Director of Account Expansion and Growth

Key Responsibilities

• Own growth of an account and single-award indefinite-delivery, indefinite-quantity (IDIQ) contract, including option exercise, the addition of new mission and business sets, and consumption of the contract ceiling.
• Build and hold working relationships across the BIS Office of the Chief Information Officer, mission and business owners, the Office of the Under Secretary, and the supporting contracting office.
• Develop and maintain the pipeline of candidate mission and business sets, and sequence that pipeline against delivery capacity and available funding.
• Qualify each candidate mission or business set against the SBIR Phase III technical nexus before it reaches a business owner, and support the Contracting Officer's in-scope determination process for additions to the vehicle.
• Translate BIS mission needs into scoped increments with defined deliverables and acceptance criteria, working alongside the delivery lead and the contracts team.
• Support task order development, quotations, and the timing of option exercise so that platform access and delivery continuity are not interrupted.
• Maintain the account plan, growth forecast, and reporting to company leadership.
• Represent the company at BIS program reviews, industry engagements, and executive briefings.
• Identify adjacent opportunities within the Department of Commerce and bring them to company leadership for pursuit decisions.

Required Qualifications

• Bachelor's degree in business, public administration, information technology, or a related field, or an equivalent combination of education, training, and relevant professional experience.
• Ten or more years of federal business development, capture, or account management experience, including direct ownership of a federal account or contract vehicle.
• Demonstrated record of growing an existing contract vehicle through option exercise, task order expansion, or the addition of new scope.
• Working knowledge of federal acquisition practice, including indefinite-delivery contract structures, ordering procedures, option exercise, and the distinction between in-scope and out-of-scope work.
• Ability to qualify an opportunity against a contract's scope boundary and to decline work that falls outside it.
• Experience building and holding relationships with senior executives inside a federal agency.
• Experience positioning artificial intelligence, data, or decision support solutions in a federal environment.
• Residence in the Washington, DC metropolitan area and willingness to be on site with the customer on a recurring basis.
• Eligibility to obtain and maintain a Secret clearance.
• Strong written and verbal communication skills, including the ability to brief at the executive level.

Preferred Qualifications

• Familiarity with SBIR Phase III acquisition authority under 15 U.S.C. 638(r)(4) and with sole-source award mechanisms.
• Experience supporting the Department of Commerce, or export control, trade policy, or national security mission areas.
• Experience with FedRAMP authorized platforms and with federal security authorization timelines, including authorization to operate and interim authority to test.
• Prior service as a federal employee or within a federal program office.
• Experience growing a single-award vehicle where growth comes from scope addition rather than from competition.
• Familiarity with federal artificial intelligence governance requirements, including agency determinations for high-impact AI.
• Experience with firm-fixed-price delivery and acceptance-based payment structures.

Benefits

Medical, Dental and Vision Coverage

401(k) Matching

PTO