Director of Business Development, Federal

Censys•Washington, DC

2d•Onsite

About The Position

Censys is seeking a Director of Business Development to lead their federal systems integrator (SI) partner strategy. This is a critical role for scaling the company's presence across key U.S. government programs. The position is externally facing and responsible for building and activating strategic SI partnerships to drive pipeline, expand contract access, and accelerate revenue growth. The role operates at the intersection of partnerships, sales, and product, working closely with federal leadership to prioritize pursuits, shape joint solutions, and win in competitive federal environments. This position is required to be located in the DC vicinity.

Requirements

Proven track record of building and scaling partnerships with federal systems integrators
Strong network of executive relationships across leading SIs (e.g., Booz Allen, Leidos, SAIC, etc.)
Experience driving pipeline and revenue through partner-led motions in federal markets
Deep understanding of federal procurement, contracting vehicles, and go-to-market dynamics
Ability to operate strategically while executing tactically in a fast-paced environment
Strong cross-functional collaboration skills, particularly with sales, product, and technical teams
Exceptional communication and executive presence

Responsibilities

Own and expand strategic SI partnerships: Build and manage executive-level relationships across top-tier federal systems integrators to drive pipeline, program access, and long-term growth
Drive federal opportunity strategy: Partner with the VP of Federal and sales leadership to identify, prioritize, and pursue high-value federal opportunities
Enable and activate partners: Lead co-sell efforts with SI partners, including training, joint value propositions, ROI messaging, and go-to-market execution
Shape winning solutions: Collaborate with product, engineering, and technical SMEs to develop customer-centric solutions aligned to federal mission needs
Lead partner performance management: Forecast partner-driven pipeline, track performance, and provide actionable feedback to improve outcomes
Align on federal bids and pursuits: Monitor federal solicitations and ensure optimal SI alignment and positioning for competitive bids
Surface market intelligence: Identify trends across the federal landscape and provide insights to inform product, marketing, and sales strategy
Represent Censys externally: Act as a key ambassador at industry events, conferences, and partner engagements
Deliver results: Meet or exceed quarterly and annual pipeline and revenue targets