Business Development Director – Navy

San Diego, CA
Full Time
Experienced

Business Development Director – Navy

Location: San Diego, CA
Compensation: Base Salary + Sales Incentive Plan (SIP)

Summary
Mc3 Partners is seeking a senior Business Development Director to lead strategic growth within the U.S. Navy, with a focus on NAVWAR, NIWC Pacific, PEO C4I, and fleet‑aligned organizations across the San Diego region.
This role owns full lifecycle business development—pipeline creation, capture strategy, customer engagement, and revenue growth. The ideal candidate is a hunter‑leader with established Navy relationships, a history of shaping acquisition strategies prior to RFP release, and a proven record of winning complex technical and professional services contracts.
Success in this role requires disciplined pipeline ownership, executive engagement, and close collaboration with capture and proposal teams to convert positioned opportunities into wins.

Responsibilities
Executive Engagement & Account Growth
  • Maintain trusted relationships within NAVWAR, NIWC Pacific, PEO C4I, Fleet Cyber Command, and other maritime modernization stakeholders.
  • Engage Flag officers, SES leaders, and mission executives supporting C5ISR, cyber, and fleet readiness initiatives.
  • Position Mc3 capabilities within Navy IDIQ and task‑order‑driven acquisition environments.
  • Engage early with mission and technical stakeholders to shape requirements prior to solicitation.
  • Expand presence within assigned organizations through deliberate account planning and white‑space identification.
Strategic Opportunity Development
  • Build and maintain a qualified pipeline of 3–5x annual revenue target.
  • Identify and qualify opportunities 12–36 months ahead of solicitation.
  • Generate new business awards within 18–24 months.
  • Apply disciplined opportunity qualification, win‑rate management, and revenue realization.
  • Develop and execute capture strategies including teaming, competitive positioning, and pricing alignment.
  • Influence acquisition approaches (contract vehicles, small business strategies, set‑aside structures).
Capture & Proposal Leadership
  • Lead capture efforts from qualification through award.
  • Shape requirements and influence acquisition strategy prior to RFP release.
  • Engage customers during budget formulation and acquisition planning.
  • Drive win themes and solution positioning aligned to Navy mission priorities.
  • Collaborate with technical, pricing, and proposal teams to produce compelling, compliant submissions.
  • Support executive‑level color team reviews and customer engagement throughout the lifecycle.
Internal Collaboration & Forecasting
  • Partner with operations leadership to ensure delivery credibility and alignment with past performance.
  • Provide accurate pipeline forecasting and revenue projections.
  • Deliver regular executive briefings on account strategy, pipeline health, and growth performance.
Requirements
  • U.S. Citizenship required.
  • Bachelor’s degree required; advanced degree preferred.
  • 12+ years of federal business development and capture experience in technical and professional services.
  • Demonstrated success winning and growing federal contracts exceeding $25M annually.
  • Experience supporting Navy organizations within the San Diego ecosystem.
  • Established relationships within NAVWAR, NIWC Pacific, PEO C4I, or fleet leadership.
  • Familiarity with Navy IDIQ vehicles and task‑order‑driven acquisition environments.
  • Experience supporting maritime systems, C5ISR, cyber, or fleet modernization programs.
  • Proven experience shaping opportunities pre‑RFP and influencing acquisition strategy.
  • Deep understanding of federal procurement processes and contract vehicles.
  • Ability to obtain and maintain a security clearance.
  • Willingness to travel up to 25% for customer engagement and industry events.
  • Experience supporting or partnering with ANC/8(a) organizations is a plus.
Benefits
Mc3 Partners offers a competitive benefits package for eligible employees, including:
  • Health insurance
  • Dental and vision insurance
  • Paid Time Off
  • Short‑ and long‑term disability
  • Life insurance
  • 401(k) with company match
Commitment to Inclusion
Mc3 Partners is committed to fostering a culture of diversity, inclusion, and belonging. We value the unique perspectives and backgrounds of every team member and strive to create an environment where all employees feel respected, supported, and empowered to grow. We welcome applicants of all identities and backgrounds, without regard to race, color, religion, national origin, genetic information, sex, sexual orientation, gender identity or expression, pregnancy, family status, marital status, age, disability, or military/veteran status.

Disclaimer
This job description is intended to provide a general overview of the role and responsibilities. It is not an exhaustive list of all duties, responsibilities, or qualifications associated with the position. Mc3 Partners reserves the right to modify, add, or remove duties as necessary to meet business needs.

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