Business Development Lead, DOD (BD and Capture)
Location: Bethesda, MD (hybrid) with travel to customer sites and industry events
DigitalNet.ai is a Bethesda-based digital transformation and AI company. We deliver agentic AI products, cybersecurity, data management and analytics, and digital services that help our customers turn AI from a promise into an operational reality.
Role Summary
We are hiring a Business Development Lead to drive growth across the Department of Defense in support of our Federal organization. This person should be comfortable in dual roles. They will lead both BD and Capture efforts, owning front-end BD activities while also serving as Capture Lead on priority pursuits, shaping win strategy and building the teaming relationships that get us to award.
This is a hands-on role for someone who is equally comfortable in a customer''s office, leading a black hat session, and walking the floor at AFCEA.
What You Will Do
Business Development
- Build and qualify a DOD pipeline aligned to DigitalNet''s product portfolio and services, with emphasis on AI, data, cyber, and decision-support mission needs.
- Open and sustain customer relationships across program offices, S&T organizations, and end-user commands. Bring existing relationships on day one.
- Lead customer engagement activities including discovery meetings, capability briefings, product demonstrations, and RFI responses.
- Track DOD priorities, budget signals, and acquisition activity. Translate these into actionable pursuits for the pipeline.
- Represent DigitalNet at industry days, conferences, and partner events.
Capture Management
- Serve as Capture Lead on priority DOD opportunities from qualification through proposal kickoff.
- Develop win strategy, competitive positioning, price-to-win inputs, and capture plans.
- Identify and recruit teaming partners. Negotiate teaming arrangements that strengthen our position, with attention to small business set-aside requirements, socioeconomic categories, and prime/sub fit.
- Shape requirements where possible through pre-RFP customer engagement, white papers, and responses to sources sought and RFIs.
- Partner with proposal management, solutions architects, and the product teams to ensure our technical approach matches what the customer actually needs.
Required Qualifications
- 8 to 10 years of business development and capture experience supporting Federal customers.
- Demonstrated record of qualified pipeline build and closed wins in the Federal market.
- Working knowledge of the Federal acquisition lifecycle, including FAR and DFARS.
- Bachelor''s degree or equivalent experience.
Desired Qualifications
- Direct BD and capture experience selling to DOD customers.
- Experience selling AI, data analytics, cyber, or software products to DOD customers.
- Existing relationships across DOD customer organizations relevant to our product and service portfolio.
- Strong teaming network across primes, mid-tiers, and small businesses serving DOD.
- Experience leading capture on opportunities in the $5M to $100M range, including teaming negotiations and win strategy development.
Compensation
$150,000 – $170,000 per year
This role is eligible for an annual performance bonus.
This is the targeted compensation range for this role. Please note that this range is provided as a guideline and the final offer will be based on several factors, including but not limited to, skillset and competencies, level of experience, education, certifications, and location.
Benefits
We offer a comprehensive benefits package including medical, dental, vision, life, and disability insurance; 401(k); paid time off including vacation, holidays, personal leave, and sick leave; and training and professional development opportunities.
Work Authorization
Work sponsorship is not available for this position. Applicants must be authorized to work in the United States without sponsorship.
Equal Employment Opportunity
We are an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, genetic information, veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable federal, state, or local law.
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