively maintained relationships within the federal government contracting ecosystem, including agency executives, government decision-makers, prime contractors, and strategic industry partners.

• Proven ability to leverage existing professional relationships to originate business opportunities, establish partnerships, and secure government contracts.

• Experience positioning, selling, or commercializing enterprise software, AI solutions, or technology products to government or similarly complex enterprise customers.

• Strong understanding of federal procurement processes, contracting vehicles, FAR requirements, and government acquisition strategies.

• Experience leading business development, capture management, contract negotiations, and strategic partnerships.

• Strong executive leadership, business development, financial management, negotiation, and client relationship management skills.

• Must be based in or willing to relocate to Northern Virginia to work from company’s Reston office.

• Ability to travel as required to support government clients, business development, and strategic partnerships.

• Bachelor's degree in Business, Technology, Engineering, or a related discipline; MBA or advanced degree preferred.

• Must be a U.S. citizen and eligible to obtain and maintain a U.S. government security clearance, as required for applicable government contracts.

Preferred Qualifications

• Experience launching a government contracting company, subsidiary, or consulting practice from inception through sustained revenue growth.

• Established relationships with multiple federal agencies and major government systems integrators.

• Familiarity with federal AI governance, FedRAMP, NIST AI Risk Management Framework, and government cybersecurity requirements.

• Experience with government software reseller channels, technology alliances, and strategic distribution partnerships.

• Experience expanding consulting services into state and local government markets.

What Success Looks Like

The Managing Director will be responsible for transforming a newly established subsidiary into a profitable, revenue‑generating government consulting organization. In year one you will take the company from a target list to its first contract awards and product sales.

Success will be measured by overall P&L performance, profitable revenue growth, pipeline development, government contract awards, Generative AI product sales, strategic partnerships, and organizational development.

Compensation and Benefits:

Excelacom offers competitive salaries, health and wellness benefits, 401(k), paid time off, and career growth opportunities. For regular full‑time employees, the estimated base salary range for this position is $130,000 to $200,000 annually plus a lucrative incentive plan based on achieving revenue and growth targets. Actual compensation will be based on qualifications, experience, and other relevant factors.

EEO Statement:

Excelacom, Inc. is an equal opportunity employer. Any decision affecting employment, compensation, promotion, or transfer will be based solely on personal qualifications and merit, regardless of sex, race, color, religion, gender identity, sexual orientation, marital status, national origin, disability, age, results of genetic testing, service in the military, pregnancy, childbirth or other related medical conditions or any other factor protected under applicable law. #LI-JH1