Strategic Development Director Jobs in Virginia (NOW HIRING)

SG2 Recruiting has partnered with Q2IMPACT to spearhead the search for a visionary Senior Business Development Director.

Job Description: Senior Business Development Director – DoW, Irregular Warfare (IW) & Security Cooperation

About Q2IMPACT

Q2IMPACT (a QED Group Company) is an agile, mission-driven professional services and technology firm operating across the defense, diplomacy, development, and global security environments. Built on a nearly 30-year legacy of delivering data-driven solutions across 96+ countries and capturing over $384M in cumulative federal prime contracts and grants, we help U.S. Government and international partners turn operational complexity into strategic clarity.

Our corporate footprint is bolstered by premier prime contract vehicles, including GSA’s next-generation OASIS+ Small Business contract under the Management and Advisory (M&A) domain (Contract #47QRCA25DSF72)—featuring a 10-year ordering window with zero ceiling, GSA MAS schedule, partnership with the National Institute for Defense Health Cooperation (NIDHC), and the $150.0M Department of State PMELS IDIQ.

The Strategic Mandate: The "Services-First, Tech-Enabled" Trojan Horse

The federal contracting landscape is shifting away from commoditized, low-margin staffing races. To achieve high-margin, scalable growth, Q2 IMPACT executes a sophisticated "Services-First, Tech-Enabled" strategy:

Your primary mission in this role is to "Land and Expand". You must be driven by a passion to grow and win. You will be a creative and strategic thinker who can execute flawlessly. You will focus immediately on developing a strategy and positioning Q2IMPACT for success and growth. This entails developing a strategy and then operationalizing the strategy to position Q2Impact to success. It entails working smartly to identify the right bids,capturing high-volume Contractor Support Services (CSS), Institutional Support Services (ISS), and Advisory and Assistance Services (A&AS) contracts inside the Department of War (DoW).

You will collaborate with our on-site technical and systems engineering teams supporting these programs to transition these traditional service footprints into high-margin, tech-enabled operations by deploying Q2's proprietary platforms:

• Q2MAVERICK: Our secure, CMMC Level 2-compliant, closed generative AI knowledge engine that digests unstructured programmatic data to compress decision and reporting cycles by 75%.

• Q2HOLODECK: Our browser-based, case-portable virtual training and decision-rehearsal simulator focused on counter-unmanned aircraft (C-UAS) and irregular warfare doctrine.

• Q2TPM: Our secure, CMMC Level 2-compliant solution is used to develop automated Third-Party Monitoring (TPM) reports from the field and provides a risk and vulnerability dashboard for TPM.

What You Will Be Doing (Key Responsibilities)

Strategy development, Lead End-to-End Services Capture & Early Client Engagement ("Write the Bid")

• Develop a strategy and pipeline to identify and meet the annual goals. Conduct rigorous market analysis to evaluate emerging DoW and DOS needs, coordinate with the team on DFC needs/opportunities, master Q2 IMPACT’s organizational strengths and core offerings, and translate identified market gaps into sustainable growth opportunities.

• Capture and shaping. Engage clients early to "write the bid": Get in front of defense clients 6–12 months pre-RFP to shape requirements, conceptualize tailored solutions, and ensure that when the solicitation drops, the evaluation criteria align directly with Q2 IMPACT's core strengths.

• Own and drive the DoW and Security Cooperation capture pipeline from opportunity identification through contract award, targeting high-value programs.

• Maintain rigorous Hubspot pipeline discipline, tracking capture progression, competitive intelligence, win probability, and next steps.

Own the Proposal Process from "A to Z" as a "Trench Operator"

• Lead Capture & Own the Proposal Process "A to Z" as a Matrix Leader. Act as a self-sufficient, hands-on growth leader in a lean environment. Drive ad hoc capture teams—orchestrating 1099 SMEs, subcontractor partner leads, and internal technical experts—to hold contributors accountable to strict RFP milestones without direct HR authority. Write, edit, and assemble complete winning proposals from start to finish without relying on back-office shops.

• Position a small, agile firm against industry giants: Reject slow-moving "big company" capture playbooks. Think creatively about how a lean firm can outmaneuver Tier-1 integrators through innovative teaming structures, speed, and agile technical positioning.

• Manage teaming negotiations, workshare allocation, key personnel recruitment, and past performance integration for compliance-ready proposals.

Act as a Deal Closer and "Translator" with Technical Experts

• Partner closely with local technical leads, military advisors, and subject matter experts (such as key personnel at COCOMs and regional defense hubs) who excel at building technical relationships and opening doors but lack formal BD training.

• Translate operational discussions and technical domain credibility into structured, winnable capture strategies, acting as the deal closer to convert early technical traction into high-margin revenue contracts.

Drive Technology Adoption and Productization (Sales Engineer Model)

• Quickly master Q2 IMPACT’s proprietary AI technologies—specifically Q2MAVERICK, Q2TPM, and Q2HOLODECK—and act as a hybrid growth leader/sales engineer.

• Creatively apply these software platforms to use cases in entirely new client operational contexts, showing defense buyers how embedding tech-enabled tools into traditional services contracts delivers unmatched speed and cost efficiency.

Operate with Complete Independence in Key Field Hubs

• Operate with full independence, fueled by the thrill of the chase, expanding Q2 IMPACT’s footprint without requiring day-to-day corporate oversight or hand-holding.

• Activate and leverage deep, self-directed networks in critical defense operational hubs (e.g., Tampa/SOCOM, Germany/EUCOM, Washington, D.C., and Colorado Springs/SPACECOM/NORTHCOM).

Overcome Acquisition Friction & Build Strategic Ecosystems

• Proactively market our GSA OASIS+ Small Business prime seat to defense buyers by presenting a pre-competed, 10-year, streamlined acquisition pathway.

• Build and cultivate strategic relationships with commercial technology vendors, defense industry partners, Tier-1 integrators (e.g., Booz Allen, LMI, SAIC), and a flexible network of 1099 military SMEs.

What You Will Need (Qualifications)- Required Must-Haves:

• Matrix Team Leadership & Accountability: Proven ability to lead cross-functional proposal teams, manage partner relationships, and hold external consultants/1099s accountable under tight deadlines, without requiring direct line-management authority.

• Demonstrated experience: A passion for winning work and growing a portfolio.

• Security Clearance: Active DoD Secret or Top Secret (TS/SCI) security clearance preferred but not mandatory.

• Proven BD Win Record: 10+ years of proven success capturing, bidding, and winning prime federal awards in the A&AS, ISS, or CSS domains within the DoD or national security markets, with a track record of winning work and driving revenue in lean small-business settings.

• End-to-End Proposal Ownership ("A to Z"): Demonstrated ability and willingness to write, edit, and assemble technical and management proposal volumes from scratch without relying on large corporate back-office teams.

• Early Shaping Capabilities: Proven history of engaging defense clients 6–12 months pre-RFP to shape scope, requirements, and acquisition strategies.

• Adaptability & Large-to-Small Business Self-Awareness: Deep self-awareness and understanding of the operational differences between large prime integrators and small-business environments, with a proven ability to roll up your sleeves and adapt to the speed and grit of a lean firm.

• Self-Driven Field Independence: A history of operating independently in key defense hubs (e.g., Tampa, Washington, D.C., Germany, Colorado Springs) to cultivate pipeline and close deals autonomously.

• Established Networks: Extensive, active relationships across the DoD (DSCA HQ, COCOM J5/J6, SCOs) as well as commercial defense technology vendors and strategic partner firms.

• Tech-Forward Sales Aptitude: Ability to quickly master software tools (generative AI, virtual simulation) and act as a junior sales engineer, supporting the translation of software capabilities into service proposal wins.

• Acquisition Mastery: Complete fluency in FAR, GSA MAS, and IDIQ/GWAC ordering mechanisms, with direct capture experience leveraging GSA OASIS.

Preferred Nice-to-Haves:

• Directly relevant experience in Security Cooperation, Monitoring & Evaluation (M&E/MEL), Irregular Warfare Center, leadership development, change management, or modeling and simulation training.

• Prior experience with alternative acquisition pathways (e.g., OTAs, SBIR/STTR, or cooperative agreements).

Employee Benefits & Perks

• Unlimited Paid Time Off (PTO), 10 annual holidays, and your birthday off.

• Industry-leading 401(k) plan with up to a 6% employer-matching contribution.

• 100% company-paid basic life and disability insurance.

• Top-tier, comprehensive medical, dental, and vision coverage options.

• Continuous learning budgets and dedicated professional development tracks.

Q2 IMPACT is an Equal Opportunity Employer. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability.