Role Overview for VP of Business Development (DoD) – Northern Virginia (NoVA) D.C
JRG Partners, a premier executive search firm specializing in connecting top-tier talent with leading organizations, is seeking a highly accomplished and results-oriented Vice President of Business Development to lead our strategic growth initiatives within the Department of Defense (DoD) sector. This pivotal role is based in the vibrant Northern Virginia (NoVA) and Washington D.C. metropolitan area, a hub for federal contracting and defense innovation.
As the VP of Business Development (DoD), you will be instrumental in identifying, cultivating, and securing new business opportunities, significantly expanding our footprint within the federal government landscape. You will be responsible for developing and executing comprehensive business development strategies that align with JRG Partners’ overarching objectives, driving revenue growth, and establishing long-term, high-value relationships with key DoD agencies, prime contractors, and industry partners.
This is a unique opportunity for a visionary leader with a deep understanding of the DoD acquisition lifecycle, a robust network, and a proven track record of success in securing multi-million dollar federal contracts. You will leverage your expertise to anticipate market trends, identify emerging client needs, and position JRG Partners as the preferred partner for critical defense initiatives.
Your strategic insights and tactical execution will directly contribute to our continued success and market leadership in the highly competitive federal sector. We are looking for someone who thrives in a dynamic environment, is passionate about building strong client relationships, and possesses the drive to achieve ambitious growth targets. This role demands a proactive, hands-on leader capable of navigating complex procurement processes and fostering a culture of excellence and innovation within the business development team.
Key Responsibilities of VP of Business Development (DoD) – Northern Virginia (NoVA) D.C
Strategic Business Development & Growth
Develop and implement a robust, multi-year business development strategy specifically targeting DoD agencies and prime contractors within the NoVA/DC area and broader federal market. Identify and qualify new business opportunities, including RFPs, task orders, and unsolicited proposals, aligning with JRG Partners’ core capabilities and strategic objectives. Conduct thorough market research and competitive analysis to identify emerging trends, customer needs, and potential gaps in current offerings.
Client Relationship Management
Cultivate and maintain strong, enduring relationships with senior-level decision-makers within various DoD components (e.g., Army, Navy, Air Force, Marine Corps, Space Force, DISA, DIA, NSA, etc.), as well as with key prime contractors and industry partners. Act as a trusted advisor, understanding their evolving requirements and positioning JRG Partners as a strategic solution provider.
Opportunity Pipeline Management
Build and manage a robust pipeline of qualified opportunities, meticulously tracking progress through all stages of the business development lifecycle, from initial lead generation to contract award. Utilize CRM tools to ensure accurate forecasting and reporting.
Proposal Development & Management
Lead and oversee the entire proposal development process, from capture planning and solutioning to proposal writing, review, and submission. Ensure all proposals are compelling, compliant, and clearly articulate JRG Partners’ value proposition. Collaborate closely with technical teams, subject matter experts, and proposal writers to develop winning strategies and content.
Market Intelligence & Analysis
Stay abreast of the latest developments in federal defense spending, acquisition policies, legislative changes, and technological advancements. Provide regular insights and recommendations to senior leadership regarding market trends, competitive landscape, and potential strategic partnerships. Understand the intricacies of the DoD acquisition strategy and budget cycles.
Team Leadership & Mentorship
Potentially build, lead, mentor, and motivate a high-performing business development team, fostering a collaborative and results-oriented environment. Provide guidance, training, and support to ensure the team achieves individual and collective goals.
Cross-Functional Collaboration
Work seamlessly with internal teams, including operations, finance, and human resources, to ensure successful project execution, resource allocation, and client satisfaction. Champion a holistic approach to client engagement and service delivery.
Contract Negotiation & Management
Participate in and lead contract negotiations, ensuring favorable terms and conditions for JRG Partners while maintaining strong client relationships. Understand FAR/DFARS regulations and compliance requirements.
Brand Ambassador
Represent JRG Partners at industry events, conferences, and networking functions, enhancing our brand visibility and fostering new connections within the federal defense community.
Revenue Growth & P&L Responsibility
Directly contribute to and be accountable for achieving aggressive revenue growth targets and managing the associated P&L for the DoD business unit. Develop and manage business development budgets effectively.
Requirements for the VP of Business Development (DoD) – Northern Virginia (NoVA) D.C
Education
Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field is required. A Master’s degree (MBA) is highly preferred.
Experience
Minimum of 15+ years of progressive experience in business development within the federal government sector, with at least 10 years specifically focused on the Department of Defense (DoD). Proven track record of successfully identifying, capturing, and winning large-scale, multi-million dollar federal contracts ($20M+ per award).
DoD Expertise
Deep, verifiable understanding of the DoD acquisition lifecycle, procurement processes, contracting vehicles (e.g., GWACs, IDIQs, BPAs), FAR, DFARS, and federal budgeting cycles. Extensive knowledge of key DoD agencies, their missions, organizational structures, and budgetary priorities.
Security Clearance
Active Top Secret (TS) security clearance is required, with SCI eligibility highly preferred. Applicants without an active clearance will not be considered.
Network
Possess an extensive, established, and current professional network within the DoD community, including senior military officers, government civilians, and prime contractor executives. Demonstrated ability to leverage this network to identify and cultivate new opportunities.
Sales & Capture Acumen
Exceptional skills in all phases of the business development lifecycle, including market analysis, opportunity identification, capture planning, competitive analysis, proposal development, and contract negotiation.
Leadership & Management
Strong leadership qualities with the ability to strategically plan, organize, and execute complex business development initiatives. Experience in leading and motivating cross-functional teams, even in a matrixed environment.
Communication & Presentation
Outstanding written and verbal communication skills, with the ability to articulate complex solutions clearly and persuasively to diverse audiences. Proven ability to deliver compelling presentations to senior government officials and industry partners.
Strategic Thinking
Demonstrated ability to think strategically, identify long-term growth opportunities, and develop innovative approaches to market penetration and client engagement.
Technical Proficiency
Proficiency with CRM software (e.g., Salesforce, HubSpot), Microsoft Office Suite (Word, Excel, PowerPoint), and proposal management tools.
Location & Travel
Based in the Northern Virginia/Washington D.C. metropolitan area. Willingness to travel up to 25-40% (post-COVID-19 restrictions) to client sites, industry events, and JRG Partners’ offices as required.
Results-Oriented
A self-starter with a strong work ethic, high level of integrity, and a relentless drive to achieve and exceed sales targets.
Benefits & Perks Offered
JRG Partners is committed to attracting and retaining the best talent in the industry. We offer a highly competitive compensation package that includes a generous base salary commensurate with experience, an uncapped commission structure tied to performance, and significant bonus opportunities based on individual and company success. Our comprehensive benefits package is designed to support your health, well-being, and financial future, and includes:
Health & Wellness
Robust medical, dental, and vision insurance plans with low employee contributions, ensuring access to quality healthcare for you and your family.
Financial Security
401(k) retirement plan with aggressive company matching, providing a strong foundation for your long-term financial goals. Life insurance, short-term and long-term disability coverage.
Work-Life Balance
Generous paid time off (PTO) policy, including vacation, sick leave, and company holidays, promoting a healthy work-life integration.
Professional Development
Opportunities for continuous learning, professional certifications, and career advancement within a rapidly growing organization. We invest in our employees’ growth through training programs, conferences, and mentorship.
Dynamic Work Environment
Be part of a collaborative, innovative, and supportive team culture that values expertise, integrity, and results. Enjoy a flexible work environment with modern office spaces in a prime location.
Impactful Work
The chance to make a significant impact on national security initiatives by connecting top talent with critical defense projects.
Additional Perks
Employee assistance programs, wellness initiatives, and regular company social events.
How to Apply
If you are a highly motivated and experienced business development leader with a passion for the Department of Defense sector and a desire to drive significant growth, we encourage you to apply. This is an unparalleled opportunity to join a leading executive search firm and make a substantial impact on our strategic direction and success.
To express your interest and be considered for this exceptional opportunity, please submit your resume and a cover letter detailing your relevant experience, key accomplishments in DoD business development, and your vision for this role.
Learn more about our expertise in connecting top talent with critical roles in the defense and federal sectors by visiting our specialized practice area page: JRG Partners Government Contracting Practice.
We thank all applicants for their interest; however, only those selected for an interview will be contacted. JRG Partners is an Equal Opportunity Employer and values diversity at all levels of its organization.
