Director, Public Sector Business Development & Strategic Alliances

Position Summary:

We are seeking a dynamic and experienced Director of Public Sector Business Development to build and lead our government contracting strategy. This individual will be the driving force behind our expansion into the public sector, responsible for identifying and capturing new revenue opportunities, building strategic partnerships, and establishing our brand as a trusted partner to government agencies and prime contractors.

The ideal candidate is a seasoned professional with deep expertise in the government procurement landscape, a robust network of contacts within the DMV, and a proven track record of selling technology or professional services to federal and state entities.

Key Responsibilities:

• Strategy & Market Penetration:
• Develop and execute a comprehensive go-to-market strategy to secure government contracts at the federal, state, and local levels.
• Opportunity Identification & Pipeline Management:
• Systematically research and analyze government procurement databases and platforms, including SAM.gov, GSA Schedules (specifically Multiple Award Schedules - MAS), and the Federal Procurement Data System (FPDS).
• Identify and qualify subcontracting opportunities by building relationships with prime contractors and system integrators.
• Build and manage a robust pipeline of qualified leads and opportunities, providing accurate forecasting and reporting.
• Relationship & Alliance Building:
• Leverage existing relationships and cultivate new ones within key federal agencies that have significant spend on human capital, recruitment, and HR technology (e.g., OPM, DHS, VA, DoD, HHS).
• Forge strategic alliances and teaming agreements with key prime contractors, 8(a) firms, and other partners to increase win probability.
• Represent the company at industry events, conferences, and networking functions to enhance our presence and brand recognition in the public sector.
• Capture & Proposal Management:
• Lead capture management efforts for key opportunities, develop win themes, and shape procurement strategies.
• Collaborate with internal teams (e.g., proposals, marketing, product) to develop compelling responses to RFIs, RFPs, and RFQs.
• Subject Matter Expertise:
• Serve as the internal expert on all facets of government contracting, including procurement regulations, contract vehicles, and compliance requirements (e.g., understanding the implications of FedRAMP for technology solutions).
• Educate the executive team and other stakeholders on the nuances of the public sector market.

Required Qualifications & Experience:

• Must be a U.S. Citizen.
• Must be based in the DMV (Washington D.C., Maryland, Virginia) area.
• Minimum of 8-10 years of experience in a business development, capture, or sales role focused on the U.S. federal government.
• Demonstrable track record of meeting and exceeding multi-million dollar sales quotas in the public sector.
• Deep, hands-on knowledge of the federal procurement lifecycle and tools, including SAM.gov, GSA Schedules, FPDS, and government-focused market intelligence platforms (e.g., GovWin, Bloomberg Government).
• A robust and verifiable network of contacts within federal civilian and/or DoD agencies, as well as with key prime contractors.
• Self-driven and able to work independently with minimal supervision
• Proven experience building strategic partnerships and negotiating teaming agreements.
• Exceptional communication, presentation, and interpersonal skills, with the ability to engage effectively with senior-level government officials and corporate executives.
• Bachelor’s degree in Business Administration, Marketing, Public Policy, or a related field.

Preferred Qualifications:

• Experience selling recruitment advertising, HR Technology (HR Tech), SaaS, or related professional services to the public sector.
• Experience responding to and winning contracts on a GSA Multiple Award Schedule (MAS).
• Understanding of federal cybersecurity and compliance standards, such as FedRAMP.
• Active or previous security clearance is a significant plus.

What We Offer:

• A competitive salary and aggressive commission structure.
• Comprehensive benefits package (Health, Dental, Vision, 401k).
• The opportunity to build a new business division from the ground up.
• A collaborative and innovative company culture.
• Generous PTO and flexible work arrangements.