Director Formulation Development Jobs in Virginia

Summary

Aleut Federal is seeking a senior Business Development Director to drive strategic growth within the U.S. Department of Homeland Security (DHS), with emphasis on component-level market ownership (e.g., TSA, CISA, CBP, USCIS, FEMA, or other DHS components). This role will own and grow Aleut’s portfolio within DHS, 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 and maintain trusted executive-level relationships within one or more DHS components, including SES, mission directorate leadership, and senior acquisition officials.
• Engage customer stakeholders to shape requirements prior to solicitation.
• Position Aleut capabilities within agency-specific strategic priorities and funding cycles.
• Demonstrate deep familiarity with the structure, mission, and acquisition environment of at least one DHS component.

• Engage early with mission and technical stakeholders to shape requirements prior to solicitation.
• Expand presence within assigned components 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 supporting DHS or a DHS component.
• Established executive-level relationships within at least one DHS component (e.g., TSA, CISA, CBP, USCIS, FEMA).
• Proven success shaping and winning opportunities.
• Ability to articulate DHS component buying patterns and acquisition vehicles.
• Experience navigating both headquarters and operational field environments preferred.
• 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.

Aleut offers the following benefits to eligible employees:

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

At Aleut, our culture thrives on diversity, inclusion, and collaboration. By integrating diverse perspectives, we open up new possibilities, foster innovation, and fully harness our team's potential. We are committed to creating an environment where every employee feels valued, included, and inspired to grow and find purpose. Join us and be part of a culture that celebrates differences and belonging for everyone, without regard to race, color, religion, or belief, national, social, or ethnic origin, genetic information, sex, sexual orientation, gender identity and/or expression pregnancy, reproductive health decision, familial responsibilities, marital status, age, physical, mental, or sensory disability, or military/veteran status. We welcome everyone as they are!

#AIT

#CJ