Director of Federal Business Development

Matrix Design Group, Inc•San Antonio, TX

5d•$150,000 - $190,000

About The Position

The Federal Business Development Director is responsible for identifying, shaping, and winning new federal business—primarily within the Department of War (DoW)—with emphasis on facilities, infrastructure, and mission-enabling built environment programs (planning, engineering, environmental, construction support, sustainment, resiliency, energy, and related services). This role also accelerates growth across other federal agencies leveraging SBIR transition, direct-to-award, and other rapid acquisition pathways. The ideal candidate is a self-directed, relationship-driven capture leader who can build a qualified pipeline, convert customer needs into executable capture strategies, coordinate internal and external teams, and deliver measurable bookings growth while modeling the Matrix First mindset.

Requirements

Strong federal BD/capture fundamentals: qualification, shaping, capture planning, and win strategy execution.
Customer intimacy: strong listening, problem-framing, and solution positioning at technical and executive levels.
Familiarity with federal acquisition stakeholders and timelines; understanding of contract types and vehicles (IDIQ/MAC, SATOC/MATOC, BPAs, GWAC ecosystems).
Comfort with rapid acquisition and innovation pathways (including SBIR transition/scale).
Executive-ready communication: concise writing, confident briefing, and persuasive storytelling.
Organized, metrics-driven, and accountable; drives actions to closure with minimal oversight.
Bachelor’s degree in Engineering, Architecture, Construction Management, Environmental, Business, or related field (or equivalent experience).
20+ years of experience developing, shaping, and winning federal programs or initiatives, including business development, capture, or mission leadership roles, with a demonstrated record of securing funding, contracts or operational approvals.
Familiarity with DoD facilities/infrastructure, federal A/E/C services, engineering, and/or environmental markets.
Proficiency with CRM and pipeline management practices (e.g., Deltek, Salesforce, HubSpot, etc.).
Ability and willingness to travel for in-person client engagement as needed.
Ability to obtain and maintain a U.S. Government security clearance (Secret or higher) if required for specific work.
Valid driver's license, in conjunction with successfully passing the Company’s MVR requirements.

Nice To Haves

Existing relationships in DoD facilities/infrastructure organizations (e.g., USACE, NAVFAC, AFCEC, installations/base support).
Experience with SBIR transition / direct-to-award / rapid pathways and innovation organizations.
Experience with pursuits >$10M and/or IDIQ on-ramps; active clearance (Secret+) a plus.
Clearance: ability to obtain and maintain may be required.
Travel: 25%–50% (customer engagement, industry days, partner meetings, proposal support).

Responsibilities

Federal Opportunity Identification & Pipeline Development Build and maintain a 12–36 month pipeline of qualified opportunities aligned with Matrix capabilities and growth goals.
Identify, qualify, and shape opportunities across DoW and select civilian agencies aligned to facilities/infrastructure and rapid acquisition.
Develop account plans (targets, engagement cadence, initiatives, budget timing) and track opportunities from identification through transition to delivery.
Customer Engagement & Relationship Management Establish and deepen relationships with program managers, contracting officers, end users, and small business offices across target agencies.
Represent Matrix at industry days, SBIR/innovation events, partner engagements, and trade associations.
Drive early positioning by understanding mission needs and acquisition strategies and translating them into actionable capture plans.
Capture Strategy & Win Planning Lead capture planning for priority opportunities: win themes, discriminators, solution strategy, teaming approach, and pricing inputs (with Finance).
Conduct competitive assessments and customer call plans; coordinate SMEs to shape a compelling, customer-aligned approach.
Apply bid/no-bid discipline to maximize win probability and ROI on pursuit spend.
SBIR / Rapid Acquisition Growth Build and execute a repeatable workflow for SBIR transition and rapid acquisition pursuits (as applicable to Matrix solutions).
Identify aligned topics/needs (e.g., installation resilience, energy, environmental compliance, asset management, digital engineering).
Coordinate with technical teams and partners to strengthen concepts, transition pathways, and follow-on scalability.
Partnering, Teaming & Market Expansion Develop and manage a strategic teaming ecosystem (primes, specialty subs, technology partners, universities/labs as relevant).
Support teaming agreements/NDAs and capture roles in coordination with Contracts/Legal.
Expand Matrix access to relevant contract vehicles (prime or sub) to improve speed-to-market.
Proposal Enablement & Support Collaborate with proposal teams on outlines, executive summaries, win themes, and compliance inputs.
Review proposal content for alignment to customer needs and discriminators; support orals and customer presentations.
Ensure smooth handoff to delivery teams post-award to protect customer satisfaction and enable recompetes.
Forecasting, Reporting & Metrics Maintain accurate CRM hygiene and forecasts; provide regular reporting on pipeline health, conversions, win rates, and bookings.
Manage BD travel/event/capture budgets with clear ROI expectations.