Business Development Director – Department of State

Location: Arlington, VA
Compensation: Base Salary + Sales Incentive Plan (SIP)

Summary

Mc3 Partners is seeking a senior Business Development Director to lead strategic growth within the U.S. Department of State, including Bureau‑level and global mission support organizations. This role owns full lifecycle business development—pipeline creation, capture strategy, customer engagement, and revenue growth.
The ideal candidate is a hunter‑leader with established relationships across State Department leadership, a history of shaping acquisition strategies prior to RFP release, and a proven track record of winning complex technical and professional services contracts.
Success in this role requires disciplined pipeline ownership, executive engagement, and close collaboration with capture and proposal teams to convert positioned opportunities into wins.

• Build and maintain relationships with Bureau‑level leadership, including IRM, Diplomatic Security, INL, Consular Affairs, and regional bureaus.
• Engage Assistant Secretary and Deputy Assistant Secretary‑level stakeholders supporting global mission operations and modernization initiatives.
• Position Mc3 capabilities within overseas mission support, secure IT, facilities, logistics, and operational environments.
• Engage early with mission and technical stakeholders to shape requirements prior to solicitation.
• Expand presence within assigned organizations through deliberate account planning and white‑space identification.

• Build and maintain a qualified pipeline of 3–5x annual revenue target.
• Identify and qualify opportunities 12–36 months ahead of solicitation.
• Generate new business awards within 18–24 months.
• Apply disciplined opportunity qualification, win‑rate management, and revenue realization.
• Develop and execute capture strategies including teaming, competitive positioning, and pricing alignment.
• Influence acquisition approaches (contract vehicles, small business strategies, set‑aside structures).

• Lead capture efforts from qualification through award.
• Shape requirements and influence acquisition strategy prior to RFP release.
• Engage customers during budget formulation and acquisition planning.
• Drive win themes and solution positioning aligned to State Department mission priorities.
• Collaborate with technical, pricing, and proposal teams to produce compelling, compliant submissions.
• Support executive‑level color team reviews and customer engagement throughout the lifecycle.

• Partner with operations leadership to ensure delivery credibility and alignment with past performance.
• Provide accurate pipeline forecasting and revenue projections.
• Deliver regular executive briefings on account strategy, pipeline health, and growth performance.

• U.S. Citizenship required.
• Bachelor’s degree required; advanced degree preferred.
• 12+ years of federal business development and capture experience in technical and professional services.
• Demonstrated success winning and growing federal contracts exceeding $25M annually.
• Experience working with Department of State Bureau‑level leadership.
• Established relationships with SES and senior acquisition officials within State.
• Familiarity with overseas operating environments and global program execution.
• Understanding of State‑specific procurement processes and funding structures.
• Proven experience shaping opportunities pre‑RFP and influencing acquisition strategy.
• Deep understanding of federal procurement processes and contract vehicles.
• Ability to obtain and maintain a security clearance.
• Willingness to travel up to 25% for customer engagement and industry events.
• Experience supporting or partnering with ANC/8(a) organizations is a plus.

• Health insurance
• Dental and vision insurance
• Paid Time Off
• Short‑ and long‑term disability
• Life insurance
• 401(k) with company match

Disclaimer
This job description is intended to provide a general overview of the role and responsibilities. It is not an exhaustive list of all duties, responsibilities, or qualifications associated with the position. Mc3 Partners reserves the right to modify, add, or remove duties as necessary to meet business needs.