Director of Business Development

Responsibilities

Own revenue, pipeline, and sales activity goals while developing new business across Department of Defense customers and strategic accounts. Lead opportunities from early identification through award, build customer relationships, and coordinate capture and proposal efforts with technical and executive teams.

Requirements

Requires at least eight years of progressively responsible business development, capture, sales, or growth experience supporting federal or Department of Defense customers, with demonstrated success carrying and achieving revenue targets. Candidates must be U.S. citizens, hold an active security clearance or be able to meet the Top Secret clearance requirement, and have strong DoD acquisition knowledge, customer relationships, and a proven ability to hunt and close opportunities.

Skills

• Business Development
• Government Sales
• Department of Defense Market Knowledge
• New Business Generation
• Opportunity Qualification
• Opportunity Shaping
• Capture Management
• Pipeline Development
• Strategic Account Planning
• Territory Development
• Executive Relationship Building
• Customer Engagement
• Proposal Development
• Competitive Intelligence
• Revenue Forecasting
• CRM Management

Benefits

• Flexible Work Schedule
• Medical Insurance
• Dental Insurance
• Vision Insurance
• Company-Paid Life Insurance
• Company-Paid Disability Insurance
• 401(k) With 4% Company Match
• Paid Time Off
• Federal Holidays
• Floating Holidays
• Professional Development
• Certifications
• Conferences
• Training Opportunities

About this role

Director of Business Development
Lead Wingbrace's Expansion Across the Department of Defense
Location: Northeast Region (Washington, DC to Massachusetts)
Travel: Up to 30% as required
About the Opportunity
As Wingbrace continues its rapid growth across the Department of Defense market, we are seeking an exceptional Director of Business Development to help expand our presence with the U.S. Air Force, U.S. Space Force, U.S. Army, U.S. Navy, and other defense organizations. This individual will play a critical role in identifying, qualifying, shaping, and capturing new business opportunities that align with Wingbrace's capabilities in Digital Engineering, Mission Engineering, Decision Intelligence, Data Analytics, and Authoritative Data Management.
The ideal candidate is an energetic, highly motivated sales professional with a proven ability to build executive-level relationships, shape opportunities early in the acquisition lifecycle, and convert those relationships into long-term revenue growth. This role is heavily focused on hunting, market expansion, and relationship development, with approximately 80% of time dedicated to new business generation and capture activities.
The successful candidate will bring an established network within the Department of Defense and possess the credibility, experience, and business acumen to create executive-level relationships that lead to measurable growth. This individual must be comfortable operating independently, opening new doors, shaping opportunities before requirements are released, and influencing customer decisions in highly competitive environments.
Reporting directly to the CEO, the Director of Business Development will own a revenue target and sales activity plan, helping to drive Wingbrace's continued growth while serving as the voice of the customer across strategic pursuits and proposals.
Position Overview
The Director of Business Development is responsible for developing and executing growth strategies that result in new business opportunities and revenue growth across Wingbrace's target markets.
Success in this role requires a disciplined sales approach, strong customer relationships, market awareness, and the ability to collaborate with technical and executive leadership teams. The individual will be accountable for revenue growth, pipeline development, strategic customer engagement, and successful opportunity capture.
Key Responsibilities
Business Development & Growth
Own and achieve annual revenue, pipeline, and sales activity goals established jointly with the CEO.
Develop and execute strategic account and territory growth plans.
Identify, qualify, shape, and pursue new business opportunities within the Department of Defense.
Establish and strengthen relationships with government decision-makers, acquisition officials, program managers, and industry partners.
Build and maintain a healthy, qualified opportunity pipeline capable of supporting company growth objectives.
Lead opportunities from early identification through contract award.
Customer Engagement
Conduct in-person, virtual, and telephone meetings with prospective and existing clients.
Build trusted relationships with key stakeholders across customer organizations.
Understand customer missions, priorities, funding environments, and acquisition strategies.
Identify and pursue growth opportunities within assigned existing accounts.
Capture & Proposal Support
Serve as the business development lead on assigned pursuits.
Collaborate with technical teams, solution architects, and executive leadership to develop winning strategies.
Coordinate customer demonstrations, technical exchanges, and capability briefings.
Support proposal development through customer insights, competitive intelligence, win themes, and relationship mapping.
Serve as the Voice of the Customer throughout the capture and proposal lifecycle.
Sales Operations
Maintain current and accurate opportunity information within the CRM system.
Deliver weekly pipeline, forecast, and activity reports to leadership.
Participate in sales, growth, and strategy reviews.
Monitor competitive activity, acquisition forecasts, and emerging market opportunities.
Required Qualifications
Recent experience carrying a quota selling to the government
Experience calling on the client base that is the Wingbrace target market
Experience developing a “territory” rather than “Account Management”
Demonstrated ability to hunt and close
A basic understanding of technology
Ability to identify client pain
Ability to pass Sales Director test
Security Requirements
U.S. Citizen
Active Security Clearance will require Top Secret level
Experience
Minimum of 8 years of progressively responsible business development, capture, sales, or growth experience supporting Federal Government or Department of Defense customers.
Demonstrated success carrying and achieving revenue targets.
Proven experience developing new accounts and creating growth within strategic customers.
Experience identifying, qualifying, shaping, and winning complex government opportunities.
Strong understanding of the Department of Defense acquisition environment.
Demonstrated ability to influence customer decisions and engage executive-level stakeholders.
Preferred Experience
Existing relationships within one or more of the following organizations:
U.S. Air Force
U.S. Space Force
U.S. Army
U.S. Navy
Experience supporting Digital Engineering, MBSE, Mission Engineering, Data Analytics, AI/ML, Decision Intelligence, Systems Engineering, Software Development, or related technology solutions.
Experience with IDIQs, GWACs, OTAs, BAAs, SBIRs, or other federal acquisition vehicles.
Education
Bachelor's Degree from an accredited college or university.
Desired Characteristics
The successful candidate will:
Possess a strong hunter mentality.
Be highly self-motivated and results-oriented.
Thrive in a fast-growing entrepreneurial environment.
Demonstrate exceptional communication and relationship-build...

About www.wingbrace.com

Data Infrastructure and Analytics · 11-50 employees · founded 2014