Job Description

Business Development Account Manager

Requirements

U.S. Citizenship is required. This is different from being eligible to work in the United States. U.S. Citizenship is non-negotiable. At least an active SECRET security clearance highly desired. The candidate must be able to maintain eligibility for classified work.

Role Overview

The Business Development Account Manager will serve as a strategic growth leader within IvoryCloud's Federal Business Development organization, focusing on identifying, shaping, and winning new business opportunities across the U.S. Department of Defense and Intelligence Community. This role emphasizes proactive engagement with U.S. Air Force, and/or 4th Estate agencies, driving full-lifecycle capture efforts from opportunity identification through proposal submission and contract award. The Business Development Manager will leverage deep market knowledge, customer relationships, and technical understanding to execute tactical and strategic plans aligned with company growth objectives. This position reports directly to the Chief Growth Officer (CGO) and requires regular collaboration with solutions architects, proposal teams, and delivery organizations. Candidate must be local to the Washington, D.C. area.

Core Responsibilities

Identify, qualify, and lead new business opportunities across the Department of Defense and Intelligence Community, focusing particularly on U.S. Air Force and/or 4th Estate agencies. Develop and maintain strategic account plans, customer engagement strategies, and opportunity pipelines aligned with company goals. Cultivate and maintain long-term relationships with DoD and IC customers, prime contractors, and key industry partners. Lead opportunity shaping and capture activities including win strategy, teaming, pricing coordination, price-to-win, and technical solution alignment. Collaborate with the CGO, Principal Solutions Architect, and Proposal Management and technical writing staff to develop high-quality, compliant proposals. Support proposal development activities including technical writing, management volumes, and oral presentations as required. Represent IvoryCloud at industry events, conferences, and agency engagements to enhance visibility and position for upcoming opportunities. Track, report, and forecast pipeline activity, performance metrics, and win probabilities. Contribute to the continuous improvement of business development processes, tools, and best practices. Perform other job-related duties as assigned.

Experience

At least 7-10 years of progressive experience leading business development and capture efforts for DoD or IC accounts. Demonstrated success managing multi-million-dollar opportunity pipelines and achieving or exceeding annual revenue and win targets. Proven record of identifying, shaping, and winning new contracts with DoD or IC agencies. Strong knowledge of GSA MAS, 8(a) sole source, STARS III, DOD procurement vehicles, and other federal procurement pathways. Deep familiarity with key DoD and IC organizations, including U.S. Air Force and 4th Estate agencies, with relationships at multiple decision levels. Proven ability to lead full-lifecycle capture efforts from opportunity identification through proposal submission and award. Experience contributing to technical and management proposal volume content and strategies. Experience managing capture pipelines, forecasting opportunities, and maintaining CRM and market intelligence data. Comfortable command and understanding of technology areas including software development, cloud computing, cybersecurity, data analytics, and AI/ML relevant to DoD/IC missions. Strong relationship and business development skills with the ability to establish and grow relationships with DoD customers, contracting officers, primes, and strategic partners. A self-starter with excellent organizational, communication, and analytical skills who can operate effectively under multiple competing priorities. Shipley or comparable capture management training preferred.

Education & Certifications

Bachelor's degree in Business, Engineering, or a related field required. Advanced degree a plus. Professional training in federal capture management or business development (e.g., Shipley certification or equivalent) is highly desirable.

Compensation

Base salary range: $180,000 - $220,000 Expected total compensation based on satisfactory win performance achieves an additional 50-75% of base salary. Comprehensive health, retirement, and professional development benefits.

Benefits

401(k) Dental insurance Health insurance Life insurance Paid time off Referral program Vision insurance

Legal

IvoryCloud is an Equal Opportunity Employer (EEO). All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Job Type: Full-time

Pay: $180,000.00 - $220,000.00 per year

Benefits:

401(k) matching Health insurance Paid time off Vision insurance
Application Question(s):

US Citizenship Required - write the word "Citizen" if you meet this criteria. Are you able to come into the office on a hybrid schedule twice per week? Are you able to come in for in-person interviews? What is the largest account you have supported (dollars, headcount)? What is the largest opportunity you have won in the last 3 years? Who was the client and what vehicles were used? What is the largest competitive opportunity you have won in the last 3 years (exclude IDIQ and BPA awards) Based on the job description and your experience/network, list the top 3 accounts you think you could help us win at in the next 18 months. Based on your research of IvoryCloud and our offerings, how would you recommend we penetrate the DOD/IC & 4th Estate? What strategy/strategies would you grow it from there? What is your current clearance level? When was it last adjudicated?
Work Location: Hybrid remote in Rockville, MD 20852