Director of Business Development – Government Relations (Federal)

Ameresco • Columbia, MD

2d • $161,000 - $233,000 • Hybrid

About The Position

Ameresco, Inc. is a leading energy solutions provider focused on helping customers reduce costs, enhance resilience, and decarbonize. They partner with public sector and government entities, schools, universities, utilities, and healthcare customers globally. Ameresco develops, constructs, and operates smart energy efficiency solutions, distributed energy resources, and infrastructure upgrades. The company is seeking a Director of Business Development – Government Relations (Federal) to lead strategic growth initiatives within the Federal market. This role involves identifying, developing, and advancing new business opportunities aligned with federal policy, regulatory frameworks, and agency priorities, while also strengthening relationships with key government stakeholders.

Requirements

• Bachelor’s degree in Engineering, Public Policy, Business, Communications, or related field.
• Minimum of 10+ years of experience in Federal government relations, business development, or public affairs.
• Demonstrated success developing and closing complex Federal opportunities and managing long-cycle sales pipelines.
• Strong understanding of Federal procurement processes, contracting vehicles, and regulatory requirements.
• Familiarity with Federal acquisition methods, including military construction and Federal performance contracting (ESPC and UESC).
• Ability to obtain and maintain a U.S. Government security clearance, as required.

Nice To Haves

• Advanced degree preferred.
• Deep knowledge of executive and legislative branch processes, as well as Federal policy and regulatory frameworks.
• Proven ability to build and maintain relationships with senior-level stakeholders across government agencies and industry partners.
• Strong strategic thinking and analytical skills, with the ability to assess market opportunities and competitive positioning.
• Exceptional communication, presentation, and interpersonal skills, including experience engaging executive-level audiences.
• Experience managing complex proposals, contracts, and cross-functional teams in a fast-paced environment.
• Advanced proficiency with Microsoft Office and CRM or pipeline management tools.
• Valid Driver’s License in good standing.
• Willingness to travel approximately 15–25% as needed.

Responsibilities

• Develop and execute strategic business development plans focused on Federal agency engagement, aligning growth initiatives with Ameresco’s corporate priorities and evolving regulatory landscape.
• Manage the Federal sales team efforts to identify, qualify, and cultivate new business opportunities across Federal agencies, leading efforts from initial engagement through proposal development and contract award.
• Establish and maintain strong relationships with Federal agencies, industry partners, trade organizations, and key decision-makers to position Ameresco as a trusted partner.
• Monitor legislative and regulatory activities and assess their potential impact on Federal business opportunities and company strategy.
• Lead the identification and evaluation of federal solicitations, coordinating Go/No-Go decisions and supporting proposal strategy, development, and submission processes.
• Provide market intelligence, competitive analysis, and insights to senior leadership to inform strategic planning and business development priorities.
• Collaborate cross-functionally with operations, legal, finance, and project teams to support contract negotiations, compliance requirements, and successful execution of awarded projects.
• Organize and support executive- and legislative-level briefings, communications, and stakeholder engagement initiatives.
• Maintain accurate tracking of business development activities, pipeline health, and forecasting to support reporting and decision-making.
• Ensure all activities are conducted in compliance with applicable Federal regulations, company policies, and industry standards.

Benefits

• health insurance
• retirement plans
• paid time off
• performance incentives
• bonuses
• commissions
• equity
• comprehensive and competitive employee benefits, including people-oriented insurance, investment, and incentive plans.

What This Job Offers

• Job Type: Full-time
• Career Level: Director