Director of Business Development, Government Services

DIRECTOR OF BUSINESS DEVELOPMENT, GOVERNMENT SERVICES

Reston, VA | 100% On-Site | 25% Travel | Full-Time, Exempt

Competitive Base | $200K OTE

Health, Dental, Vision, PTO, 401(k), HSA, Insurance (Life, Disability, AD&D), PTO

OVERVIEW

We are partnered with an established IT Services company supporting Federal Agencies and Commercial clients. The organization is known for its commitment to innovation, accountability, integrity, employee support, and the veteran community.

They are seeking a Director of Business Development to help drive the continued growth of their Government Services Division.

This is a highly visible, individual contributor sales role for a proven federal business development professional who knows how to create opportunity within the federal contracting ecosystem. The Director will build and expand relationships with large Federal Systems Integrators and Prime Contractors, develop subcontracting and teaming opportunities, and identify both immediate funded work and longer-term strategic opportunities.

This is an opportunity to play a meaningful role in building the next phase of the Government Services business, with significant autonomy, direct access to senior leadership, and the opportunity to grow into a Sales Leadership position as the organization scales.

CORE RESPONSIBILITIES

Strategic Business Development & Pipeline Growth

• Drive Revenue: Own business development strategy and revenue generation for the Government Services Division, with accountability for building a strong and sustainable pipeline.
• Hunt & Partner: Identify, pursue, and secure subcontracting, teaming, and staffing opportunities with large Federal Systems Integrators and Prime Contractors supporting DHS, DOD, DOJ, DOE, and other Federal and Civilian agencies.
• Pre- and Post-Award Growth: Build relationships early enough to influence teaming and work-share decisions while also identifying active, funded programs where the organization can immediately support open positions, surge requirements, or unmet delivery needs.
• Pipeline Management: Develop, manage, and track a robust federal sales pipeline and waterfall utilizing enterprise sales tools such as Bullhorn.

Operational Excellence

• Recruiting Alignment: Partner closely with the Recruiting Director and delivery teams from the beginning of the sales process to maximize program work share and ensure the organization can respond quickly to customer requirements.
• Proposal & Pricing Strategy: Support federal proposal responses, contract negotiations, pricing models, teaming discussions, and compliance reviews.
• Executive Collaboration: Work directly with senior leadership to align business development priorities with broader company growth objectives and market strategy.

Relationship & Brand Advocacy

• Network Utilization: Leverage and expand existing executive-level relationships throughout the Washington, DC, Maryland, and Virginia federal contracting community to create new entry points and revenue opportunities.
• Client Engagement: Maintain a strong market presence through client meetings, industry events, networking opportunities, and relationship-building activities with key stakeholders.
• Program Promotion: Actively promote and support the company’s Veteran Employment Program (VEP), using its mission and capabilities as a meaningful differentiator within the federal marketplace.

WHY JOIN

• Opportunity to Build: Help shape and expand a growing Government Services business rather than simply inherit and maintain an existing book of accounts.
• Executive Access: Work directly with senior leadership in a highly visible role where strong performance can directly influence company strategy and growth.
• Immediate & Long-Term Opportunity: Pursue active, funded requirements while simultaneously building the teaming and Prime Contractor relationships that create future work share.
• Strong Delivery Partnership: Sell alongside an established recruiting and delivery organization designed to respond quickly when new opportunities are created.
• Meaningful Differentiator: Represent an organization with a strong commitment to veterans and a Veteran Employment Program that provides an additional value proposition within the federal marketplace.
• Autonomy & Impact: Operate with the flexibility and ownership of an entrepreneurial environment while benefiting from the resources and infrastructure of an established organization.
• Leadership Runway: Join as a hands-on individual contributor with the opportunity to grow into Sales Leadership as the Government Services Division expands.
• Earning Potential: Competitive base compensation with $200K OTE and significant upside tied to business development performance.

REQUIREMENTS

• Experience: 8 years of business development or sales experience within federal IT services, professional services, staffing, or government contracting, with demonstrated experience developing business through Prime Contractor and Federal Systems Integrator relationships.
• Federal Track Record: Proven, verifiable revenue results and demonstrated success building pipelines, creating opportunities, and closing business within the federal contracting ecosystem.
• Relationship Capital: An established network of decision-makers across large Federal Systems Integrators and Prime Contractors, with the ability to create meetings and opportunities through existing relationships and proactive market development.
• Market Knowledge: Strong understanding of federal subcontracting, teaming relationships, procurement cycles, funded programs, work share, public contracting data, and federal contracting terminology.
• Location Presence: Ability to commute to the Reston, VA office and maintain flexibility for frequent in-person client meetings, industry events, and networking activities.

SUCCESS FACTORS

• Sales Professional: Proactive, highly self-motivated, and comfortable owning results from relationship development through revenue generation.
• Consultative Partner: An excellent communicator who operates as a trusted problem solver for Prime Contractors rather than a transactional vendor.
• Entrepreneurial & Hands-On: Comfortable in a nimble, fast-paced environment where leaders are expected to personally create opportunities and execute.
• Connected & Credible: Able to walk into the federal contracting community with an established network, strong market credibility, and the confidence to engage senior decision-makers.
• Energetic & Well-Rounded: Outgoing, resilient, professionally polished, and capable of moving seamlessly between high-level strategy, relationship development, and on-the-ground execution.

** HireCapital and our clients are equal opportunity employers committed to inclusive workplaces.