Director of Business Development - Federal Civilian

Tria Federal • Arlington, VA

114d

About The Position

The Director of Business Development is tasked with establishing, enhancing, and promoting trusted relationships with Tria’s target customers. This role involves creating and prosecuting a pipeline by identifying, assessing, and assisting in the capture and closure of Federal Civilian business opportunities; facilitating the identification of mission needs; promoting the full range of corporate capabilities; and optimizing both external and internal collaborations as outlined in the roles and responsibilities. This includes developing an account plan for the Federal Civilian market and leading Tria’s customer engagement strategy. You will be involved in identifying and cultivating new opportunities and contributing to the win strategy for strategic captures. The role requires identifying gaps and emerging needs, conducting market and economic analyses, gathering business intelligence, and monitoring competitor activities. Working alongside a team of growth experts, including capture managers, solutions, and analysts, you will work towards achieving long-term business development objectives that culminate in creating and closing an opportunity pipeline that supports the achievement of the revenue and profit goals of the business unit you support. The ideal candidate is a strategic thinker, proven leader, and experienced business developer with a demonstrable win record who possesses deep knowledge of Federal Civilian, and procurement environment, demonstrated success in capturing major opportunities, and the ability to build and maintain trusted relationships with senior government and industry stakeholders.

Requirements

• Demonstrable track record of winning pursuits with Federal Civilian agencies.
• 10+ years of progressive experience in federal business development, capture, or related roles, with demonstrated success winning large contracts.
• Relevant Subject Matter Expert (SME) in Federal Civilian and related communities.
• Deep knowledge of federal procurement practices, FAR/DFAR regulations, and major contracting vehicles (e.g., GWACs, IDIQs, GSA Schedules).
• Established network of relationships with senior federal decision-makers and industry partners.
• Demonstrable ability quickly gain and build new and relevant relationships and to leverage pre-existing network of clients or contacts with the express purpose of advancing a pipeline.
• Proven hands-on leader willing to own all aspects of the BD lifecycle.
• Prior experience of collaboration efforts outside the organization.
• Poised, exceptional executive presence and highly articulate.
• Proven ability to positively influence change at different levels of the organization.
• Proficiency in USASpending, Acquisition.gov, GovWin, SAM.gov, Salesforce (or similar CRM tools), and federal market research platforms.

Nice To Haves

• Experience in relationship building leading to increased market penetration and leads to increased opportunities with new and existing clients.
• Demonstrated ability to effectively collaborate and work with supporting functions and other delivery organizations for win/win results.
• Experience with breaking into new accounts / customers through effective capture tactics.

Responsibilities

• Define and execute the Federal Civilian business development strategy aligned with corporate growth objectives.
• Convert strategic plans into tactical plans to execute approved strategies.
• Lead analysis of Federal Civilian market trends, customer budgets, and competitive positioning to identify high-value pursuits.
• Translate corporate capabilities and domain expertise into targeted market positioning and differentiated value propositions.
• Providing guidance and leadership on the company's strategy-to-action plans, assisting in achieving key milestones and driving growth.
• Acting as a customer advocate by identifying mission needs and representing the customer's perspective.
• Establish and sustain senior-level relationships with government customers, primes, and subcontractors.
• Serve as a key representative at industry forums, conferences, and associations to expand the company’s brand visibility and influence.
• Creating and prosecuting a pipeline that supports the achievement of the financial goals of a Tria business unit.
• Guide customer call plans to shape procurements and position the company as a trusted partner.
• Oversee and manage the opportunity pipeline in CRM tools, ensuring accuracy, prioritization, and alignment with growth strategy.
• Drive qualification reviews and go/no-go decisions based on rigorous evaluation of opportunity fit, competitiveness, and ROI.
• Ensure measurable progress across pursuits, with a strong emphasis on increasing PWin.
• Contribute significantly to capture strategy development, including win themes, competitive assessments, solution development, and teaming strategies.
• Direct teaming negotiations and build partnerships that strengthen the company’s position and offerings.
• Oversee development of customer-facing materials such as white papers, capability briefings, and executive presentations.
• Conducting market research, including analyzing customer preferences, competitive analysis, and evaluating the strengths and weaknesses of incumbent contractors.
• Partner with proposal, pricing, and technical teams to ensure compliance, competitiveness, and compelling value delivery.
• Provide executive reviews and approvals of key proposals, ensuring alignment with strategy and customer needs.
• Drive pre-RFP positioning and shape customer requirements to enhance competitiveness.
• Foster a collaborative culture across capture, proposal, technical, and delivery teams to advance shared growth objectives.
• Mentor and develop junior business development and capture staff, building organizational depth and succession readiness.
• Provide regular executive-level reporting on pipeline health, pursuit status, and business development metrics.

Benefits

• Top-tier benefits package to invest in your physical, mental, and financial health and wellness.

What This Job Offers

• Job Type: Full-time
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees