Client Executive

Xenith Solutions•Leesburg, VA

1d•Remote

About The Position

The Client Executive is a federal growth role responsible for building trusted customer relationships, identifying qualified opportunities, and leading disciplined pursuit development from early engagement through proposal and award. This is not a relationship-only sales position, and it is not a Rolodex hire. Xenith is looking for a capture-capable Client Executive who understands that effective growth starts with customer engagement, mission understanding, and disciplined opportunity judgment. The right candidate knows how to move beyond surface-level outreach. Client engagement in this role means understanding customer priorities, validating mission needs, shaping pursuit strategy, coordinating internal resources, and helping convert qualified opportunities into competitive proposals. This role reports to the Chief Growth Officer and works closely with operations, delivery leadership, technical staff, pricing, recruiting, and proposal operations. Success requires sound capture judgment, strong customer orientation, clear communication, and the discipline to focus on opportunities Xenith is positioned to win and execute well.

Requirements

U.S. citizenship and ability to obtain and maintain a U.S. government security clearance.
Seven or more years of federal business development, capture, client engagement, or related growth experience.
Demonstrated experience supporting or leading federal pursuits through multiple stages of the opportunity lifecycle, including customer engagement, qualification, capture, proposal development, and award.
Experience supporting or winning prime federal opportunities of approximately $50M total contract value or comparable complexity.
Strong understanding of federal acquisition, competitive positioning, pre-RFP engagement, teaming, pricing inputs, proposal development, and bid/no-bid decision support.
Demonstrated ability to engage customers directly and convert customer insight into pursuit strategy.
Experience developing capture plans, win themes, value propositions, competitive assessments, teaming strategies, and executive briefings.
Experience working with proposal teams on storyboards, color team reviews, compliance requirements, and non-price proposal narratives.
Ability to coordinate across technical, operational, recruiting, pricing, and proposal stakeholders while maintaining clear pursuit ownership.
Strong written and verbal communication skills, including the ability to brief executives with clarity, judgment, and precision.
Willingness and ability to travel for customer meetings, industry events, partner discussions, and internal meetings as required.

Nice To Haves

Experience winning or materially contributing to federal prime contract awards in the $50M range.
Experience in Department of Defense, national security, or mission-focused federal technology environments.
Experience with technology services, modernization, cyber, data, artificial intelligence, mission support, IT services, or related federal solution areas.
Experience operating in a small or mid-sized federal contractor where growth roles require personal initiative, disciplined judgment, and hands-on pursuit ownership.
Experience developing customer or market lanes where opportunity quality, customer access, and capture discipline matter more than pursuit volume.
Experience working with delivery teams to validate staffing, transition, technical approach, and execution considerations during pursuit development.

Responsibilities

Own a defined federal customer or market lane and develop a credible pipeline of qualified opportunities.
Build and sustain direct customer engagement with program, mission, technical, and acquisition stakeholders.
Identify customer priorities, mission needs, acquisition timelines, competitive factors, and potential areas of opportunity.
Lead opportunity qualification and pursuit development from early signal through proposal submission and award.
Develop capture strategies, customer engagement plans, competitive assessments, value propositions, win themes, teaming approaches, and pursuit briefings.
Coordinate with technical, operational, pricing, recruiting, and proposal stakeholders to ensure pursuit strategies are credible, executable, and aligned with customer requirements.
Support development of RFIs, white papers, oral presentation materials, proposal inputs, and other customer-facing artifacts.
Work with proposal operations to ensure proposal content reflects customer understanding, compliance discipline, and an executable solution approach.
Identify and develop teaming relationships that improve customer access, capability alignment, past performance coverage, or execution strength.
Provide clear updates to Growth leadership on pipeline status, customer engagement, pursuit progress, risks, and recommended next actions.
Recommend advancing, pausing, reshaping, or stopping pursuits based on evidence, customer access, competitive position, and execution feasibility.