Sr. Growth Manager, Defense & National Security

FedTech•Arlington, VA

3d•$120,000 - $140,000•Hybrid

About The Position

FedTech is seeking an experienced Sr. Growth Manager for its Defense & National Security portfolio. This role is mission-driven and focuses on unlocking the benefits of technology for entrepreneurs and professionals. FedTech operates at the intersection of US entrepreneurship, breakthrough technologies, and mission-driven organizations, having supported over 1,000 companies and partnered with numerous corporate, government, and university clients since 2015.

Requirements

8+ years of business development, capture, or growth experience within defense, national security, or adjacent federal markets.
Proven track record of winning and closing new business opportunities with the Department of Defense (DoD), Intelligence Community (IC), or related federal organizations.
Strong understanding of the defense and national security innovation ecosystem, including SBIR/STTR, OTAs, BAAs, federal laboratories, major contract vehicles, and technology transition pathways.
Experience leading the full business development lifecycle, from opportunity identification and capture strategy through proposal development, customer engagement, and contract award.
Strong communication, presentation, and stakeholder management skills, with the ability to engage senior government leaders and communicate complex technical, business, and contracting concepts.
Ability to operate across multiple functions, including business development, partnerships, capture, proposals, and customer-facing engagements in a fast-paced environment.
Experience using CRM, collaboration, productivity, and AI-enabled tools (e.g., HubSpot, Google Workspace, Slack, Unanet, Claude, and similar platforms) to drive efficiency and business outcomes.
Highly organized, adaptable, entrepreneurial, and results-oriented, with a strong sense of ownership and commitment to continuous learning.

Nice To Haves

Established relationships within the defense, national security, or federal innovation community, including organizations such as DIU, AFWERX, service innovation units, OSD R&E, federal laboratories, or IC innovation offices, are highly desirable.
Active or recent security clearance preferred (Secret minimum; TS/SCI a plus).

Responsibilities

Lead business development for FedTech’s defense and national security portfolio, driving growth across the Department of Defense, Intelligence Community, and service-level innovation organizations.
Identify, shape, and close new business opportunities, owning the full business development lifecycle from pipeline generation and opportunity capture to contract award.
Collaborate closely with cross-functional teams to develop winning strategies, deliver compelling proposals, and ensure successful execution throughout the sales process.
Manage and grow a portfolio of relationships across the defense and national security ecosystem, including key stakeholders within the Department of Defense, service branches (Army, Navy, Air Force, Space Force), and innovation-focused organizations such as DIU, AFWERX, and OSD R&E, as well as the broader intelligence community.
Identify, develop, and close new business opportunities, with a focus on building long-term customer relationships and generating new revenue streams for FedTech.
Expand FedTech’s pipeline by leveraging both existing organizational relationships and independently developed connections within the defense and national security community.
Meet quarterly revenue and pipeline targets, with performance measured against defined business development objectives and key results.
Qualify and prioritize opportunities using structured evaluation criteria and maintain accurate, up-to-date records in CRM systems.
Lead capture efforts for federal opportunities, including RFPs and BAAs, from initial opportunity assessment through proposal submission.
Participate in key capture activities such as bid/no-bid decisions, teaming strategy, proposal development, pricing coordination, and submission planning in collaboration with internal stakeholders.
Build and manage strategic partnerships with prime contractors, federal integrators, and specialized firms to strengthen competitive positioning on major pursuits.
Contribute to the development and refinement of new service offerings within the defense and national security practice.
Develop and maintain strong relationships with government agencies, prime contractors, venture partners, national laboratories, and other key organizations within the defense and national security ecosystem.
Collaborate closely with internal delivery teams to ensure alignment on account strategy, customer engagement, and post-award transition.
Represent FedTech at industry events, conferences, and government/defense innovation forums to strengthen visibility and partnerships.
Identify and support new growth opportunities that may evolve into recurring programs or long-term partnerships.