Business Development Director - State at Aleut Federal in Arlington, VA

Job description

• Aleut Federal is seeking a senior Business Development Director to drive strategic growth. This role will own and grow Aleut’s portfolio within the U.S. Department of State, including Bureau-level and mission support organizations, with full accountability for pipeline development, capture strategy, and revenue growth. The Business Development Director is responsible for expanding executive-level relationships, shaping requirements pre-solicitation, and leading capture efforts that result in measurable revenue growth.
• This is a hunter-leader role. The ideal candidate brings established relationships within targeted federal agencies, a history of influencing acquisition strategies prior to RFP release, and a demonstrated track record of winning complex technical and professional services contracts.
• This role requires disciplined pipeline ownership, executive engagement, and close partnership with capture and proposal teams to convert positioned opportunities into wins.

Responsibilities

• Executive Engagement & Account Growth
• Develop relationships within Bureau-level leadership including IRM, Diplomatic Security, INL, Consular Affairs, and regional bureaus.
• Engage Assistant Secretary and Deputy Assistant Secretary-level stakeholders in support of global mission operations and modernization initiatives.
• Position Aleut capabilities within overseas mission support, secure IT, facilities, logistics, and operational environments.
• Engage early with mission and technical stakeholders to shape requirements prior to solicitation.
• Expand presence within assigned agencies through deliberate account planning and white-space identification.
• Strategic Opportunity Development
• Build and maintain a qualified pipeline of 3 - 5x annual revenue target.
• Identify and qualify opportunities 12–36 months ahead of solicitation.
• Generate new business awards within 18 - 24 months.
• Provide opportunity qualification discipline, win rate, and revenue realization.
• Develop and execute capture strategies including teaming, competitive positioning, and pricing strategy alignment.
• Influence acquisition approach where possible (contract vehicle, small business strategy, set-aside structure).
• Capture & Proposal Leadership
• Lead capture efforts from qualification through award.
• Influence requirements prior to solicitation release.
• Engage customers during budget formulation and acquisition strategy development.
• Drive win themes and solution positioning aligned to customer mission priorities.
• Collaborate with technical, pricing, and proposal teams to ensure compelling, compliant submissions.
• Support executive-level color team reviews and customer engagement throughout the lifecycle.
• Internal Collaboration & Forecasting
• Partner with operations leadership to ensure delivery credibility and past performance alignment.
• Provide accurate pipeline forecasting and revenue projections.
• Deliver regular executive briefings on account strategy and growth performance.

Requirements

• U.S. Citizenship required.
• Bachelor’s degree required; advanced degree preferred.
• 12+ years of federal business development and capture experience within technical and professional services.
• Demonstrated success winning and growing federal contracts in excess of $25M annually.
• Demonstrated experience working with Department of State Bureau-level leadership.
• Established relationships with SES and senior acquisition officials within State.
• Familiarity with overseas operating environments and global program execution.
• Understanding of State-specific procurement processes and funding structures
• Proven experience shaping opportunities pre-RFP and influencing acquisition strategy.
• Deep understanding of federal procurement processes and contract vehicles.
• Ability to obtain and maintain a security clearance.
• Willingness to travel up to 25% for customer engagement and industry events.
• Experience supporting or partnering with ANC/8(a) organizations is a plus.

Skills

Required

• U.S. Citizenship required.
• Bachelor’s degree required.

Benefits

• Health insurance
• Dental/Vision insurance
• Paid Time Off
• Short- and Long-Term Disability
• Life insurance
• 401k and match
• Health insurance
• Dental/Vision insurance
• Paid Time Off
• Short- and Long-Term Disability
• Life insurance
• 401k and match