Director, Business Development – Defense

ARETUM

. Drive new business growth within assigned federal markets by identifying, developing, qualifying, and advancing opportunities .

Posted 9/22/2026full-timeUnited StatesLead💰 $185,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in federal business development, including strategic relationship building, pipeline management, and competitive intelligence gathering. Proficient in leading capture activities and proposal strategies to secure new business opportunities within the Defense market.

Highest-signal resume keywords

Federal Business DevelopmentActive Top Secret ClearanceProject Management Professional (PMP)Defense Market UnderstandingPipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentCapture ManagementProposal DevelopmentCustomer Intelligence GatheringOpportunity ShapingStrategic TeamingPricing StrategyContract Vehicle KnowledgeSolutioningMarket Analysis

Soft Skills

Relationship BuildingCommunication SkillsExecutive PresencePresentation SkillsNetworking

Tools & Technologies

Salesforce

Certifications & Qualifications

Project Management Professional (PMP)

Industry Keywords

Federal MarketDefense CustomersGovCon ExperienceGWACsIDIQsBPAsTask-Order EnvironmentsDigital TransformationCybersecurityData and Analytics

Tech Stack

Tools & technologies

CloudCyber SecurityPMP

About the role

Key responsibilities & impact

Drive new business growth within assigned federal markets by identifying, developing, qualifying, and advancing opportunities
Build and manage a qualified pipeline aligned with Aretum’s growth priorities, capabilities, and revenue objectives
Maintain a highly visible, active presence in the federal marketplace through frequent customer-site visits, in-person meetings, industry events, conferences, networking, and other customer engagements throughout the DMV and National Capital Region
Build and leverage relationships to open doors, gain early customer intelligence, identify emerging requirements, and position Aretum for the right opportunities
Develop strategic teaming relationships with large and small business partners, evaluating capability fit, customer and contract vehicle access, past performance, and workshare value
Gather customer, market, and competitive intelligence to shape opportunities and strengthen Aretum’s position to win
Lead and participate in pipeline reviews, gate reviews, capture activities, solutioning sessions, pricing discussions, and executive pursuit reviews
Recommend bid/no-bid, investment, teaming, and pursuit strategies based on customer access, competitive position, solution strength, and probability of win
Partner with Capture and Proposal teams to translate customer intelligence, win strategy, and competitive differentiators into compelling pursuit and proposal strategies
Coordinate pursuit activities across executives, technical leaders, Pricing, Contracts, Recruiting, Operations, Proposals, and external partners
Support strategic proposal efforts as needed, including win themes, solution and staffing strategies, past-performance positioning, executive summaries, and oral presentations
Maintain accurate and timely customer, pipeline, and opportunity information in Salesforce
Travel throughout the Washington, D.C., Maryland, and Virginia region for customer site visits, in-person client meetings, industry events, and other business development activities

Requirements

What you’ll need

Master's degree or equivalent combination of education and relevant experience
Active Top Secret Clearance required
Project Management Professional (PMP) certification required
8+ years of federal business development, growth, capture, or related GovCon experience, with significant experience supporting Defense customers
Proven success identifying, developing, and advancing new business opportunities within the federal market
Established Defense customer and industry relationships, with demonstrated ability to open doors and develop new customer relationships
Strong understanding of the Defense market, including agency missions, acquisition processes, funding priorities, contract vehicles, and competitive landscape
Demonstrated ability to engage customers early, uncover requirements, gather actionable intelligence, and help shape opportunities before solicitation
Experience developing and managing a qualified pipeline and progressing opportunities from early identification into capture
Ability to work across Sector, Capture, Solutions, Pricing, Proposal, and Operations teams to advance strategic pursuits
Strong executive presence, relationship-building, communication, and presentation skills
Ability and willingness to maintain an active in-person customer presence throughout the DMV and travel approximately 25%, with additional travel as business needs require
Preferred: 10+ years of Defense business development and growth experience
Preferred: Established relationships within Defense agencies aligned with Aretum’s target markets
Preferred: Demonstrated success growing accounts, penetrating new customers, and converting customer relationships into qualified opportunities and new business
Preferred: Experience pursuing technology, digital transformation, cloud, cybersecurity, data and analytics, professional services, or mission-support opportunities
Preferred: Experience with major GWACs, IDIQs, BPAs, and task-order environments commonly used across the Defense market

Benefits

Comp & perks

Health Care Plan (Medical, Dental & Vision)
Retirement Plan (401k)
Life Insurance (Basic, Voluntary & AD&D)
Paid Time Off
Family Leave (Maternity, Paternity)
Short Term & Long-Term Disability
Training & Development