Sr Director of Growth

AAC; Vienna (VA); On-site; USD 180,000 - 240,000; Full time

Job summary

AAC is seeking a Sr Director of Growth to lead federal business development and capture across civilian and defense agencies. You will shape AAC's growth in enterprise IT, cybersecurity, cloud, AI-enabled solutions, and mission support, mentoring the BD staff and coordinating with executives on strategy.

You will identify opportunities early, manage qualification through award, and drive proposal win rates while building trusted relationships with industry partners and government customers.

Qualifications

• Bachelor's degree in a related field is required.
• 10+ years federal business development and capture experience.
• Proven success winning competitive federal IT services contracts.
• Thorough understanding of FAR-based procurements.
• Experience managing opportunities from qualification through award.
• Excellent executive communication and presentation skills.
• Existing network within the federal contracting community.
• Experience selling managed services, cybersecurity, cloud, service management, and digital transformation.
• Experience with GWACs/IDIQs/BPAs.

Responsibilities

• Develop and execute AAC's annual federal growth and capture strategy.
• Build and maintain a qualified pipeline across civilian and defense agencies.
• Identify opportunities across GWACs, IDIQs, BPAs, and stand-alone procurements.
• Lead qualification, capture plans, and customer engagement.
• Represent AAC at industry days, conferences, and customer meetings.
• Collaborate with proposals, solution architects, and operations to win contracts.
• Provide executive reporting on capture progress, win probability, and risks.

Skills

Executive communication

Presentation skills

Capture leadership

Strategic thinking

Analytical decision making

Customer engagement

Networking in federal contracting

Bid/no-bid discipline

Leadership / mentoring

Education

Bachelor's degree (Business, Engineering, Information Technology, or related discipline)

Job description

Position Summary

AAC is seeking an experienced Sr Director of Growth to lead the company's federal business development and capture activities across civilian and defense agencies. The successful candidate will develop and execute growth strategies that expand AAC's presence in enterprise IT, cybersecurity, cloud, AI-enabled solutions, service management, and mission support.

This leader will be responsible for identifying, qualifying, capturing, and helping win new business while managing day-to-day business development activities and mentoring AAC's Business Development staff. The position works closely with executive leadership, proposal management, solution architects, and operations to drive sustainable growth.

Success in this role is measured by pipeline quality, capture execution, proposal win rate, contract awards, and long-term customer relationships.

Primary Responsibilities:

Strategic Growth

• Develop and execute AAC's annual business development strategy.
• Build and maintain a qualified pipeline supporting annual revenue growth objectives.
• Identify new contract opportunities across:
  • GWACs
  • IDIQs
  • BPAs
  • Stand-alone procurements
• Analyze market trends and agency spending.
• Recommend strategic investments and bid priorities.

Opportunity Identification

• Identify and qualify opportunities early in the acquisition lifecycle.
• Maintain a disciplined qualification process.
• Track opportunities through GovWin, SAM.gov, agency forecasts, and customer engagement.
• Develop account plans for priority agencies.

Capture Management

Lead capture activities include:

• Capture plans

Customer Relationships

Develop trusted relationships with:

• Industry partners

Represent AAC at industry days, conferences, networking events, and customer meetings.

Proposal Support

Partner with proposal teams by:

• Developing win themes
• Reviewing technical approaches
• Assisting with pricing strategy
• Supporting color team reviews
• Participating in proposal reviews
• Conducting lessons learned after submissions
• Supervise and mentor AAC's Business Development staff.
• Establish measurable goals and KPIs.
• Improve BD processes and CRM discipline.
• Foster collaboration across capture, proposals, operations, and executive leadership.

Executive Reporting

Provide executive leadership with regular reporting on:

• Capture progress
• Win probability
• Strategic risks

Required Qualifications:

• Bachelor's degree (Business, Engineering, Information Technology, or related discipline)
• 10+ years federal business development and capture experience
• Demonstrated recent success winning competitive federal IT services contracts
• Thorough understanding of FAR-based procurements
• Experience managing opportunities from qualification through award
• Excellent executive communication and presentation skills
• Existing network within the federal contracting community (particularly Federal staff)
• Experience selling:
• Managed Services
• Cybersecurity
• Cloud
• Service Management
• Digital Transformation
• Experience with GWACs/IDIQs/BPAs

Core Competencies:

• Strategic Thinking
• Capture Leadership
• Customer Engagement
• Analytical Decision Making
• Accountability

Desired Characteristics:

The ideal candidate:

• Is highly organized and process-oriented
• Is equally comfortable meeting customers and leading internal capture reviews
• Makes disciplined bid/no-bid recommendations
• Can independently drive opportunities while coaching junior staff
• Understands the realities of a growing federal contractor
• Values collaboration and accountability over hierarchy