Director of Business Development, Gov

Confidential Client nfidential Client builds modern, cloud-native satellite mission operations software with a simple mission: to operate satellites like servers. Our platform replaces fragmented, legacy ground systems with an integrated, automation-driven approach that brings modern software velocity to space operations. We're a small, fast-moving team with deep aerospace and software roots, energized by big challenges and motivated by the impact we have on real missions in this next chapter of the Space Age. If you want to work with sharp, ambitious people who push boundaries, move quickly, and are excited to take space operations to the next level, Confidential Client is the place to do it. Director of Business Development - U.S. Government We are seeking a highly motivated and experienced Director of Government Sales & Business Development to lead our engagement with the U.S. Space Force (USSF), Intelligence Community (IC), Space Development Agency (SDA), Space Rapid Capabilities Office (SpRCO), DIU, and other key defense and national security stakeholders. This is a mission-critical role responsible for driving growth across the U.S. Government sector through strategic relationship development, disciplined capture management, and execution of comprehensive B2B2G (Business-to-Business-to-Government) strategies. The ideal candidate will pair deep government contracting experience with strong strategic insight and the ability to translate customer needs into actionable product direction. Key Responsibilities 1. Strategic Relationship Development Develop and maintain trusted relationships with senior government stakeholders, decision-makers, program offices, and procurement officials. Serve as the primary liaison between the company and government clients. Establish positioning strategies within target accounts to drive early influence in acquisition cycles. 2. Capture Management & Proposal Leadership Lead full lifecycle capture efforts, from opportunity identification and qualification through award. Develop win strategies, competitive positioning, teaming approaches, and pricing alignment. Oversee the preparation and submission of compliant, high-quality responses to RFPs, RFIs, BAAs, and other solicitations. Drive proposal reviews, color team processes, and submission readiness. 3. B2B2G Strategy Execution Develop and execute integrated B2B2G growth strategies across primes, partners, and government customers. Identify and cultivate strategic partnerships to strengthen competitive positioning. Collaborate cross-functionally with marketing, sales, engineering, and product teams to ensure coordinated execution. 4. Market Intelligence & Product Feedback Provide structured feedback to the product and engineering teams regarding government mission needs, user workflows, and procurement constraints. Conduct market research and competitive analysis to inform strategic investments. Track evolving requirements, funding lines, and acquisition pathways. 5. Compliance & Risk Management Ensure adherence to FAR/DFARS requirements and other applicable government regulations. Identify and mitigate contractual, compliance, and programmatic risks. Support contract negotiations and execution strategy. 6. Performance Tracking & Reporting Monitor capture metrics including pipeline development, win rates, revenue performance, and customer engagement. Provide regular briefings to executive leadership on opportunity status and growth strategy. Maintain accurate pipeline data within CRM systems. Qualifications Education Bachelor's degree in Business Administration, Marketing, Public Administration, Engineering, or a related field. Engineering degree preferred. Clearance Active TS/SCI clearance required. Experience 5+ years of experience in government-focused business development, sales, or capture management. Demonstrated track record of securing and managing complex U.S. Government contracts. Experience engaging with DoD, IC, Space Force, SDA, DIU, or related defense agencies strongly preferred. Technical Expertise Deep understanding of U.S. Government procurement processes (FAR/DFARS, IDIQs, OTAs, BAAs, SBIR/STTR, etc.). Proficiency with CRM systems and proposal management tools. Experience managing cross-functional proposal teams. Core Competencies Exceptional communication and executive presence. Strategic thinker with strong analytical and problem-solving skills. Ability to operate in a fast-paced, high-growth environment. Strong organizational discipline and ability to manage multiple concurrent pursuits. Certifications (Preferred) PMP, APMP, or similar credentials. ITAR REQUIREMENTS To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here. Why you'll love working at Confidential Client We work in a cutting edge industry and you will get the opportunity to be part of a small team with a large direct impact on the success of our customers' space missions! We take work life balance very seriously. We require employees to take 15 days off but provide unlimited PTO and follow most US federal government holidays. Mental health is just as important as physical so we provide quarterly health & wellness benefits. Comprehensive health insurance for you and your family with 100% coverage for employees. We encourage employees to save for retirement and provide 4% 401(k) matching. Each year we have a 4-day company offsite. Previous locations include San Francisco, Nashville, Denver, Santa Fe, New Orleans, San Diego, Bozeman, and New York City. Our culture and company is evolving. You will be key in creating the next major or minor version! Security Requirements: ts_sci