Director of Business Development, Federal
Leads federal systems integrator partner strategy to build executive relationships, drive pipeline and revenue growth through co-sell efforts, and shape solutions for U.S. government programs. Requires deep federal market expertise, strong SI networks, and cross-functional collaboration skills.
About the job
What You’ll Do
- Own and expand strategic SI partnerships: Build and manage executive-level relationships across top-tier federal systems integrators to drive pipeline, program access, and long-term growth
- Drive federal opportunity strategy: Partner with the VP of Federal and sales leadership to identify, prioritize, and pursue high-value federal opportunities
- Enable and activate partners: Lead co-sell efforts with SI partners, including training, joint value propositions, ROI messaging, and go-to-market execution
- Shape winning solutions: Collaborate with product, engineering, and technical SMEs to develop customer-centric solutions aligned to federal mission needs
- Lead partner performance management: Forecast partner-driven pipeline, track performance, and provide actionable feedback to improve outcomes
- Align on federal bids and pursuits: Monitor federal solicitations and ensure optimal SI alignment and positioning for competitive bids
- Surface market intelligence: Identify trends across the federal landscape and provide insights to inform product, marketing, and sales strategy
- Represent Censys externally: Act as a key ambassador at industry events, conferences, and partner engagements
- Deliver results: Meet or exceed quarterly and annual pipeline and revenue targets
What We’re Looking For
- Proven track record of building and scaling partnerships with federal systems integrators
- Strong network of executive relationships across leading SIs (e.g., Booz Allen, Leidos, SAIC, etc.)
- Experience driving pipeline and revenue through partner-led motions in federal markets
- Deep understanding of federal procurement, contracting vehicles, and go-to-market dynamics
- Ability to operate strategically while executing tactically in a fast-paced environment
- Strong cross-functional collaboration skills, particularly with sales, product, and technical teams
- Exceptional communication and executive presence
Compensation: Expected salary range $285,000-$350,000 USD on target earnings. Competitive benefits including equity, health/dental/vision, retirement, parental leave, flexible PTO, professional development stipend, sales incentives.
Skills
Federal Sales, Systems Integrators, Partnership Management, Federal Procurement, Go-to-Market Strategy, Pipeline Management, Revenue Growth, Co-Sell, Federal Bids, Market Intelligence
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