Director, Business Development

Loft Federal is seeking a Director, Business Development to own our Intelligence Community accounts, campaigns, and customer relationships. Reporting to the Vice President of Growth, you will turn mission demand into funded opportunities and executable win strategies that drive bookings and long-term growth. The ideal candidate will be in the Denver/Arvada, CO, Washington DC area. Remote may be considered for the right candidate.

This is a customer-facing leadership role. You will open doors at senior and working levels, shape multi-year and near-term campaigns before an RFP is released, and drive each campaign to closure with Capture Managers, Mission Solutions, Product, Engineering, Finance, and Contracts. The bar for this role is high. We need a campaign leader, not a relationship manager.

The ideal candidate arrives with government contracting executive presence, a deep network of senior Intelligence Community and industry relationships, and a record of thought leadership. You are known as an industry connector and door opener across the federal government, the contracting community, and key program influencers. You understand Intelligence Community acquisition, competitive positioning, and long-term relationship development, and you communicate Loft Federal's strengths to partners and customers in full and open competitive environments.

Loft Federal sells mission-ready space infrastructure. This is not an IT, cyber, or enterprise services role. Experience selling IT products or services to Intelligence Community agencies does not meet the domain requirement.

This role has no direct reports at hire. You lead through influence across the organization, with support from Capture Managers, Mission Solutions, and shared Federal marketing resources. BD Directors own the campaign and the integrated offer. Technical, pricing, contractual, security, and post-award authorities remain with their respective functions. External responses are approved only under written delegation.

What You Will Own

• Own assigned Intelligence Community accounts, customer relationships, stakeholder maps, and account plans from first engagement through award.
• Shape multi-year and near-term campaigns. Start shaping before an RFP is released.
• Create, qualify, and advance opportunities with a named sponsor, funding and acquisition path, timing, competitors, and preliminary product fit.
• Advance the pipeline with velocity and realism. Recommend bid or no-bid decisions to the VP Growth and end weak opportunities early.
• Build and sustain senior-level relationships with government and industry stakeholders, including teaming partners.
• Lead capture strategy, including win themes, value propositions, competitive positioning, and teaming options.
• Bring Mission Solutions and Engineering into each campaign early. Apply enough technical understanding to filter opportunities and challenge feasibility.
• Own the integrated offer baseline. Secure functional concurrence from Engineering, Programs, Finance, Contracts, and Security before external commitments.
• Work directly with Capture Managers so the solution and win strategy are reflected in every submission. You own the campaign, not proposal production.
• Guide price-to-win inputs, investment prioritization, and IRAD alignment with the VP Growth.
• Feed customer demand and product gaps into the product roadmap through Mission Solutions and Product.
• Keep opportunity records current in Salesforce to Sales Operations standards, with evidence for every stage change.
• Retain strategic customer and follow-on engagement after award, with a formal handoff to Programs.
• Represent Loft Federal at industry events and through thought leadership.

Required Qualifications

• U.S. citizenship required.
• Active Top Secret clearance, with eligibility to obtain SCI.
• Bachelor's degree in a business or technical discipline, or equivalent relevant military, government, or business experience.
• 10+ years of business development recent experience selling to Intelligence Community organizations in national security space or comparable mission systems, including at least 3 to 5 years in a leadership or director-level capacity leading campaigns.
• Demonstrated track record of identifying, shaping, and closing new business with Intelligence Community customers using a consultative, multi-discipline team approach.
• Recent record of winning Intelligence Community programs.
• Strong understanding of requirements shaping and the Intelligence Community acquisition and budget process, including how funding becomes a contract.
• Established senior network within the Intelligence Community and the national security space industrial base.
• Ability to hold classified customer discussions independently.
• Proven ability to lead concurrent campaigns across engineering, product, capture, finance, and contracts teams without direct authority.
• Executive presence and the ability to engage technical, operational, and C-suite stakeholders.
• Ability to travel up

Preferred Qualifications

• Active Top Secret/SCI clearance. Experience supporting SCI or Special Access Programs.
• 15+ years of business development experience in national security space.
• 10+ years of military or federal civil service experience.
• Prior capture or proposal leadership experience, particularly where earned while progressing into business development leadership.
• Master's degree in a business field.
• Project Management Professional (PMP) or Shipley certification.
• Experience with FAR-based and non-traditional acquisition mechanisms, including OTAs.
• Knowledge of national security space mission areas such as ISR, space domain awareness, communications, missile warning and tracking, autonomy, and hosted payloads.
• Product management or mission integration experience.
• Demonstrated thought leadership in national security space.

Location

Denver metro area (Arvada, Colorado) preferred, or National Capital Region near customers. Remote will be considered for the right candidate. Travel to customer, partner, and Loft Federal locations is expected.

Hybrid or onsite expectations will be defined based on business need, security requirements, customer engagement, and location.

OTE: This role offers a competitive compensation package with On-Target Earnings (OTE). Your OTE is a combination of a base salary and a significant variable commission structure based on achieving a teams sales target. 

• 100% company-paid medical, dental, and vision insurance option for employees and dependents
• Flexible Spending (FSA) and Health Savings (HSA) Accounts offered with an employer contribution to the HSA
• 100% employer paid Life, AD&D, Short-Term, and Long-Term Disability insurance
• Flexible Time Off policy for vacation and sick leave, and 12 paid holidays
• 401(k) plan and equity options
• Daily catered lunches and snacks in office
• Fully paid parental leave; 14 weeks for birthing parent and 10 weeks for non-birthing parent
• Carrot Fertility provides comprehensive, inclusive fertility healthcare and family-forming benefits with financial support
• Off-sites and many social events and celebrations
• Relocation assistance when applicable