Director of Business Development, Homeland Security

This is a Director of Business Development role for a defense-technology company, focused on the Department of Homeland Security (DHS) as a customer. The role involves building the account roadmap from scratch, owning the strategy, pipeline, and close for DHS and its components, and positioning counter-UAS and air defense capabilities. The position is an individual contributor role over a large account, with a path toward broader leadership of the US growth organization. The role requires deep knowledge of the DHS buying path and an existing network within DHS components.

Responsibilities

• Own DHS and its components as a customer end to end: strategy, pipeline, and close.
• Build the account roadmap from zero, sequence the first doors, and get internal buy-in.
• Shape requirements with the customer, navigate DHS authorities and appropriations, and carry opportunities through award.
• Bring and activate an existing network across component program offices and operational users.
• Position counter-UAS and air defense capability against airspace security, border, and critical infrastructure protection needs.
• Navigate the interagency, state, and local overlay that Homeland work brings with it.
• Set expectations that engineering can actually meet, and bring bad news early when they cannot.
• Grow and lead a team underneath you as the account scales.

Requirements

• Roughly 15 years of relevant experience. Still energized and hands-on. This seat cannot absorb someone learning the buying path on the job.
• Has carried business through a DHS component: CBP and Air and Marine Operations, Coast Guard, ICE, Secret Service, TSA, or DHS Science and Technology.
• Can articulate clearly how selling to DHS differs from selling to a DoD program office, in specifics rather than generalities.
• A live DHS network that can be activated now, with named offices and people.
• Ability to operate autonomously and build a plan where none exists.

Nice to have

• Service in or alongside a DHS component. Military service is not required for this seat; a DHS civilian career track is fully in scope.
• Coast Guard background, which bridges military experience and DHS authorities.
• Counter-UAS or airspace security sales with an established Homeland Security book of business.
• Federal law enforcement program experience that came with a buying relationship.