Senior Director of Client Growth and Strategy (FedCiv)

This is a hybrid position.

Ad Hoc is a technology company that empowers organizations to deliver scalable, impactful digital services. Using modern, agile methods, our team creates products that meet people's needs and transform their experience of government.

Work on things that matter

Our collaborations have shaped some of the defining moments in public-sector service delivery. We've helped build products that connect Veterans to tailored services, help millions access affordable health care, and support important programs like Head Start. As we work with agencies to deliver critical services, we're also changing how the government approaches technology.

Built for a remote life

Our culture, communications, and tools are built for remote work, enabling us to bring together top talent nationwide. At Ad Hoc, remote life empowers our teams to design work environments that fit their lives and that foster flexibility and collaboration to achieve positive outcomes for our customers.

Committed to high expectations and a welcoming culture

Ad Hoc values acceptance, accountability, and humility. We aren't heroes. We learn from our mistakes and improve the process for the next time. We build small, inclusive teams to collaborate closely with our partners to solve the right problems and deliver software that works.

The Federal Civilian business unit supports many customers spanning the federal, commercial, and nonprofit space. Our customers include NASA, the General Services Administration, Office of Personnel Management, the Library of Congress, Health & Human Services, and the FDIC. We partner with these agencies to build new capabilities, deliver products, establish data as a strategic asset for informed decision‑making, modernize legacy systems, and build the digital service infrastructure necessary to scale their mission impact.

Business Development & Pipeline Management

Leads and manages opportunity pipeline development aligned with growth objectives and strategic goals.

Utilizes influential skills to define, direct, and lead pipeline and capture strategies in target accounts.

Identifies, qualifies, and shapes pursuits by analyzing market opportunities, evaluating internal capabilities, and aligning with investment priorities.

Maintains and grows a qualified pipeline by identifying current and multi‑year opportunities across multiple agencies.

Forecasts, tracks, and closes deals; ensures opportunities are successfully moved through the lifecycle.

Maximizes existing contract vehicles and identifies new ones to support strategy and task order growth.

Capture Management & Opportunity Execution

Develop and execute winning strategies and capture plans for assigned pursuits using Shipley best practices.

Lead pursuits from opportunity identification through to proposal submission, working with multidisciplinary teams.

Shape acquisition strategies, lead competitive intelligence efforts, define win themes, and support price‑to‑win analysis.

Coordinate capture efforts with proposal teams, pricing, HR, contracting, and other internal stakeholders.

Lead gate reviews and evaluate proposal readiness; ensure seamless transition to proposal operations.

Manage teaming agreements and build capture teams to execute on market strategy.

Strategic Planning & Market Positioning

Contribute to AdHoc business strategy.

Utilize data analytics for investment, resource, and growth decisions.

Implement strategic decisions for target agencies and market expansion.

Create business development strategies aligned with federal agencies.

Enhance positioning through customer experience, brand awareness, and existing relationships.

Customer & Partner Engagement

Collaborate with business unit leadership on account and sales plans.

Engage customers, building strong relationships.

Clearly communicate capture status, risks, blockers, and support needs to senior executives.

Partner with strategic partners and internal teams (solution architects, SMEs) for innovative solutions.

Initiate and manage strategic partnerships, JVs, and mentor‑protege programs.

Miscellaneous / General Duties

Perform special projects as assigned.

Basic Qualifications

Bachelor's degree and 10+ years of experience (relevant experience may substitute for education).

Extensive experience with government contracting, pipeline development, and winning opportunities with target agencies.

Experience building and leading successful capture teams.

Experience initiating and creating a qualified pipeline and supporting account strategy that drives consistent p‑win and business growth.

Extensive success winning captures from small to GWAC / IDIQ.

Experience with multi‑award contract vehicles and price‑to‑win strategies.

Ability to work in a dynamic, remote environment with internal and external stakeholders.

Knowledge and experience capturing and growing multiple contract types (FFP, T&M, etc.).

Proven track record of achieving on‑contract growth (OCG) and winning recompetes, takeaways, and new business in the Federal market.

Demonstrated experience effectively engaging diverse employees and subcontractors for optimized resource utilization.

Knowledge and experience supporting Ad Hoc customers (current and target agencies) including specific customer and partner / technology ecosystem relationships, and opportunity understanding.

Proven ability to positively influence change at different organizational levels.

Highly effective oral and written communication skills.

Ability to work in multiple growth roles, opportunity types and customers.

Proven track record of achieving on‑contract growth (OCG) and winning recompetes, takeaways, and new business in the Federal market of at least $50M+ TCV and Prime Full and Open.

Preferred Qualifications

Proven track record of achieving on‑contract growth (OCG) and winning recompetes, takeaways, and new business in the Federal market of at least $100M+ TCV and Prime Full and Open.

Able to work at least 2 days a week (and greater during an active proposal) in the Ad Hoc office, if requested.

Strong knowledge and past performance working with the Federal Civilian, VA and other target Agencies.

Experience directing a distributed team, managing multiple customers, programs, and projects as one collective business.

Knowledge of innovative industry business models and corresponding "go to market" solutions to aid in further growing the Ad Hoc business in the Federal market.

Knowledge and awareness of industry best practices in program and project management, CMMI, ITIL, and other areas relevant to high maturity planning and execution.

Experience with breaking into new accounts / customers through effective capture tactics.

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

Benefits

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

Ad Hoc LLC is an Equal Opportunity / Affirmative Action 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.

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 $180,000-$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.

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