Director of DoD Growth

Edgesource Corporation•Alexandria, VA

1d•Hybrid

About The Position

Edgesource is seeking a Director of DoD Growth to expand our presence across the Department of Defense, with a primary focus on the U.S. Air Force and U.S. Space Force. This role will be responsible for building and executing account growth strategies, developing senior customer and industry relationships, identifying and shaping new opportunities, and helping convert Edgesource’s technical capabilities into qualified pipeline and contract wins. This is a growth-oriented role for someone who understands the DoD mission environment, acquisition lifecycle, and relationship-driven nature of federal business development. The ideal candidate can operate left of RFI/RFP, translate technical capabilities into mission value, and work closely with sales, BD, capture, proposal, operations, finance, and technical teams to pursue and win new work. Edgesource is seeking to scale its service and product offerings across the national security sector, and this role will be a key part of that growth strategy. The company is headquartered in Old Town Alexandria, VA, with regular presence expected at the corporate office, customer sites across the DC Metro area, and company/customer secure facilities as needed. Edgesource offers a flexible and hybrid work environment.

Requirements

8+ years of federal business development, sales, capture, account management, or growth experience.
Demonstrated experience supporting or selling into DoD customers, preferably Air Force, Space Force, AFRL, SSC, SDA, AFWERX, SpaceWERX, DIU, CDAO, OSD, or related mission organizations.
Experience with selling cyber, counter-UAS, space, C5ISR, modeling & simulation, cloud, data analytics, AI/ML, secure communications, exploitation, or mission engineering.
Strong understanding of the federal acquisition lifecycle, including FAR/DFARS, IDIQs, GWACs, OTAs, task orders, and teaming models.
Proven ability to build customer relationships and identify opportunities before formal solicitation.
Experience developing account plans, pipeline strategies, call plans, and capture handoff materials.
Ability to work collaboratively with technical SMEs, capture managers, proposal teams, operations, finance, and executive leadership.
Strong written and verbal communication skills.
Active Secret clearance required; ability to obtain TS/SCI preferred.
Ability to regularly support meetings in the DC Metro area.

Nice To Haves

Active TS/SCI clearance.
Existing relationships across Air Force, Space Force, or DoD innovation/RDT&E communities.
Experience growing small-to-mid-sized GovCon companies.
Prior success shaping or winning DoD contracts, task orders, OTAs, pilots, or funded prototypes.
Familiarity with HubSpot, GovWin, SAM.gov, FPDS, Salesforce, or similar BD/capture tools.
Experience working in both classified and unclassified business development environments.

Responsibilities

Develop and execute growth strategies for priority Air Force and Space Force accounts.
Identify, qualify, and shape new opportunities across DoD mission areas aligned to Edgesource capabilities.
Build account plans, relationship maps, call plans, and opportunity strategies for target customers.
Move Edgesource further left of RFI/RFP by identifying customer pain points, mission needs, funding paths, and emerging requirements early.
Build qualified pipeline tied to measurable growth objectives.
Support expansion into adjacent DoD markets where Edgesource capabilities are relevant.
Build and maintain relationships with DoD decision-makers, acquisition leaders, program offices, mission stakeholders, and industry partners.
Represent Edgesource in customer meetings, industry days, conferences, and partner discussions.
Develop and maintain strategic teaming relationships with primes, subcontractors, technology partners, and contract vehicle holders.
Support negotiation and development of teaming strategies that strengthen Edgesource’s competitive position.
Translate Edgesource’s capabilities into clear mission value for Air Force and Space Force buyers.
Work with capture and proposal teams to transition qualified opportunities into active pursuits.
Support bid/no-bid decisions, competitive assessments, customer shaping, teaming strategies, and win themes.
Partner with technical SMEs to develop customer-relevant solutions across cyber, counter-UAS, secure mission engineering, data/AI, cloud, RDT&E, and productized mission capabilities.
Help ensure proposals are compliant, compelling, and aligned to customer mission needs.
Support opportunity handoff from early-stage BD to capture and proposal execution.
Maintain accurate, current, and actionable opportunity data in HubSpot or other company systems.
Track customer interactions, partner activity, opportunity status, next steps, and capture milestones.
Support pipeline reviews, forecast updates, and leadership reporting.
Help build discipline around pipeline velocity, opportunity qualification, lead conversion, and win probability.
Provide regular updates to the VP, Strategic Growth on account progress, risks, priorities, and resource needs.