CRO/Business Development Officer

Intelligent Data Inc • Full-time • Washington DC-Baltimore Area, US • $135k - $150k / year • 1w ago

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 across 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 cybersecurity market trends.
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