Director of Business Development
ExistX, Arlington, VA, United States
About Us
ExistX was founded in 2023 with the goal to combine cutting‑edge invention with practical implementation in the unique environments our customers demand to solve national security problems in the real world.
Our team of software and systems engineers bring experience working with cutting‑edge advancements in cryptography, cyber‑physical systems, MBSE, and formal methods for both government and commercial applications. We leverage a unique suite of capabilities—incubated through our sister R&D firm, Galois, and other key research partnerships—to rapidly prototype and deliver impactful solutions to the warfighter.
There exists a solution X that satisfies problem P. The solution exists. Let’s build it together.
About This Role We are currently seeking a Director of Business Development with at least ten (10) years of relevant industry experience developing and cultivating relationships across the federal technology ecosystem. A focus for this role will be with the Department of War / Defense (DoW / DoD), its services, and the intelligence community (IC).
In this role you will lead the tip of the spear for all capture and demand‑generation activities by leading and managing the capture lifecycle for DoW / DoD and IC opportunities, from early identification through contract award. This role focuses on shaping and winning new business by developing capture strategies, coordinating internal stakeholders, and engaging with government customers and industry partners.
The ideal candidate brings a strong understanding of DoW / DoD and federal acquisition processes, competitive capture practices, and proposal development, with additional familiarity or experience supporting IC customers. This is a hands‑on, execution‑oriented role requiring strategic alignment, detailed planning, and effective cross‑functional coordination.
Responsibilities These responsibilities are executed in close collaboration with the CEO, CTO, COO, and Program Management leadership. In your role you will support a multitude of federal capture and partnership strategies.
Strategic Alignment
Develop business strategy for federal research, development, and transition funding.
Develop and execute capture and business development strategy for federal research and development and technology transition funding.
Analyze commercial customer needs utilizing market research, competitive intelligence, and knowledge of industry trends.
Capture & Business Development
Lead the end‑to‑end capture lifecycle for assigned competitive and non‑competitive opportunities, including:
Opportunity identification and qualification
Customer and mission analysis
Competitive assessments
Capture strategy development
Win theme and discriminator development
Develop and maintain capture plans, gate reviews, and schedules aligned with corporate capture processes.
Support pipeline development by identifying, tracking, and qualifying new DoW / DoD and IC opportunities.
Shape requirements and acquisition strategies through early customer engagement where appropriate and compliant.
Customer & Partnership Development
Build and maintain trusted relationships with DoW / DoD and IC customers to understand mission needs, pain points, and future requirements.
Develop teaming strategies: identify primes/subs, evaluate fit, negotiate teaming arrangements, and coordinate partner execution.
Proposal Management
Transition capture strategies into executable proposal plans.
Partner with and lead proposal activities alongside the CTO and other Subject Matter Experts on solution design, staffing, and delivery approach.
Contribute to proposal content, including executive summaries, management approaches, commercialization strategies, and past performance narratives.
Ensure alignment between capture strategy and proposal execution.
Technology & Market Insights
Maintain awareness of customer priorities, funding trends, and competitor positioning in key areas which include cryptography, cybersecurity, systems engineering, software engineering, and more.
Strategically align existing solutions with mission‑requirements and key technology gaps.
Support bid
o‑bid decisions with clear metrics, risks, and recommendations.
Qualifications Required
Minimum of ten (10) years of experience in federal capture management, business development, or proposal management within the DoW / DoD / Intelligence sectors.
Possess a current or recent U.S. Government Security Clearance (Secret minimum; higher levels preferred) or the ability to obtain and maintain a U.S. government‑issued security clearance.
U.S. citizenship is required, as only U.S. citizens are eligible for a security clearance.
Bachelor’s degree in Business, Engineering, Management, or a related field (or equivalent experience).
Demonstrated experience leading captures for DoD contracts (IDIQs, task orders, and standalone opportunities).
Strong knowledge of FAR/DFARS, DoD acquisition processes, and competitive capture practices.
Proven ability to develop capture strategies, win themes, and customer‑focused solutions.
Experience working with classified programs and sensitive customer environments.
Preferred
IC customer experience (e.g., NSA, NGA, DIA, CIA, NRO or similar); TS/SCI current or previously held.
Top Secret / SCI clearance (current or previously held).
Ability to translate technical value into customer and mission outcomes and compelling, compliant proposals—especially in cryptography, cybersecurity, systems engineering, software engineering, and more.
Experience with complex, multi‑million‑dollar captures or strategic pursuits.
Prior experience working for or supporting a defense contractor / systems integrator or IC‑focused organization.
Attributes that Win at ExistX
Highly organized and proactive; strong judgment and discretion; collaborative communicator; comfortable driving execution in a fast‑paced growth environment alongside technical leadership and engineering teams, collaborative mindset with a focus on clarity, accountability, and follow‑through.
Location ExistX is headquartered in Arlington, Virginia with additional locations in Dayton, Ohio and Portland, Oregon. Some positions may require eligibility to work with cleared programs (active clearance not required, but preferred). Hybrid or onsite presence may be required depending on contract or security requirements. Occasional interaction with government customers, auditors, or security personnel will be required. Frequent travel is required. We have a high preference for this role to be based in our Arlington, Virginia office (entire Washington, DC metro included). While we will not be limited geographically for hiring this position, our strong preference is for this role to be based in one of our core geographies.
Benefits
Competitive salaries
Employer paid medical insurance plan
Health Savings Account (HSA) with employer contributions
Employer paid dental and vision insurance plans
401(k) retirement plan with employer match
Flexible work location with a remote friendly culture
Paid time off (25 days per year)
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Our team of software and systems engineers bring experience working with cutting‑edge advancements in cryptography, cyber‑physical systems, MBSE, and formal methods for both government and commercial applications. We leverage a unique suite of capabilities—incubated through our sister R&D firm, Galois, and other key research partnerships—to rapidly prototype and deliver impactful solutions to the warfighter.
There exists a solution X that satisfies problem P. The solution exists. Let’s build it together.
About This Role We are currently seeking a Director of Business Development with at least ten (10) years of relevant industry experience developing and cultivating relationships across the federal technology ecosystem. A focus for this role will be with the Department of War / Defense (DoW / DoD), its services, and the intelligence community (IC).
In this role you will lead the tip of the spear for all capture and demand‑generation activities by leading and managing the capture lifecycle for DoW / DoD and IC opportunities, from early identification through contract award. This role focuses on shaping and winning new business by developing capture strategies, coordinating internal stakeholders, and engaging with government customers and industry partners.
The ideal candidate brings a strong understanding of DoW / DoD and federal acquisition processes, competitive capture practices, and proposal development, with additional familiarity or experience supporting IC customers. This is a hands‑on, execution‑oriented role requiring strategic alignment, detailed planning, and effective cross‑functional coordination.
Responsibilities These responsibilities are executed in close collaboration with the CEO, CTO, COO, and Program Management leadership. In your role you will support a multitude of federal capture and partnership strategies.
Strategic Alignment
Develop business strategy for federal research, development, and transition funding.
Develop and execute capture and business development strategy for federal research and development and technology transition funding.
Analyze commercial customer needs utilizing market research, competitive intelligence, and knowledge of industry trends.
Capture & Business Development
Lead the end‑to‑end capture lifecycle for assigned competitive and non‑competitive opportunities, including:
Opportunity identification and qualification
Customer and mission analysis
Competitive assessments
Capture strategy development
Win theme and discriminator development
Develop and maintain capture plans, gate reviews, and schedules aligned with corporate capture processes.
Support pipeline development by identifying, tracking, and qualifying new DoW / DoD and IC opportunities.
Shape requirements and acquisition strategies through early customer engagement where appropriate and compliant.
Customer & Partnership Development
Build and maintain trusted relationships with DoW / DoD and IC customers to understand mission needs, pain points, and future requirements.
Develop teaming strategies: identify primes/subs, evaluate fit, negotiate teaming arrangements, and coordinate partner execution.
Proposal Management
Transition capture strategies into executable proposal plans.
Partner with and lead proposal activities alongside the CTO and other Subject Matter Experts on solution design, staffing, and delivery approach.
Contribute to proposal content, including executive summaries, management approaches, commercialization strategies, and past performance narratives.
Ensure alignment between capture strategy and proposal execution.
Technology & Market Insights
Maintain awareness of customer priorities, funding trends, and competitor positioning in key areas which include cryptography, cybersecurity, systems engineering, software engineering, and more.
Strategically align existing solutions with mission‑requirements and key technology gaps.
Support bid
o‑bid decisions with clear metrics, risks, and recommendations.
Qualifications Required
Minimum of ten (10) years of experience in federal capture management, business development, or proposal management within the DoW / DoD / Intelligence sectors.
Possess a current or recent U.S. Government Security Clearance (Secret minimum; higher levels preferred) or the ability to obtain and maintain a U.S. government‑issued security clearance.
U.S. citizenship is required, as only U.S. citizens are eligible for a security clearance.
Bachelor’s degree in Business, Engineering, Management, or a related field (or equivalent experience).
Demonstrated experience leading captures for DoD contracts (IDIQs, task orders, and standalone opportunities).
Strong knowledge of FAR/DFARS, DoD acquisition processes, and competitive capture practices.
Proven ability to develop capture strategies, win themes, and customer‑focused solutions.
Experience working with classified programs and sensitive customer environments.
Preferred
IC customer experience (e.g., NSA, NGA, DIA, CIA, NRO or similar); TS/SCI current or previously held.
Top Secret / SCI clearance (current or previously held).
Ability to translate technical value into customer and mission outcomes and compelling, compliant proposals—especially in cryptography, cybersecurity, systems engineering, software engineering, and more.
Experience with complex, multi‑million‑dollar captures or strategic pursuits.
Prior experience working for or supporting a defense contractor / systems integrator or IC‑focused organization.
Attributes that Win at ExistX
Highly organized and proactive; strong judgment and discretion; collaborative communicator; comfortable driving execution in a fast‑paced growth environment alongside technical leadership and engineering teams, collaborative mindset with a focus on clarity, accountability, and follow‑through.
Location ExistX is headquartered in Arlington, Virginia with additional locations in Dayton, Ohio and Portland, Oregon. Some positions may require eligibility to work with cleared programs (active clearance not required, but preferred). Hybrid or onsite presence may be required depending on contract or security requirements. Occasional interaction with government customers, auditors, or security personnel will be required. Frequent travel is required. We have a high preference for this role to be based in our Arlington, Virginia office (entire Washington, DC metro included). While we will not be limited geographically for hiring this position, our strong preference is for this role to be based in one of our core geographies.
Benefits
Competitive salaries
Employer paid medical insurance plan
Health Savings Account (HSA) with employer contributions
Employer paid dental and vision insurance plans
401(k) retirement plan with employer match
Flexible work location with a remote friendly culture
Paid time off (25 days per year)
#J-18808-Ljbffr