Aretum is seeking an experienced Director of Business Development to drive strategic growth across the Defense market. This role is responsible for building and advancing a qualified pipeline, developing strong customer and industry relationships, identifying and shaping new opportunities, and positioning Aretum for long-term growth. The ideal candidate brings a strong understanding of the federal marketplace, a proven ability to open doors and develop new business, and the ability to collaborate across Capture, Proposal, Solutions, Pricing, and Operations teams to move opportunities from early identification through pursuit.
Responsibilities- Drive new business growth within assigned federal markets by identifying, developing, qualifying, and advancing opportunities
- Build and manage a qualified pipeline aligned with Aretum’s growth priorities, capabilities, and revenue objectives
- Maintain a highly visible, active presence in the federal marketplace through frequent customer-site visits, in-person meetings, industry events, conferences, networking, and other customer engagements throughout the DMV and National Capital Region
- Build and leverage relationships to open doors, gain early customer intelligence, identify emerging requirements, and position Aretum for the right opportunities
- Develop strategic teaming relationships with large and small business partners, evaluating capability fit, customer and contract vehicle access, past performance, and workshare value
- Gather customer, market, and competitive intelligence to shape opportunities and strengthen Aretum’s position to win
- Lead and participate in pipeline reviews, gate reviews, capture activities, solutioning sessions, pricing discussions, and executive pursuit reviews
- Recommend bid/no-bid, investment, teaming, and pursuit strategies based on customer access, competitive position, solution strength, and probability of win
- Partner with Capture and Proposal teams to translate customer intelligence, win strategy, and competitive differentiators into compelling pursuit and proposal strategies
- Coordinate pursuit activities across executives, technical leaders, Pricing, Contracts, Recruiting, Operations, Proposals, and external partners
- Support strategic proposal efforts as needed, including win themes, solution and staffing strategies, past-performance positioning, executive summaries, and oral presentations
- Maintain accurate and timely customer, pipeline, and opportunity information in Salesforce
Requirements
- Master's degree or equivalent combination of education and relevant experience
- Active Top Secret Clearance required
- Project Management Professional (PMP) certification required
- 8+ years of federal business development, growth, capture, or related GovCon experience, with significant experience supporting Defense customers
- Proven success identifying, developing, and advancing new business opportunities within the federal market
- Established Defense customer and industry relationships, with demonstrated ability to open doors and develop new customer relationships
- Strong understanding of the Defense market, including agency missions, acquisition processes, funding priorities, contract vehicles, and competitive landscape
- Demonstrated ability to engage customers early, uncover requirements, gather actionable intelligence, and help shape opportunities before solicitation
- Experience developing and managing a qualified pipeline and progressing opportunities from early identification into capture
- Ability to work across Sector, Capture, Solutions, Pricing, Proposal, and Operations teams to advance strategic pursuits
- Strong executive presence, relationship-building, communication, and presentation skills
- Ability and willingness to maintain an active in-person customer presence throughout the DMV and travel approximately 25%, with additional travel as business needs require
- 10+ years of Defense business development and growth experience
- Established relationships within Defense agencies aligned with Aretum’s target markets
- Demonstrated success growing accounts, penetrating new customers, and converting customer relationships into qualified opportunities and new business
- Experience pursuing technology, digital transformation, cloud, cybersecurity, data and analytics, professional services, or mission-support opportunities
- Experience with major GWACs, IDIQs, BPAs, and task-order environments commonly used across the Defense market
This is a hybrid position with approximately 25% travel throughout the Washington, D.C., Maryland, and Virginia region, with additional travel required based on business needs. Travel may include customer site visits, in-person client meetings and engagements, industry events, and other business development activities. Work will otherwise be performed remotely or at designated corporate locations, as needed.
Benefits
- Anticipated Salary Range: $185,000–$200,000 annually. Final compensation will be determined based on factors including education, experience, qualifications, skills, and applicable contract requirements.
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k)
- Life Insurance (Basic, Voluntary & AD&D)
- Paid Time Off
- Family Leave (Maternity, Paternity)
- Short Term & Long-Term Disability
- Training & Development
Skills Required
- Master's degree or equivalent combination of education and relevant experience
- Active Top Secret clearance
- Project Management Professional (PMP) certification
- 8+ years of federal business development, growth, capture, or related government contracting experience, including significant Defense experience
- Proven success identifying, developing, and advancing new business opportunities in the federal market
- Established Defense customer and industry relationships, with ability to open doors and develop new customer relationships
- Strong understanding of the Defense market, agency missions, acquisition processes, funding priorities, contract vehicles, and competitive landscape
- Experience engaging customers early, uncovering requirements, gathering intelligence, and shaping opportunities before solicitation
- Experience developing and managing qualified pipelines and progressing opportunities into capture
- Ability to collaborate across Sector, Capture, Solutions, Pricing, Proposal, and Operations teams
- Strong executive presence, relationship-building, communication, and presentation skills
- Ability and willingness to maintain an active in-person customer presence throughout the DMV
- Approximately 25% travel, with additional travel as business needs require
- 10+ years of Defense business development and growth experience
- Established relationships within Defense agencies aligned with target markets
- Success growing accounts, penetrating new customers, and converting relationships into qualified opportunities and new business
- Experience pursuing technology, digital transformation, cloud, cybersecurity, data and analytics, professional services, or mission-support opportunities
- Experience with major GWACs, IDIQs, BPAs, and task-order environments used across the Defense market
What We Do
Panum, a Maryland-based company, provides a continuum of services and strategies to accelerate innovation and transformation for the federal government in meeting its mission. Panum has had significant growth in the last 5 years due to its people, process, and innovative solution and services offered to its federal customers. Panum brings innovative ideas with a passion and a culture of “expect excellence” in Project Portfolio Management (PPM), Health Sciences, Digital Transformation, Cybersecurity, FOIA Support, Logistics, Training, and Organizational Change Management. It provides these services to more than 25 federal agencies. Panum has received numerous excellence awards from its federal customers including the Department of Homeland Security and the US Department of Agriculture. Panum provides its employees with work-life balance, an opportunity to innovate, learn, and grow their skills while working on solving the most complex federal government problems. Panum's management team consists of seasoned executives with both industry and government experience. This team boasts decades of business experience in diverse businesses with domestic and international operations, as well as small and large businesses. Why choose Panum? We are readily available to assist our customers with the necessary expertise and support to accomplish their mission.
