Senior Director, Client Growth & Strategy, DHS

• Develop and execute growth strategies across USCIS and other mission-aligned DHS organizations and programs
• Bring deep knowledge of assigned accounts, including customer missions, organizational structures, key stakeholders, acquisition strategies, technology environments, budgets, and competitive landscapes
• Leverage established customer and industry relationships to strengthen Ad Hoc’s positioning and identify new opportunities
• Identify opportunities where Ad Hoc’s capabilities can improve public-facing services, accessibility, resilience, cybersecurity, and the delivery of essential government services
• Build and manage qualified, multi-year pipelines aligned with company growth objectives
• Identify and pursue new business, recompetes, takeaways, task orders, and on-contract growth opportunities
• Identify whitespace within existing customers and expand into adjacent programs, offices, and mission areas
• Develop and execute customer call plans and account strategies
• Forecast pipeline and bookings, communicate risks and opportunities, and maintain accountability for growth objectives
• Maximize existing contract vehicles while identifying additional vehicles, partnerships, and teaming opportunities necessary to support account strategy

• Lead strategic pursuits throughout the federal opportunity lifecycle, from early identification and qualification through capture, proposal, negotiation, and award
• Shape opportunities before solicitation by combining customer relationships, mission knowledge, competitive intelligence, and an understanding of federal acquisition strategy
• Develop capture strategies, win themes, customer engagement plans, competitive positioning, teaming strategies, and price-to-win approaches
• Lead multidisciplinary pursuit teams that may include solution architects, technical SMEs, delivery leaders, pricing, contracts, recruiting, proposals, and executive leadership
• Lead or participate in gate reviews and provide clear recommendations regarding pursuit strategy and investment
• Develop relationships with strategic technology partners, primes, subcontractors, small businesses, and other organizations within the federal ecosystem
• Maintain momentum and accountability throughout the pursuit lifecycle with a focus on converting qualified pipeline into booked business

• Maintain and expand relationships with federal executives, program leaders, acquisition stakeholders, technology leaders, mission owners, and industry partners
• Understand customer mission and technology challenges and connect those needs to Ad Hoc’s digital services capabilities
• Partner with technical and delivery leadership to develop differentiated solutions across areas such as digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, and emerging technologies
• Translate successful program delivery and customer satisfaction into organic and adjacent account growth
• Build strategic relationships with commercial technology and product partners to develop joint go-to-market opportunities
• Represent Ad Hoc with customers, industry organizations, technology partners, and at relevant federal industry events
• Strengthen Ad Hoc’s visibility, relationships, and reputation within target accounts
• Growth Leadership
• Help cultivate and mature Ad Hoc’s business development and capture practices
• Lead, coach, and develop growth professionals while remaining actively engaged in accounts and pursuits
• Establish clear expectations for pipeline development, account planning, capture execution, forecasting, and performance
• Partner with Growth, Delivery, Technology, Contracts, Finance, Talent Acquisition, and executive leadership to execute strategic pursuits
• Present strategic accounts, pipeline, pursuits, risks, and investment recommendations to senior and executive leadership
• Contribute to broader market strategy and identify emerging mission and technology opportunities
• Manage team performance, development, and operational responsibilities as appropriate

• Bachelor’s degree and 10+ years of relevant professional experience
• Relevant years of experience may be substituted for education
• Significant experience supporting USCIS or other mission-aligned DHS organizations and programs through business development, capture, delivery, consulting, technology, account leadership, government service, or a combination of these areas
• Demonstrated experience developing and executing federal growth strategies
• Established customer, partner, and industry relationships within relevant DHS markets
• Demonstrated understanding of the full federal growth and capture lifecycle, from account planning and opportunity identification through capture, proposal, award, and bookings
• Proven track record developing qualified pipeline and winning federal business
• Experience with new business, recompetes, takeaways, task orders, and/or on-contract growth
• Strong understanding of federal acquisition processes, contract vehicles, competitive positioning, and government contracting
• Experience leading multidisciplinary teams through complex federal pursuits
• Demonstrated ability to operate as a hands-on leader who can balance account strategy, customer engagement, capture execution, team leadership, and organizational priorities
• Strong executive communication, relationship management, negotiation, and presentation skills
• Experience leading and developing growth, capture, business development, account, or related teams
• Ability to work in a hybrid environment, including regular in-person collaboration, customer meetings, industry events, capture activities, and proposal efforts
• Ability to travel within the Washington, DC metropolitan area and to customer or partner locations as needed

• Deep account knowledge and established relationships within USCIS, FEMA, CISA, or other mission-aligned DHS programs
• Career progression from federal delivery, program leadership, technology, consulting, engineering, data, cybersecurity, or operations into dedicated growth, capture, or account leadership
• Experience as a former federal employee or leader who has successfully transitioned into industry, consulting, technology, or federal growth
• Experience as an Account Executive, Account Manager, Sales Engineer, Client Executive, or growth leader within a commercial technology or product company supporting relevant federal customers
• Proven track record of personally contributing to measurable pipeline creation, bookings, revenue growth, and contract wins
• Experience leading strategic opportunities of $50M+ TCV, including large Prime and Full and Open pursuits
• Experience shaping opportunities prior to RFP release and influencing acquisition strategy
• Experience with GWACs, IDIQs, BPAs, and other federal contract vehicles
• Experience with Shipley or similar capture methodologies
• Experience developing strategic teaming and technology partnerships
• Experience selling or shaping solutions involving digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, or emerging technologies
• Experience successfully expanding established accounts into new programs, offices, and mission areas
• Demonstrated understanding of the technology and digital services landscape supporting mission areas such as immigration services, emergency preparedness and response, cybersecurity, public-facing digital services, accessibility, and modernization of essential government systems

To learn more about working at Ad Hoc, please visit: https://adhocteam.us/join

• Company-subsidized health, dental, and vision insurance
• Flexible PTO
• 401K with employer match
• Paid parental leave after one year of service

Ad Hoc LLC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, ancestry, sex, sexual orientation, gender identity or expression, religion, age, pregnancy, disability, work-related injury, covered veteran status, political ideology, marital status, or any other factor that the law protects from employment discrimination.

We value the unique skills gained through military service and encourage veterans and transitioning service members to apply.

In support of various state and city equal pay transparency laws, Ad Hoc job descriptions feature the starting range we reasonably expect to pay to candidates who would join our team with little to no need for training on the responsibilities we've outlined above.

Actual compensation is influenced by a wide range of factors including but not limited to skill set, level of experience, and responsibility.

The range of starting pay for this role is $200,000 - $250,000 Our recruiters will be happy to answer any questions you may have, and we look forward to learning more about your salary requirements.

job reference:

https://adhoc.team/