Senior Director, Business Development & Capture – National Security

Alpha Omega Integration • Vienna, VA

11h • Hybrid

About The Position

We are seeking a dynamic and results-driven Senior Director, Business Development & Capture to own and drive the full business development lifecycle for our National Security portfolio, with deep expertise across the Department of Homeland Security (DHS) and/or Department of State (State) markets. This is not a support role - this leader will personally identify, shape, capture, and win new business opportunities while building the pipeline that fuels our next phase of growth. The ideal candidate combines a hunter mentality with strategic vision: someone who can walk the halls of an agency one day and brief the executive team on pipeline health the next. We are looking for a proven growth leader with a track record of winning deals valued at $25M+ in the Federal National Security space.

Requirements

• Education: Bachelor’s degree in Business, Marketing, or related field.
• Experience/Skills: 10+ years of progressive experience in Federal business development and capture management, with significant depth in the National Security domain (DHS, State)
• Demonstrated track record of personally leading and winning capture efforts valued at $25M+ in prime contract awards.
• Deep understanding of the full Federal acquisition lifecycle - from opportunity identification through proposal submission, negotiation, and award - including familiarity with FAR/DFARS, IDIQ/BPA/GWACs, and DHS-specific procurement vehicles.
• Experience building and managing a qualified pipeline of $300M+ in total value.
• Strong executive presence with the ability to engage senior government leaders (SES-level) and present growth strategy to C-suite leadership.
• Excellent skills in competitive analysis, win strategy development, pricing strategy, and teaming/partner management.
• Demonstrated ability to work across a matrixed organization, collaborating with delivery, solutions, pricing, and proposal teams.

Nice To Haves

• Existing relationships and recent (within 3 years) customer engagement experience at DHS (CBP, ICE, USCIS, CISA, TSA, FEMA, or HQ) and/or Department of State.
• Prior government service or deep understanding of agency missions and organizational structures within target accounts.
• Experience selling solutions into government, not just staff augmentation.

Responsibilities

• Full-Lifecycle Capture & Win Strategy: Own opportunities from identification through award, developing and executing capture plans, win strategies, competitive assessments, and pricing strategies for pursuits valued at $25M+.
• Lead gate reviews and present opportunity assessments, win probability analyses, and investment recommendations to executive leadership.
• Develop and drive teaming strategies, negotiate teaming agreements and subcontracting arrangements to build competitive teams.
• Pipeline Development & Revenue Accountability: Build and actively manage a qualified pipeline of opportunities targeting $500M+ in total addressable value within the DHS and State portfolios.
• Own pipeline health metrics and provide regular executive briefings on pipeline status, win rates, and growth trajectory.
• Develop and execute client call plans, assessing win probability and working with agency contacts to shape acquisition strategies.
• Customer Engagement & Opportunity Shaping: Serve as the primary customer-facing growth leader for the National Security portfolio, developing trusted advisor relationships with senior government decision-makers (SES, Contracting Officers, PMs) at DHS and State.
• Proactively engage customers early in the acquisition lifecycle to shape requirements, influence acquisition strategies, and position the company competitively before RFP release.
• Conduct thorough call planning and execute disciplined customer engagement campaigns.
• Proposal Leadership: Drive the development of compelling, compliant, and competitive proposals by translating capture intelligence into actionable win themes, discriminators, and solution approaches.
• Lead proposal strategy sessions including color team reviews; ensure alignment between capture strategy and proposal execution.
• Oversee pricing strategy development in collaboration with finance and delivery.
• Market Intelligence & Strategic Growth Planning: Monitor and analyze industry trends, regulatory changes, budget dynamics, and competitive activities impacting the DHS, State, and broader National Security market.
• Identify emerging opportunities in adjacent National Security agencies (e.g., DOJ, Intelligence Community) and develop market entry strategies.
• Contribute to corporate growth strategy and annual planning by providing market insights and portfolio-level pipeline analysis.
• Industry Presence & Ecosystem Development: Represent the company as a visible thought leader at industry events, conferences, and associations, and agency-specific industry days.
• Build and maintain a professional network of partners, competitors, and industry contacts to support opportunity identification and teaming.
• Engage in leadership roles within relevant associations to elevate company brand.

Benefits

• PTO including paid parental, military, and bereavement leave
• Eleven (11) paid Federal holidays, five of which are floating holidays (as designated by the company’s holiday schedule each year)
• Health and Dental Insurance (including 100% employer paid premiums for employee coverage under the HDHP health plan)
• Life Insurance, STD/LTD term disability coverage, with employer paid premiums
• 401 (k) plan with a match that is 100% vested after you complete two years of service
• FSA/DFSA/HSA flexible benefit plans
• Annual Tuition & Professional Development Reimbursement benefit

What This Job Offers

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