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Role Description

The Vice President of Sales and Business Development will be responsible for defining and executing a comprehensive growth strategy within the federal marketplace for DSG’s services. This executive leader will drive revenue growth by identifying strategic opportunities, building, and maintaining key relationships with government decision-makers and partners, and overseeing the business development lifecycle, from initial qualifications through capture, proposal, and contract negotiation.

Essential Duties and Responsibilities

• Strategic leadership
  • Develop and implement the overall federal sales and business development strategy, aligning with company objectives and financial targets.
  • Analyze market trends, government budgets, and competitor activities to identify emerging opportunities and position the company for success.
  • Establish key performance indicators (KPIs) and provide regular executive-level reporting on pipeline health, sales metrics, and growth objectives.
  • Formulate and execute account plans for specific federal agencies, such as the Defense Health Agency (DHA) or Department of War (DoW), Department of Homeland Security (DHS), to maximize market penetration.
• Business development and capture management
  • Oversee the entire business development lifecycle, from opportunity identification and qualification to proposal submission and post-award transition.
  • Lead capture efforts for complex federal contracts, developing win strategies, competitive assessments, and teaming arrangements.
  • Actively manage the opportunity pipeline using CRM tools and conduct rigorous go/no-go reviews.
  • Engage in "market shaping" activities to influence and shape customer requirements before official solicitations are released.
• Relationship management
  • Cultivate and maintain strong, trusted relationships with senior government officials, procurement officers, and program managers.
  • Build and manage a network of strategic industry partners, including prime contractors and subcontractors.
  • Serve as a key representative at industry conferences and events to increase the company's brand visibility.
• Team and people leadership
  • Build, lead, and mentor a high-performing business development team, fostering a culture of accountability and success.
  • Provide guidance and training to develop the capture skills of staff.
  • Collaborate with cross-functional teams to ensure alignment and support for growth initiatives.

Qualifications

• Must be in Maryland, DC, or Northern VA. This role will be remote, with travel as needed.
• Education: A bachelor’s degree in business, marketing, or a related field is required. An MBA or other advanced degree is preferred.
• Experience: 10+ years of experience in federal government business development, with a proven record of winning contracts and driving significant revenue growth.
• Domain Expertise: Deep understanding of the federal acquisition process, the Federal Acquisition Regulation (FAR), and major contract vehicles (GWACs, IDIQs, GSA Schedules).
• Federal Market Knowledge: A strong network of relationships within target federal agencies (e.g., DHS, DoW & HHS).
• Leadership: Demonstrated leadership experience, with the ability to inspire and motivate teams.
• Clearance: The ability to obtain and/or maintain a U.S. security clearance (Secret or Top Secret) may be required.
• Tools: Proficiency in CRM software and federal market research tools (e.g., GovWin, SAM.gov).