Public Sector Growth Director - BD & 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

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