Responsibilities:
- Pipeline generation: Identify, qualify, and advance federal civil and structural engineering opportunities across federal agencies. Build a durable multi-year pipeline aligned to the firm’s 8(a) runway and post-8(a) strategy.
- Capture management: Lead capture for target opportunities, including customer intelligence, competitive analysis, win strategy, pricing posture, and teaming. Position the firm early and often with decision-makers and influencers.
- Client and partner relationships: Own a portfolio of federal client relationships, prime contractor teaming partners, and small business counterparts. Serve as the external face of the firm at industry days, agency events, and partner meetings.
- Teaming strategy: Develop and execute teaming strategies that leverage the firm’s 8(a) status, including mentor-protégé relationships, joint ventures, and strategic subcontracting to both primes and self-performing roles.
- Proposal leadership: Partner with technical leaders, marketing, and proposal resources to shape winning proposals. Drive the capture-to-proposal handoff, color team reviews, and executive summaries.
- Pipeline discipline: Maintain a disciplined CRM-based pipeline with accurate stage, probability, and forecast data. Provide regular reporting to the CEO and leadership on pipeline health, win rates, and revenue projections.
- Market intelligence: Monitor federal budgets, agency priorities, contract vehicles, and competitor activity. Translate intelligence into actionable positioning for the firm.
- Growth strategy: Partner with leadership on vehicle strategy (8(a) sole source, IDIQs, MACs, SATOCs) and the firm’s transition plan toward full-and-open competitive growth.
- Performance metrics: Own and report on the BD scorecard. Key performance indicators include:
- Qualified pipeline value and velocity
- Capture-to-submit ratio
- Win rate by opportunity type (8(a) sole source, competitive, teamed)
- Revenue and backlog growth
- New logo acquisition and key account expansion
Qualifications:
- BD experience: Proven experience as a Business Development Executive, Capture Manager, or senior sales leader within federal AEC, civil, or structural engineering services. Track record of closing federal awards.
- 8(a) and small business expertise: Working knowledge of SBA 8(a) program rules, sole source pathways, mentor-protégé agreements, joint ventures, and teaming approaches for small disadvantaged businesses.
- Federal market knowledge: Strong relationships and fluency across federal agencies. Familiarity with federal contract vehicles, IDIQs, and SATOCs relevant to civil and structural engineering.
- Capture discipline: Demonstrated use of formal capture methodology (Shipley or equivalent), opportunity qualification, and gate-based pipeline management.
- Technical fluency: Ability to engage credibly on civil and structural engineering scope, past performance, and delivery approach with both technical buyers and senior agency stakeholders.
- Communication: Excellent executive communication and interpersonal skills, with the ability to build trust quickly with federal clients, teaming partners, and internal leadership.
Compensation & Logistics:
- Structure: Base salary plus performance-based incentive tied to booked revenue and capture milestones. Total compensation commensurate with experience and track record.
- Employment type: Full-time preferred, part-time.
- Location: Remote, with regular travel to client sites, agency meetings, and industry events as needed.
- Reporting structure: Reports directly to the Founder with close partnership across leadership, delivery, and marketing.
- Start date: Immediate
How to Apply:
Interested candidates should submit a resume or CV along with a cover letter that specifically addresses federal business development and capture experience, 8(a) or small disadvantaged business expertise, and agency relationships relevant to civil and structural engineering. A representative win history or capture portfolio is welcomed. All inquiries will be held in strict confidence.
This search is managed exclusively by 5FT View Consulting. The hiring organization is not identified at this stage and will be disclosed to shortlisted candidates under NDA.
5FT View Consulting | Confidential Executive Search
5ftview.com
