Company Overview
We’re a leading cybersecurity services provider specializing in advanced threat detection, vulnerability management, and comprehensive security solutions for Federal Civil agencies, Department of Defense (DoD), and State, Local, and Education (SLED) markets. As an SBA 8(a) certified firm, we are committed to delivering mission-critical cybersecurity services that protect our nation's most sensitive infrastructure.
Position Summary
We are seeking an experienced Chief Revenue Officer / Business Development Manager to drive revenue growth and expand our market presence within the Federal Civil, DoD, and SLED sectors. The ideal candidate will have a proven track record of successfully developing and executing strategic business development initiatives in the government cybersecurity market, with deep expertise in XDR/EDR, vulnerability management, and penetration testing services.
Key Responsibilities
Strategic Business Development
- Develop and execute comprehensive business development strategies targeting Federal Civil agencies, DoD, and SLED markets
- Identify, pursue, and close new business opportunities in cybersecurity services including XDR/EDR, vulnerability management, and penetration testing
- Build and maintain strategic partnerships with prime contractors, technology vendors, and government agencies
- Leverage SBA 8(a) certification to maximize contracting opportunities and competitive advantages
Sales & Revenue Generation
- Drive revenue growth through strategic account management and new customer acquisition
- Manage complex sales cycles from lead generation through contract execution
- Develop pricing strategies and proposals that align with government procurement requirements
- Meet and exceed annual revenue targets and business development KPIs
Proposal & Contract Management
- Lead RFP and RFI response processes, ensuring compliance with government requirements
- Collaborate with technical teams to develop compelling proposals and capability statements
- Manage the entire proposal lifecycle including opportunity qualification, solution development, and submission
- Negotiate contract terms and conditions with government clients and prime contractors
Market Intelligence & Analysis
- Monitor government contracting opportunities and market trends in cybersecurity
- Analyze competitive landscape and positioning within target markets
- Maintain deep knowledge of Federal acquisition regulations and procurement processes
- Stay current on cybersecurity threats, technologies, and government initiatives
CRM & Lead Management
- Utilize CRM platforms (Salesforce, Zoho) to manage pipeline, track opportunities, and generate reports
- Leverage lead generation tools including Govwin, Ezgovopps, D&B, Listkits, and Apollo for opportunity identification
- Maintain accurate forecasting and pipeline management
- Implement and optimize sales processes and methodologies
Team Leadership & Collaboration
- Work closely with technical delivery teams to ensure solution alignment with customer requirements
- Collaborate with marketing teams on campaign development and lead generation strategies
- Mentor and develop junior business development staff
- Interface with executive leadership on strategic planning and market expansion
Required Qualifications
Experience & Background
- Minimum 10 years of business development experience in government contracting
- Proven track record selling cybersecurity services to Federal Civil agencies, DoD, and SLED markets
- Extensive experience with the SBA 8(a) program and small business contracting vehicles
- Demonstrated success in managing complex government sales cycles exceeding $1M
Technical Knowledge
- Deep understanding of cybersecurity services, including:
- Extended Detection and Response (XDR) and Endpoint Detection and Response (EDR)
- Vulnerability management and assessment
- Penetration testing and ethical hacking
- Security Operations Center (SOC) services
- Incident response and forensics
- Knowledge of cybersecurity frameworks (NIST, FedRAMP, FISMA, etc.)
- Understanding of government compliance requirements and security standards
Systems & Tools Proficiency
- Expert-level proficiency with CRM platforms (Salesforce or Zoho required)
- Demonstrated experience with government lead generation tools:
- Govwin
- Ezgovopps
- Dun & Bradstreet (D&B) Hoovers
- Listkits and Apollo
- Proficiency with proposal development tools and government databases (SAM.gov, etc.)
Government Contracting Expertise
- Comprehensive knowledge of Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS)
- Experience with government contracting vehicles (GSA Schedules, CIO-SP3, SeaPort-e, OASIS, etc.)
- Understanding of small business contracting programs and set-aside opportunities
- Proven ability to navigate RFP/RFI processes and develop winning proposals
Preferred Qualifications
- Bachelor's degree in Business, Engineering, or related field; MBA preferred
- Active security clearance (Secret or higher)
- Professional certifications in sales, cybersecurity, or project management
- Experience with Agile/DevSecOps methodologies
- Government contracting certification (NCMA, DAWIA, etc.)
- Established relationships within target government agencies
- Experience with international government markets
Success Metrics
- Achievement of annual revenue targets ($X-$Y million)
- New customer acquisition rates
- Pipeline development and conversion ratios
- Proposal wins rates and competitive positioning
- Customer satisfaction and retention rates
- Market share growth within target sectors
Compensation & Benefits
- Competitive base salary commensurate with experience
- Performance-based bonus structure with uncapped earning potential
- Comprehensive health, dental, and vision insurance
- 401(k) with company matching
- Flexible PTO policy
- Professional development and training opportunities
Job Types: Full-time, Contract, Temporary
Pay: From $135,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Ability to Commute:
- Alexandria, VA 22314 (Preferred)
Ability to Relocate:
- Alexandria, VA 22314: Relocate before starting work (Preferred)
Willingness to travel:
Work Location: Hybrid remote in Alexandria, VA 22314
