Director of Strategic Intelligence & Pipeline

The Fedcap Group•New York, NY

16h•$150,000 - $170,000

About The Position

The Director of Strategic Intelligence & Pipeline leads the day-to-day market intelligence, lead-screening, pipeline-governance, and portfolio-analysis capability. Reporting to the VP Strategic Intelligence, Growth Planning & Portfolio Management, the Director turns external intelligence and pipeline data into clear recommendations, maintains a trusted enterprise view of future opportunities, and directly manages the Market Intelligence Analyst and Pipeline Intelligence Analyst. The Director is accountable for operating the function effectively, while the VP owns enterprise growth strategy, portfolio choices, and strategic investment decisions. The role oversees intelligence-led lead generation, structured prospect screening, enterprise pipeline governance, opportunity prioritization, forecasting and analytics, and assessment of recompete and portfolio risks. It also develops the two analyst roles and improves the function’s methods, tools, reporting, and cross-functional relationships.

Requirements

Bachelor’s degree in finance or accounting.
Significant leadership experience in market intelligence, pipeline management, growth operations, business development, strategy, or commercial analysis.
Experience leading intelligence, CRM governance, pipeline reporting, or portfolio-management activity in a complex organization.
Experience operating within regulated, commissioned, or publicly funded markets.
Strong analytical, commercial, and financial awareness.
Experience leading analysts and influencing senior stakeholders across functions.
Experience in employment, health, education, justice, disability, or other human-services markets.
Experience with market sizing, competitor intelligence, and systematic lead generation.
Experience with Salesforce, Power BI, or equivalent CRM and visualization tools.
Experience supporting long-range planning, investment cases, or market-entry assessment.
Ability to convert market and pipeline evidence into clear recommendations.
Working knowledge of procurement, commissioning, CRM, and business-intelligence environments.
Knowledge of recompete portfolios and contract-based revenue models.

Responsibilities

Lead the day-to-day Strategic Intelligence & Pipeline function and translate VP priorities into a work program.
Set annual and quarterly plans for intelligence, lead generation, and pipeline analysis; prioritize analyst capacity and quality-assure outputs.
Provide the VP with recommendations based on external intelligence and pipeline evidence, while maintaining consistent methods, sources, controls, and service standards.
Direct horizon scanning across policy, funding, commissioning, procurement, and competitor activity.
Set lead-generation priorities; review opportunity radars, commissioner and funder profiles, market sizing, and competitor intelligence; escalate significant developments; and monitor intelligence-generated leads.
Maintain lead intake, triage, screening criteria, and decision gates; assess strategic fit, market attractiveness, mission alignment, deliverability, value, and risk.
Prepare lead-screening and prospect-allocation recommendations, ensure clear ownership and handover into Growth and pipeline management, and document decisions, assumptions, and next actions.
Maintain pipeline definitions, governance standards, entry and exit criteria, and review cadence; direct CRM data-quality and governance activity; lead pipeline reviews; challenge incomplete or unsupported records; and escalate material concerns.
Operate prioritization scoring and must-win reviews; assess portfolio balance; recommend opportunity priorities, investment, and resource allocation; monitor priority-opportunity designations; and identify portfolio gaps or over-concentration.
Oversee dashboards, KPIs, pipeline review packs, and executive reporting; analyze pipeline movement, ageing, conversion, win/loss, and velocity; coordinate pipeline reconciliation and scenario analysis with FP&A; and explain material changes in value, timing, probability, and expected outcomes.
Oversee recompete and contract-expiry visibility; monitor pipeline maturity, timing, probability, dependencies, and coverage; assess concentration; coordinate risk and mitigation analysis; and escalate material portfolio risks and responses.
Line-manage, coach, and develop the Market Intelligence Analyst and Pipeline Intelligence Analyst; set objectives and performance expectations; improve research methods, CRM controls, reporting, templates, and knowledge repositories; and build cross-functional relationships and use feedback to improve the function.