Director of Account Expansion and Growth

EXECUTIVE 1 HOLDING COMPANY•Washington, VA

2d•$150,000 - $175,000•Onsite

About The Position

This role is responsible for owning the growth of a specific account and a single-award indefinite-delivery, indefinite-quantity (IDIQ) contract. This includes managing option exercises, incorporating new mission and business sets, and maximizing the utilization of the contract ceiling. The position requires building and maintaining strong working relationships with key stakeholders within the BIS Office of the Chief Information Officer, mission and business owners, the Office of the Under Secretary, and the supporting contracting office. A key aspect of the role is developing and managing a pipeline of potential mission and business sets, aligning this pipeline with delivery capacity and available funding. The Director will qualify each potential mission or business set against the SBIR Phase III technical nexus before it reaches a business owner and will assist the Contracting Officer in determining if additions to the vehicle are in scope. This role involves translating BIS mission needs into clearly defined increments with specific deliverables and acceptance criteria, collaborating with the delivery lead and the contracts team. Support will be provided for task order development, quotations, and the timing of option exercises to ensure uninterrupted platform access and delivery continuity. The Director will maintain the account plan, growth forecast, and provide regular reporting to company leadership. Additionally, the role involves representing the company at BIS program reviews, industry engagements, and executive briefings. The Director will also identify adjacent opportunities within the Department of Commerce and present them to company leadership for pursuit decisions.

Requirements

Bachelor's degree in business, public administration, information technology, or a related field, or an equivalent combination of education, training, and relevant professional experience.
Ten or more years of federal business development, capture, or account management experience, including direct ownership of a federal account or contract vehicle.
Demonstrated record of growing an existing contract vehicle through option exercise, task order expansion, or the addition of new scope.
Working knowledge of federal acquisition practice, including indefinite-delivery contract structures, ordering procedures, option exercise, and the distinction between in-scope and out-of-scope work.
Ability to qualify an opportunity against a contract's scope boundary and to decline work that falls outside it.
Experience building and holding relationships with senior executives inside a federal agency.
Experience positioning artificial intelligence, data, or decision support solutions in a federal environment.
Residence in the Washington, DC metropolitan area and willingness to be on site with the customer on a recurring basis.
Eligibility to obtain and maintain a Secret clearance.
Strong written and verbal communication skills, including the ability to brief at the executive level.

Nice To Haves

Familiarity with SBIR Phase III acquisition authority under 15 U.S.C. 638(r)(4) and with sole-source award mechanisms.
Experience supporting the Department of Commerce, or export control, trade policy, or national security mission areas.
Experience with FedRAMP authorized platforms and with federal security authorization timelines, including authorization to operate and interim authority to test.
Prior service as a federal employee or within a federal program office.
Experience growing a single-award vehicle where growth comes from scope addition rather than from competition.
Familiarity with federal artificial intelligence governance requirements, including agency determinations for high-impact AI.
Experience with firm-fixed-price delivery and acceptance-based payment structures.

Responsibilities

Own growth of an account and single-award indefinite-delivery, indefinite-quantity (IDIQ) contract, including option exercise, the addition of new mission and business sets, and consumption of the contract ceiling.
Build and hold working relationships across the BIS Office of the Chief Information Officer, mission and business owners, the Office of the Under Secretary, and the supporting contracting office.
Develop and maintain the pipeline of candidate mission and business sets, and sequence that pipeline against delivery capacity and available funding.
Qualify each candidate mission or business set against the SBIR Phase III technical nexus before it reaches a business owner, and support the Contracting Officer's in-scope determination process for additions to the vehicle.
Translate BIS mission needs into scoped increments with defined deliverables and acceptance criteria, working alongside the delivery lead and the contracts team.
Support task order development, quotations, and the timing of option exercise so that platform access and delivery continuity are not interrupted.
Maintain the account plan, growth forecast, and reporting to company leadership.
Represent the company at BIS program reviews, industry engagements, and executive briefings.
Identify adjacent opportunities within the Department of Commerce and bring them to company leadership for pursuit decisions.