Senior Director of Business Development

Aleto • Northern, VA

2d • $155,000 - $175,000

About The Position

Aleto specializes in federal property management, space planning, and facility management. Aleto primarily supports federal government agencies to create realty solutions, provide facility and space planning support services, and enhance strategic communications. We are looking to hire motivated people who are excited to grow with us. You'll have the potential to help improve processes and help identify solutions for our government, supporting the organizations that serve American citizens across the country. We offer the opportunity to work directly with clients to have a real impact on the day-to-day operations of federal agencies. We are a growing company that stands firm on our core values: Accountability, Ingenuity, Reliability, Service, and Stewardship. This is what sets us apart from our competitors. Our Mission, Vision, and Purpose: Aleto is committed to helping federal agencies improve their workspaces. We aspire to be trusted advisors to senior executives for federal leasing and facilities operations decision-making. Our purpose is to enhance your workspaces with our innovations while maintaining your trust with dependable, responsible, and high-quality service. We work hand-in-hand with our partners, from start to finish, to ensure we're identifying and delivering the best solutions based on their business needs. We offer paid vacation, sick time, paid federal holidays, parental leave, full medical/dental/vision, and a 401(k). Aleto is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, or any other characteristic protected by federal, state, or local laws. WHAT WE ARE LOOKING FOR: Aleto is seeking a Senior Director of Business Development (BD) to build our BD function from the ground up. This is a senior, high‑impact role responsible for designing the systems, processes, and discipline required to scale a high‑trust, high‑accountability growth engine. A member of the Senior Management Team and reporting directly to the President, this leader will architect Aleto’s BD model, drive federal (non‑8(a)) and commercial growth, and ensure our go‑to‑market strategy reflects the values that define our delivery teams: trust, accountability, ingenuity, and reliability. This role is ideal for a builder—someone who thrives in environments where structure must be created, not inherited, and who can balance strategic planning with hands‑on capture and proposal execution. This leader will: Model trust, internally and with clients, through transparent communication and consistent follow‑through. Demonstrate accountability through disciplined pipeline management and ownership of outcomes. Show ingenuity by crafting creative solutions and shaping procurements. Exhibit reliability through predictable execution and high‑quality deliverables. This Senior Director of Business Development will: Architect and operationalize a scalable BD engine (from market segmentation through capture and proposal) that establishes the processes, cadence, metrics, and systems required to support sustained growth. Identify, qualify, pursue, and secure opportunities that align with Aleto’s expertise in federal real estate, facilities management, furniture, IT, and professional services with emphasis on full-and-open and non‑8(a) set‑asides—while also expanding commercial enterprise clients. Own and execute pipeline strategies, strategic partnerships, teaming agreements, and end‑to‑end capture through proposal submission and award. Draft and shape differentiated solutions and proposals, ensuring tight alignment between client needs and Aleto’s capabilities. The ideal candidate brings a proven record of winning government contracts and commercial deals, a deep knowledge of federal procurement, an executive presence with senior customer stakeholders, and an ability to stand up a BD organization while delivering near- and long-term wins.

Requirements

• Bachelor’s degree in Business, Marketing, Public Administration, or a related field preferred (not required).
• Minimum seven (7) years of progressive BD experience across federal sectors.
• 10+ years preferred in a senior BD or capture leadership role.
• Demonstrated success in building or significantly maturing a BD function, including process design, KPIs, and CRM discipline.
• Proven record of winning full‑and‑open federal awards and closing meaningful commercial deals.
• Strong understanding of the government procurement lifecycle, including FAR/DFARS, and contract vehicles (e.g., GSA MAS, IDIQs, BPAs).
• Experience pursuing and securing opportunities via competitive procurements and commercial enterprise sales strategies.
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint).
• Experience with CRM and pipeline management tools (e.g., Salesforce) and proposal management platforms.
• Experience maintaining and supporting sales systems, websites, and knowledge management repositories.
• Ability to quickly learn and master new applications and emerging technologies.
• Executive presence and advanced communication skills for government and commercial C‑suite audiences.
• Expertise in public‑sector acquisition and private‑sector buying cycles; ability to shape procurements and negotiate commercial terms.
• Strong project management capabilities; able to lead multiple pursuits under tight deadlines.
• Excellent organizational, analytical, and problem‑solving skills; converts insights into actionable recommendations.
• Proven ability to manage multiple priorities in fast‑paced, deadline-driven environments with strong attention to detail.
• Exceptional interpersonal skills, tact, diplomacy, and business acumen; collaborative across departments and functions.
• Uncompromising integrity in handling confidential internal, partner, commercial, and government information.
• Strategic, proactive, and self-directed, with a builder’s mindset and a passion for measurable results.

Nice To Haves

• Experience in state/local, and/or commercial sectors is strongly preferred.
• Industry knowledge in real estate, facilities management, workplace, and/or professional services strongly preferred.

Responsibilities

• BD Function Build-Out (from Scratch) Capability to explore and implement application of AI tools to the BD processes to improve quality and speed of development of proposals, RFIs, and other submissions
• Design and implement Aleto’s BD operating model, including stage definitions, bid/no‑bid gates, color reviews (Blue/Pink/Red/Gold), and governance.
• Stand up and optimize CRM and pipeline tooling, reporting dashboards, and standard operating procedures (SOPs) for opportunity management and forecasting.
• Establish KPI/OKR frameworks (e.g., pipeline coverage 3–5× bookings target, win rates by vehicle/segment, cycle times, cost of capture).
• Create playbooks for account planning, capture planning, teaming, pricing strategy inputs, and proposal development.
• Opportunity Identification (Commercial & Government) Research, identify, and qualify full-and-open and non‑8(a) federal opportunities and high‑value commercial prospects aligned to Aleto’s core capabilities.
• Shape demand by engaging decision-makers early; Monitor federal forecasts and market trends to influence requirements and acquisition strategies.
• Sales Forecasting & Pipeline Management Build and manage a balanced, multi‑segment pipeline (federal/civilian, SLED as applicable, and commercial).
• Deliver accurate monthly/quarterly forecasts (bookings, revenue, margin) and maintain pipeline hygiene and stage progression.
• Capture & Proposal Leadership Lead capture from pre‑RFP through award, including customer call plans, win strategies, solutioning, partner strategy, and price‑to‑win.
• Oversee proposal responses (RFIs, SSNs, RFQs, RFPs; commercial proposals, and orals), ensuring compliance, competitiveness, and compelling value propositions.
• Strategic Partnerships & Teaming Build relationships with prime contractors, OEMs, and niche specialists; negotiate teaming agreements and NDAs; assemble winning teams and subcontracting strategies.
• Relationship Management Develop trusted‑advisor relationships with contracting officers, program executives, facility and real-estate leaders, and commercial decision‑makers.
• Represent Aleto at industry events, conferences, and associations to expand brand presence and collect competitive intelligence.
• Market & Competitive Analysis Conduct continuous market mapping across target accounts and competitors Provide data‑driven insights to guide investment and go‑to‑market prioritization.
• Strategic Growth Planning Create and execute multi‑year GTM plans (segments, personas, value propositions, campaigns) aligned to corporate strategy and revenue goals.
• Cross-Functional Collaboration Partner with program management, operations, finance, marketing, and SMEs to ensure solutions are feasible, priced to win, and delivery‑ready.
• Regulatory & Policy Compliance Ensure all BD activities adhere to FAR/DFARS, agency supplements, procurement guidelines, security, ethics, and Aleto policies.
• Performance Tracking & Metrics Track and report pipeline health, win/loss analysis, capture ROI, and proposal throughput; continuously improve based on data.
• Customer Engagement & Prospecting Execute targeted outreach (email, phone, social, events) Conduct executive‑level meetings and briefings to influence acquisition and buying decisions.
• Sales Technology & Systems Management Own the CRM strategy and data integrity Curate knowledge libraries (past performance, resumes, templates, case studies) to accelerate proposals.
• Client Sales Presentations & Marketing Support Develop C‑suite-ready capability briefings, case studies, and thought‑leadership content that differentiate Aleto.
• Internal Business Development Communications Drive transparent communication on pursuits, risks, resourcing, and results to maintain alignment across the company.
• Compliance with all Aleto processes, standards, and guidelines including utilizing the employee and intranet platforms, clocking in and/or entering time daily, submitting expense reports, providing monthly progress reports, etc.
• Participate in recurring performance development meetings with your Aleto leader to discuss current job tasks, promote open dialog/feedback, recognize and celebrate wins, and review positive and purposeful approaches for meeting work-related and professional development goals.
• Attend team meetings, tri-annual company All-Hands Meetings, and other company-sponsored team-building events to foster and support Aleto's core values, vision, and culture.

Benefits

• paid vacation
• sick time
• paid federal holidays
• parental leave
• full medical/dental/vision
• 401(k)
• Medical, Vision, and Dental Insurance: Aleto employees are offered single, single-plus-one-dependent, or family medical, vision, and dental insurance plans. Aleto offers three medical plan options to employees. Aleto contributes 75% of the employee premium to the base medical plan and the option to “buy up” for the two additional plans. Aleto contributes 75% of the employee premium for the vision and dental plans.
• Pre-Tax Savings Accounts The option to enroll in an HSA or FSA, depending on elected medical insurance coverage. Dependent Care FSAs are also available.
• Disability Insurance: Company-paid short-term and long-term disability insurance.
• Life Insurance: Company-paid life insurance coverage.
• Paid Time Off: Paid time off includes eleven federal holidays. Full-time employees accrue PTO at the rate of 5 hours per pay period for a total of three weeks per year. In addition, employees are provided with a separate bank of 40 hours of paid sick leave per year.
• Retirement Plan: Aleto offers full-time employees a 401(k) qualified retirement plan.

What This Job Offers

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