Consultant, Business Development

The Role

The Business Development & Capture Management Consultant drives strategic government revenue by leading opportunities from initial market identification through proposal submission and team transition.

• End-to-End Opportunity Management: Guides government pursuits through early market development, qualification, capture planning, proposal submission, and final delivery handoff.
• Cross-Functional Integration: Aligns Sales, Account Management, Pre-Sales, Product, Delivery, and Proposal teams to translate market intelligence into winning solution strategies.
• Process & Strategy Ownership: Establishes standardized business development frameworks and manages competitive intelligence regarding customers, procurement environments, and rivals.
• Quality-Driven Growth: Directs high-value resource investments, solution designs, and competitive positioning based on strict qualification metrics rather than sheer pipeline volume.

How you will contribute

Strategic Pursuit Leadership

• Capture Management: Lead capture planning, win strategies, and governance reviews for strategic government opportunities.
• Gatekeeping & Investment: Drive opportunity qualification, prioritization, and bid/no-bid investment decisions.

Pipeline Development & Market Expansion

• Quality-Driven Growth: Partner with Sales to identify and qualify new opportunities, enforcing strict criteria (strategic alignment, capability, win probability) to prioritize pipeline quality over volume.
• Process Design: Implement standard workflows to transition early market interest into formal, validated pursuits.

Commercial & Financial Leadership

• Risk & Value Assessment: Evaluate pricing assumptions, contracting requirements, resource needs, and financial risks before making commitments.
• Cross-Functional Sign-off: Collaborate with Finance, Legal, Sales, and Delivery to build business cases for pursuit investments.

Customer & Market Intelligence

• Intelligence Framework: Own the strategy and technological infrastructure for gathering, organizing, and legally/ethically analyzing customer, competitor, and procurement data.
• Lifecycle Ownership: Define data requirements and clarify roles, giving sellers tracking responsibilities while providing them with frameworks and hands-on analytical support.
• Strategy Formulation: Translate discovery insights and public-source data into customer engagement plans and actionable solution requirements.

Solution Development & Cross-Functional Alignment

• Collaborative Workshops: Facilitate solution strategy and pursuit planning sessions across Sales, Pre-Sales, Product, Services, Delivery, and partners.
• Execution Alignment: Ensure proposed solutions map tightly to customer needs while tracking pursuit risks, decisions, and dependencies.

Proposal Strategy & Readiness

• Hand-off to Proposals: Partner with Proposal Management to inject customer intelligence, win themes, and competitive analysis into formal proposal development.
• Review & Support: Review draft proposals for strategic alignment, and assist with final presentations, demonstrations, and negotiation prep.

Pursuit-to-Delivery Transition

• Structured Handoff: Lead the post-award transition to Delivery, ensuring continuity between capture assumptions, pricing, risks, and execution plans.
• Knowledge Transfer: Document and communicate customer context, obligations, and success metrics to execution stakeholders.
• Feedback Loop: Capture post-transition lessons learned to continuously refine future qualification, capture, and delivery practices.

Process Excellence

• Methodology & Playbooks: Standardize capture methodologies by creating repeatable playbooks, templates, and stage gates.
• Performance Metrics: Establish analytics and reporting to measure and continuously improve capture and proposal success rates.

What you will bring

• Bachelor's degree or equivalent experience.
• 5+ years of progressive experience in business development, capture management, government sales, consulting, proposal management, or a related field, including direct responsibility for complex, strategic pursuits.
• Experience leading or materially contributing to complex government procurements involving multiple stakeholders, cross-functional solution development, formal competitive processes, and extended sales cycles.
• Demonstrated success leading senior, cross-functional teams in a matrix organization, resolving competing priorities, driving timely decisions, and maintaining accountability across stakeholders who do not report directly to the role.
• Demonstrated track record of improving win probability, advancing qualified opportunities, or securing complex government business through disciplined capture leadership.
• Strong understanding of government procurement lifecycles, acquisition strategies, contracting approaches, evaluation criteria, compliance requirements, and proposal development processes.
• Excellent analytical, communication, facilitation, and executive presentation skills.
• Ability to manage multiple high-priority opportunities simultaneously.
• Ability to establish credibility with procurement stakeholders, partners, and internal senior leaders and to communicate complex business and solution strategies in clear, decision-oriented terms.
• Availability for pursuit workshops, industry events, and other business travel as needed. Candidates must be able to satisfy any customer, contracting, background-screening, or work-authorization requirements applicable to assigned opportunities.

Preferred Skills

• Experience in government technology, healthcare, health and human services, or public-sector solutions.
• Experience with FOIA research and customer intelligence gathering.
• Capture management, proposal management, or project management certifications.
• Experience developing and implementing go-to-market processes and governance frameworks.

Compensation

The salary range provided in this job posting is intended to reflect the general market value for the position. The actual salary offered may vary based on factors such as the candidate's experience, qualifications, skills, and the specific requirements of the role. This range may also be subject to change as market conditions evolve. We encourage open communication throughout the interview process to discuss compensation expectations. For base-salary + commission sales roles, the range represents On-Target Earnings.

Min - Max: $143,937.14 - $215,905.72 (USD)

Benefits

• The benefits described represent the current offerings at our organization, however, benefits are subject to change and may vary by location and employment status.
• We strive to provide a comprehensive benefits package that supports our employees' health, wellness, and financial goals.
• Please note that benefits may be discussed in more detail during the hiring process.

• Remote first / work from home culture
• Flexible vacation to help you rest, recharge, and connect with loved ones
• Paid leave benefits
• Health, dental, and vision insurance
• 401k retirement savings plan
• Infertility benefits
• Tuition reimbursement, life insurance, EAP - and more!